Sales Development Representative (Spanish-speaking, LATAM/Spain)

Overview

You prospect into LATAM and Spain markets to book meetings for AEs selling Spectro Cloud's Kubernetes management platform (Palette). Your day is spent cold calling infrastructure directors, DevOps leads, and CTOs who manage Kubernetes deployments. This is 90% outbound—you're building lists, researching companies, and making 50-70 dials/day to hit your qualified meeting quota.

Role Snapshot

Company Context

Stage: Growth-stage (281 employees, likely Series B/C funded based on size)

Size: 281 employees

Growth: Expanding internationally into LATAM/Spain, which suggests they've got traction in US/English-speaking markets and are ready to scale regionally

Market Position: Challenger in the Kubernetes management space—competing against platforms like Rancher, VMware Tanzu, Red Hat OpenShift. They're selling to companies who already use Kubernetes but are drowning in complexity.

GTM Reality

Pipeline Sources:

• 10% Inbound - Some marketing leads from campaigns, content, and regional events, but don't expect a steady flow
• 90% Outbound - You're building the pipeline from scratch through cold calling, LinkedIn prospecting, and email sequences
• Partners/Referrals - Likely some channel partnerships, but you're not waiting on them

SDR/AE Structure: Dedicated SDR feeding meetings to regional AEs (you'll likely work with 1-2 AEs covering LATAM/Spain)

SE Support: AEs will have SE support for demos and technical validation—you're not expected to go deep on technical architecture

Competitive Landscape

Main Competitors: Rancher (SUSE), VMware Tanzu, Red Hat OpenShift, D2iQ, possibly Rafay Systems

How They Differentiate: Simplified Kubernetes management with multi-cluster control, edge-to-cloud flexibility, and the ability to customize stacks without vendor lock-in. They pitch "choice without risk."

Common Objections:

• "We're already using [Rancher/Tanzu/OpenShift]"
• "Our team can manage Kubernetes internally"
• "Not a priority right now / no budget"
• Technical gatekeepers who don't see the complexity as a problem

Win Themes: Organizations scaling Kubernetes across multiple environments (edge, data center, cloud) who are hitting operational limits with their current approach

What You'll Actually Do

Time Breakdown

Prospecting/Calling (60%) | Meetings/Follow-up (20%) | Admin/Research (20%)

Key Activities

• Cold calling in Spanish (and Portuguese when possible): 50-70 dials/day to DevOps Directors, Infrastructure VPs, CTOs at mid-to-large enterprises in Mexico, Brazil, Colombia, Argentina, Spain, etc. Most don't pick up. You're leaving voicemails and trying to catch them at the right time.
• Email sequencing and LinkedIn outreach: Writing personalized messages explaining why Kubernetes complexity matters and why they should talk to you. You'll A/B test subject lines and messaging with your manager.
• Qualifying inbound leads: When marketing generates a demo request or webinar signup from your region, you call them quickly to qualify intent, understand their environment, and either book a meeting or disqualify.
• Research and list building: Using LinkedIn Sales Navigator, ZoomInfo, and company websites to identify companies likely running Kubernetes (look for cloud-native companies, modernizing enterprises, companies with AI initiatives). You'll spend time understanding their tech stack before calling.
• Internal coordination: Daily syncs with your manager, weekly pipeline reviews, feedback sessions with AEs on meeting quality. You'll also work with marketing on regional campaigns and messaging.

The Honest Reality

What's Hard

• High rejection rates: Most calls go to voicemail. Most emails don't get responses. You'll hear "not interested" constantly—this is normal but mentally draining.
• Technical learning curve: You need to understand Kubernetes basics, multi-cluster management, edge computing, and AI infrastructure enough to have credible conversations with technical buyers. They'll test you on the first call.
• Time zone challenges: LATAM and Spain span multiple time zones. You may need to make calls early morning or later evening to catch Brazil or Spain at good times.
• Language switching: You'll need to be fluent enough in Spanish (and ideally Portuguese) to sound natural and confident with senior executives, not just conversational.
• Building from zero: There's no established pipeline in these markets yet—you're pioneering. That means more testing, more rejection, and less pattern recognition early on.

What Success Looks Like

• Booking 15-25 qualified meetings per month that AEs actually want to take
• Generating $X in pipeline per quarter (they'll give you a number)
• Maintaining meeting show rates above 70%
• Getting positive feedback from AEs that your meetings are well-qualified and match ICP

Who You're Selling To

Primary Buyers:

• VP/Director of Infrastructure or DevOps (hands-on technical leader managing Kubernetes)
• CTO/VP Engineering (strategic buyer, cares about velocity and reducing operational burden)
• Platform Engineering leads (building internal platforms on top of Kubernetes)

What They Care About:

• Reducing time spent managing Kubernetes clusters (toil reduction)
• Scaling across multiple environments (cloud, on-prem, edge) without re-architecting
• Supporting distributed teams and AI workloads at the edge
• Avoiding vendor lock-in while maintaining stability
• Compliance and governance in regulated industries

Requirements

• Spanish fluency required (native or business-level, you'll be cold calling C-level executives)
• Portuguese a strong plus (unlocks Brazil, a massive market)
• Tampa-based, hybrid (you need to be in office some days for team coordination)
• Outbound prospecting experience preferred (or high grit/resilience if entry-level)
• Technical aptitude: You don't need to be an engineer, but you'll need to learn Kubernetes concepts, cloud infrastructure basics, and speak credibly to technical audiences
• Comfort with high activity: This is a volume role—50+ calls/day, 100+ emails/week
• Self-starter mentality: You're building something new in these markets, not following a proven playbook