General Manager, Latin America

Description

Role: General Manager, Latin America

Location: São Paulo, Brazil (preferred); Mexico City considered

As General Manager, Latin America, you will own the commercial P&L for the region and lead the plan to substantially grow an established, revenue-generating business over the next three years. Reporting directly to our Chief Revenue Officer, you will lead a combined account management and new-business team, with Brazil and Mexico as priority markets and coverage across the wider region.

This is not a build-from-zero role, and it is not a caretaker role either. Latin America already has real revenue, real reference customers, and an existing team. Your job is to turn that foundation into a repeatable growth engine: sharpen where we compete, raise the quality and pace of new business, and make sure our installed base expands, not just renews.

You will carry the regional number and have real latitude in how it gets hit, including segment focus, coverage model, team shape, pricing posture (within agreed guardrails) and partner strategy.

About FORM

FORM powers the world’s two billion mobile workers as they change companies and industries for good, with mobile technology that improves execution from the frontline. FORM solutions include the AI-enabled task management platform GoSpotCheck, Trax’s image recognition technology, and FORM OpX, all of which activate and connect teams in the field - with leaders, missions, and each other - so they can deliver success in the enterprise. With more than 25 years of experience, FORM supports 100,000+ global users from some of the world’s more recognizable global brands in 45 countries.

Requirements

What You’ll Own:

• Regional commercial responsibility. Full accountability for LatAm revenue, growth targets and commercial spend. Own the forecast and the operating plan.
• A mixed hunter and farmer team. Lead, coach and grow a team spanning new-business sellers and account managers, and set the bar for both motions. They are different jobs and need different management.
• Brazil and Mexico. Personally sponsor our position in the two markets that carry the plan, including presence with the largest accounts and prospects.
• Enterprise CPG and FMCG retail. Sell into multinational CPG manufacturers and large regional grocery and FMCG retailers - long cycles, many stakeholders, procurement and IT scrutiny.
• Expansion of the installed base. Build a genuine land-and-expand motion: net revenue retention, multi-country rollouts inside global accounts, and executive relationships that outlast any single deal.
• Operating rigor. Credible pipeline hygiene, forecast accuracy, clear qualification, and sane comp and territory design. Represent the region honestly to the executive team.
• Partners and channel. Assess and develop the partner ecosystem - systems integrators, resellers and distributors - where it accelerates coverage rather than complicating it.
• Voice of the region. Bring LatAm market reality back to product, marketing and pricing - localization, regulatory context and competitive dynamics that global teams will otherwise miss.

Who We’re Looking For:

• 10+ years in B2B commercial roles, including 5+ years leading sales teams; second-line leadership (managing managers) strongly preferred.
• Operated in both Brazil and Mexico - not covered the region from abroad. Real on-the-ground experience, relationships and cultural fluency in both markets.
• Sold to CPG manufacturers and large FMCG or grocery retailers at enterprise scale, with a network to show for it.
• Led hunters and farmers at the same time, and can articulate how you manage, comp and coach each differently.
• Carried and hit a regional number at or above $5M, with multi-year growth rather than a single good year.
• Fluent in Portuguese, Spanish and English - business-fluent in all three and comfortable negotiating in each.
• Comfortable in a mid-size company: lean support functions, ambiguity, and a leader who still gets in the room on the deals that matter.
• Willing and able to travel extensively within the region.

Nice-To-Haves:

• Sold enterprise SaaS or software into retail operations, supply chain, quality, merchandising or field execution.
• Has taken a business through a similar doubling - roughly $5-10M to $15-20M - and can describe what actually drove it.
• Built or restructured a partner or channel motion in LatAm.
• Worked as the regional leader inside a global company, and knows how to win resources from a distant headquarters.
• Track record of hiring and retaining strong commercial talent in São Paulo and Mexico City.
• Experience with multi-country rollouts inside multinational accounts.

What We Offer:

• Working on state-of-the-art technology with an international team.
• Global work environment, diverse & inclusive company.
• Wide range of benefits: from healthcare to home office allowance.
• Company-provided work equipment.
• Flexible hybrid working model.