comfyred

Account Executive

Change of Market: Latam to Europe

I have 4+ years of selling for the Latam market. I've been in SaaS, Education and Logistics. Recently I emigrated and I'm applying for jobs in the European Union now.

Even with the years of experience in different industries, one of them being in an international company, I've been finding hard to prove my worth given the change of location.

I understand there are cultural differences between these markets, but the impression I have is that recruiters are not really open here. I always share some great success cases, explain my modus operandi, but they always ask if I've already sold to EMEA, UK/I, IBERIA etc before. I'm used to selling to Mid-Market companies, but I'm applying for SMB positions and even considering going back to BDR/SDR, taking a step back to insert myself in a new market.

I got to the final phase of interviews with a few companies, but it's always the same: "we liked you, but we need someone that knows how to sell to the European market".

What would you do in my case? Open to suggestions!

Peace! Xo

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3

5 comments

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braintank

Politicker

6

Enterprise Account Executive

Find a European company that wants to break into LATAM?

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

From my experience European's are very protectionist, meaning they want to buy from companies and people based in their own country. French to french, Spanish to spanish, etc. It borders on bigotry in some industries. The protectionism is even baked into the laws sometimes.

Coming from LatAm, you may have some success with an Spain-based or Portugal-based company?

comfyred

1

Account Executive

Portugal and Spain are the countries I'm concentrating my efforts, sure. Going to startups first, as they seem to be more open to "outsiders".

DungeonsNDemos

Big Shot

2

Rolling 20's all day

It's the hard "you need experience to get experience" conundrum. Super frustrating.
Don't go to SDR. I would say to focus hard on networking before the application so you can dig deep into what they need and want for the AE position.
Bridge as much as you can into your experience and look for a manager that will see your value.
Maybe even push back that you will bring a new perspective to there team (with sources on how diversity actually gives stronger growth).

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