Business Development Manager, Latin America
Open Prostay's commercial pipeline across Latin America. Sign new hotel brands and multi-property groups in Mexico, Colombia, Brazil and the wider region, and build the local partner channel that lets us scale beyond direct sales.
About the role
Prostay is the operating system for modern hospitality, used by independent hotels, boutique groups, B&Bs and vacation rental managers. We already serve Spanish-speaking properties in Spain and parts of Latin America, and we are now investing in a dedicated Latin America go-to-market function. As Business Development Manager for LATAM, you will own new-logo acquisition across the region: mid-market independent hotels, fast-growing boutique groups, all-inclusive resorts and aparthotel operators in Mexico, Colombia, Chile, Peru, Argentina, Uruguay and Brazil. You will also stand up our channel: hotel consultants, OTA distribution partners, payment processors and hospitality system integrators who can carry Prostay into properties we cannot reach directly. You will run the full deal cycle from outbound and inbound qualification through demo, security review, commercial negotiation and contract signature, then hand the customer off to Implementation. You will work hand-in-hand with the Spanish-speaking Account Manager, the Product team on local market requirements (CFDI, NF-e, Pix, MercadoPago, e-invoicing) and the Marketing team on LATAM-specific campaigns and case studies.
What you'll do
- Own quarterly new-logo ARR for Latin America, with primary focus on Mexico, Colombia and Brazil
- Build outbound pipeline into mid-market independent hotels, boutique groups, all-inclusive resorts and aparthotel operators
- Run discovery, demo and commercial negotiation in Spanish (and Portuguese for Brazil) end-to-end
- Recruit and enable a local channel of hotel consultants, OTA partners, payment processors and hospitality system integrators
- Represent Prostay at LATAM hospitality trade shows (WTM Latin America, FIEXPO Latin America, HEDNA conferences)
- Partner with Product on local market requirements: CFDI 4.0 in Mexico, NF-e and SAT in Brazil, AFIP in Argentina, SUNAT in Peru, and local payment rails (Pix, OXXO, SPEI, MercadoPago)
- Coordinate clean Implementation handoffs and stay involved through go-live for strategic accounts
- Maintain accurate CRM hygiene (HubSpot): pipeline coverage, stage progression, forecasted close, win/loss notes
- Forecast quarterly LATAM new-logo ARR and channel-sourced pipeline to the Head of Sales
What we're looking for
- Native or fully fluent Spanish, plus business-level English (the working language at Prostay)
- 5+ years in B2B SaaS new-business sales or business development, with at least 2 years selling into Latin American mid-market or enterprise
- Demonstrable track record of consistently hitting and exceeding new-logo ARR quota
- Strong commercial instincts: comfortable running a full deal cycle, negotiating multi-year contracts and structuring channel deals
- Working knowledge of LATAM fiscal compliance (CFDI, NF-e, AFIP, SUNAT) and local payment rails (Pix, OXXO, MercadoPago)
- Comfort reading a hotel P&L and quantifying ROI for an operator in Spanish
- Willingness to travel within LATAM roughly one week per month for trade shows, partner meetings and strategic accounts
- Eligibility to work remotely from a LATAM timezone (UTC-6 to UTC-3)
Nice to have
- Working knowledge of Portuguese for Brazil deals
- Background in hospitality (managed a property, ran F&B, opened a hotel) before moving into SaaS
- Existing relationships with LATAM hotel groups, OTA partners or payment processors
- Familiarity with HubSpot, Linear, Notion and a modern SaaS tooling stack
What we offer
- Above-market base salary, plus uncapped commission on new-logo and channel-sourced revenue
- Fully remote within a LATAM timezone, with quarterly team offsites in person
- Equipment of your choice (Mac, monitor, chair) so you can do your best work
- Generous learning budget and conference travel (WTM Latin America, FIEXPO, HSMAI Americas, HITEC)
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