Team Lead

Purpose of Position

The Sales Team Leader – Latam leads, coaches and develops Awin's new business team across Brazil to deliver sustainable revenue growth. The role combines hands-on people leadership with pipeline oversight, forecasting discipline and sales performance management, while raising the team’s ability to win enterprise accounts and contributing to the regional commercial strategy

Key Tasks

• Lead, coach and develop the new business sales team to achieve and exceed revenue targets, embedding clear expectations, strong accountability and consistent performance management.
• Lead recruitment, onboarding and ongoing development of the team, building the capability to sell consultatively and win larger, more complex deals.
• Own team pipeline hygiene and forecasting discipline in Salesforce, ensuring opportunities, next steps, close dates and contracts pending signature are accurate, visible and actively managed.
• Provide regular coaching across the full sales cycle, including prospecting, qualification, discovery, proposal development, commercial negotiation, objection handling and deal closure.
• Monitor sales performance, pipeline health, conversion rates and activity levels, identifying risks, removing blockers and taking timely action to deliver against regional and team targets.
• Support the team in developing insight-led, relationship-driven approaches to prospective merchants across Latam, using market research, competitor intelligence and affiliate activity, and identifying opportunities beyond traditional CPA (e.g. influencer and private network models).
• Partner with Finance, Integrations, Client Services and other internal teams to ensure commercially sound deal structures and a smooth handover from signature through to integration, activation and revenue generation.
• Contribute to the continuous improvement of sales processes, playbooks, reporting standards and best practice, creating consistency in ways of working and supporting scalable growth.
• Act as an escalation point for complex commercial discussions, supporting senior stakeholder engagement, proposal quality, RFI/RFP responses and contractual alignment where required.
• Represent Awin at relevant industry events and external networks, in partnership with Marketing, to identify new commercial opportunities, build market insight and strengthen brand presence across the region

Skills & Experience

• Strong experience in commercial sales, new business development or business development roles, ideally within affiliate marketing, digital marketing, ecommerce, B2B marketplace or related technology-led industries.
• Demonstrable track record of achieving or exceeding new business sales targets, with experience managing complex sales cycles and commercially valuable opportunities.
• Prior experience leading, coaching or mentoring sales colleagues, with the ability to drive performance through clear expectations, feedback and structured development.
• Experience managing senior client conversations, commercial negotiations, proposals, RFIs/RFPs and contractual discussions in line with company standards and legal requirements.
• Strong understanding of digital performance channels, affiliate marketing principles and the commercial drivers that influence advertiser growth and network selection.
• Experience working cross-functionally with operational, finance, technical and client-facing teams to take new business from signature to successful launch and revenue generation

Personal skills:

• Highly commercial, proactive and target-driven, with the ability to translate strategy into clear team priorities and measurable action.
• Confident people leader with strong coaching skills, sound judgement and the ability to build trust, accountability and motivation within a sales team.
• Excellent communication, presentation and relationship-building skills, with the ability to engage stakeholders at different levels of seniority.
• Resilient, organised and comfortable operating in a fast-paced, international environment while maintaining strong attention to detail.
• Collaborative team player who contributes constructively to shared goals, knowledge exchange and continuous improvement across the wider sales function.

Professional qualifications:

Relevant sales leadership, coaching, negotiation, digital marketing or affiliate marketing qualifications are advantageous but not essential.

IT and technical skills:

• Proficient in Salesforce.com or a comparable CRM and sales pipeline management tool, with the ability to monitor team performance, pipeline quality and forecasting accuracy.
• Advanced Microsoft Office skills, with the ability to prepare clear commercial proposals, pipeline updates,