Why This Job is Featured on The SaaS Jobs
This Head of Sales role sits at the intersection of SaaS and cross border workforce infrastructure, covering global payroll, EOR, and payments across Latin America. That combination matters in the current SaaS landscape, where platform differentiation often comes from handling regulated, multi country complexity while still selling a clear business outcome to finance and people leaders. The remit also signals a company investing in regional go to market maturity, not just incremental territory coverage.
From a SaaS career perspective, the position builds durable operating experience in taking a broad product portfolio to market, shaping how solutions are packaged, priced, and positioned as adoption expands. Owning a regional number while influencing product direction is a common path toward broader commercial leadership in SaaS, especially in categories where sales feedback directly informs roadmap and localization priorities. The emphasis on repeatable playbooks and forecasting also develops skills that translate across scale up environments.
This is best suited to a senior sales leader who prefers being both strategic and present in key deals, and who is comfortable building manager capability alongside individual execution. It will fit someone motivated by multi stakeholder enterprise cycles and by translating regional market signals into structured go to market decisions.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Papaya Global is a rapidly growing, award-winning B2B tech unicorn with an ambitious mission to revolutionize the payroll & payments industry. With over $400M raised from multiple tier-one investors, our innovative technology provides a comprehensive solution for managing global workforces, encompassing everything from hiring and onboarding to managing and paying employees in over 160 countries.
We’re looking for a highly experienced and driven Head of Sales, Latam to lead and scale our sales organization across Latin America. In this role, you will build and develop a team of sales professionals while remaining hands-on in driving strategic deals and expanding Papaya’s presence across the region.
You will own the Latam number across our full portfolio — global payroll, EOR, and contingent workforce solutions — with a particular emphasis on workforce payments and our new Banco Worker Wallet, positioning Papaya’s cutting-edge platform that simplifies global payroll, payments, and workforce management as the partner of choice in the Latam market.
Key Responsibilities:
Sales Leadership & Team Management
- Build, lead, mentor, and develop a team of Account Executives across Latam, supporting them throughout the full sales cycle.
- Drive team performance and ensure the achievement of regional revenue targets and sales goals.
- Provide coaching, deal support, and strategic guidance to the team, while driving the adoption of AI-enabled sales workflows and best practices to improve productivity, forecasting, and deal execution.
Regional Strategy & Market Development
- Own and articulate the Latam revenue and sales strategy across all lines of business — defining target segments, territory design, and prioritization to capture the region’s cross-border payments opportunity.
- Build the multi-year regional growth plan and business case, leveraging AI-driven insights to inform revenue forecasting, pipeline strategy, market prioritization, and resource allocation.
- Shape pricing, packaging, and partner/channel strategy for Latam in partnership with executive leadership.
- Serve as the voice of the Latam market to the executive team and Product, influencing the roadmap and investment decisions for the region.
- Design the scalable sales playbook and operating cadence to take Latam from early-stage traction to repeatable, predictable growth.
Strategic Business Development
- Identify and develop new business opportunities with mid-market and enterprise organizations across Latin America.
- Build relationships with senior stakeholders and decision-makers — including CHROs, CFOs, Treasury, Finance, and people leaders — within target accounts.
- Shape and lead the region’s most strategic, multi-country opportunities, leading payments and Banco Wallet as the entry point and expanding into workforce solutions.
Cross-Functional Collaboration
- Work closely with Product, Marketing, and Operations teams to align client needs with platform capabilities.
- Provide feedback from the field to support product and sales improvements, including local payments, banking, and regulatory requirements.
Requirements:
- 10+ years of experience in B2B SaaS or FinTech sales with a strong track record of closing complex deals.
- Background or familiarity with global payroll, HR tech platforms, fintech and/or payments strongly preferred.
- Five plus years of experience in a senior sales leadership role (VP/SVP/GM/Head of).
- Proven ability to build and execute a regional revenue and sales strategy from the ground up — not just manage an existing team and quota.
- Experience owning a regional revenue number (or P&L) and operating at the executive level, including presenting strategy and results to senior leadership or the board.
- Strong experience managing full sales cycles with enterprise or mid-market organizations.
- Deep knowledge of Latam markets and business culture across key economies (e.g., Brazil, Mexico, Colombia, Argentina, Chile).
- Fluent Spanish and English.
- Hands-on leader who is comfortable both managing a team and driving deals directly, while leveraging AI-powered sales tools and workflows to improve team performance and commercial execution.
- Strong communication and presentation skills with the ability to engage senior stakeholders.
- Entrepreneurial mindset and ability to operate in a fast-paced, global environment.
- Collaborative, team-oriented approach.
