VP of Sales at Enterprise
Leads the sales organization at scale, defines go-to-market strategy, and owns company revenue.
In LATAM enterprise, personal relationships remain decisive
Procurement processes can take twice as long as in Anglo markets
Internal coordination is as critical as customer-facing skills
Ideal OCEAN+ Profile
At enterprise companies (201-1000 employees), openness to trying new channels and sales strategies
At enterprise companies (201-1000 employees), discipline in pipeline management and follow-up
At enterprise companies (201-1000 employees), the energy to build relationships and close deals
At enterprise companies (201-1000 employees), the balance between assertive persuasion and active listening
At enterprise companies (201-1000 employees), resilience in the face of constant rejection and long sales cycles
At enterprise companies (201-1000 employees), building long-term relationships with clients
Strengths and Red Flags
Strengths
- Defines commercial strategy and go-to-market model
- Recruits and develops high-performing sales leaders
- Navigating complex buying committees by mapping stakeholders, sponsors, and economic decision-makers
- Managing 6-18 month sales cycles without losing energy or momentum
Red Flags
- Micromanages managers instead of leading through them
- Systematically optimistic forecasting disconnected from reality
- Pushes the client at the wrong moments in the buying cycle, damaging the relationship
- No experience with enterprise procurement or negotiations with legal departments
Interview Questions
Describe how you built or restructured a sales organization. What criteria did you use to define territory segmentation and roles?
Evaluates: Strategic thinking and Conscientiousness
How do you handle a quarter where the team is going to miss target? What do you communicate to the board and what actions do you take internally?
Evaluates: Emotional Stability and leadership under pressure
Describe the most complex enterprise deal you led. How many stakeholders were involved?
Evaluates: Managing complex buying processes
How do you build a business case for a CFO who wasn't part of the discovery meetings?
Evaluates: Translating technical value into financial language
More about VP of Sales
Career path, personality archetypes and similar roles in the full profile.
This Role in Other Contexts
VP of Sales — base profile with no company context
View profile → Startup (1-50 employees)In LATAM startups, the Sales Manager is often also the first AE
View profile → SMB (51-200 employees)In LATAM SMBs, the Sales Manager reports directly to the owner or CEO
View profile → Global (1001+ employees)Must be able to sell upward to HQ in addition to managing local markets
View profile →Does your next VP of Sales at Enterprise (201-1000 employees) match this profile?
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