Role's mission
accelerate merchant acquisition by converting qualified demand into signed partnerships. Drive disciplined prospecting, consultative discovery, value-led demos, and rigorous pipeline management to deliver predictable closes and seamless handoffs.
key responsibilities
* own top- and mid-funnel merchant acquisition.
* execute disciplined outbound (email/phone/linkedin) and convert inbound leads within sla.
* run consultative discovery to qualify: needs, economics (aov/conversion lift), stakeholders, timeline, and success criteria.
* drive opportunities to close with clear next steps, mutual close plans, and effective multithreading.
* maintain rigorous crm hygiene (hubspot): accurate stages, notes, next actions, and reliable forecasting.
* partner with marketing on campaigns/sequences; provide feedback loop on lead quality and messaging.
* coordinate with onboarding/account management, risk/compliance, legal, and tech for smooth contracting and go-live.
* provide weekly pipeline, forecast, and activity reporting to sales leadership
requirements
must have:
* experience:
* consistent quota attainment with strong pipeline management and forecast accuracy.
* skilled in prospecting, discovery, demos, objection handling, and negotiation with smb–mid-market merchants.
* spanish: native/near-native; english: basic (calls, emails, decks).
* years of experience: 2–4 years in b2b inside sales, ideally in fintech, payments, or e-commerce.
* technical skills:
* sales tooling: linkedin sales navigator, dialers/sequencers
* google workspace
* process rigor: playbook adherence, documentation of discovery/next steps, clean handoffs via crm
* soft skills:
* ownership & follow-through: drives next steps without prompting; sends recap + actions within 24 hours; closes loops.
* prioritization & time management: focuses on highest-impact accounts; protects selling time; meets slas consistently.
* adaptability & learning agility: incorporates feedback quickly; updates talk tracks/playbooks as the market shifts.
* integrity & compliance mindset: treats data, privacy, and approvals with rigor; represents aplazo's standards.
* resilience: maintains pace and positivity through setbacks; sustains consistent activity quality.
nice to have:
* experience selling into retail/e-commerce in mexico/latam; knowledge of bnpl, risk/kyc basics.
* knowledge of hubspot