VP of Sales at Startup
Leads the sales organization at scale, defines go-to-market strategy, and owns company revenue.
In LATAM startups, the Sales Manager is often also the first AE
The ability to sell without an operating marketing function is a key differentiator
High emotional stability is critical: rejection is constant and without structured coaching
Ideal OCEAN+ Profile
At startups (1-50 employees), discipline in pipeline management and follow-up
At startups (1-50 employees), the balance between assertive persuasion and active listening
At startups (1-50 employees), resilience in the face of constant rejection and long sales cycles
At startups (1-50 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
- Closing deals without a recognized brand, selling vision and potential rather than a finished product
- Building the sales process from scratch: ICP, pitch, playbook, and initial metrics
Red Flags
- Micromanages managers instead of leading through them
- Systematically optimistic forecasting disconnected from reality
- Depends on a recognized brand and polished marketing materials to sell
- Needs hierarchical approval for every discount or contract exception
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
Tell me about a deal you closed without a 100% finished product.
Evaluates: Tolerance for ambiguity and ability to sell vision
How did you build a sales process from scratch?
Evaluates: Ability to structure without prior resources
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 → SMB (51-200 employees)In LATAM SMBs, the Sales Manager reports directly to the owner or CEO
View profile → Enterprise (201-1000 employees)In LATAM enterprise, personal relationships remain decisive
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 Startup (1-50 employees) match this profile?
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