Senior Business Development Manager
Location: North America - Prefferably in Miami but open to other locations.
Reporting to: VP Global Sales
Languages Required: English and Spanish (bilingual fluency)
Experience: 7+ years in enterprise/solution selling
Travel: 25- 40% (North America, LATAM and occasional international)
About Telna
Telna is a global connectivity leader enabling seamless mobile and IoT experiences across 800+ mobile networks worldwide. Through our eSIM roaming platform, APIs, and SaaS solutions, we empower MNOs, MVNOs, SuperApps, travel brands, and enterprises to deliver always-on, borderless connectivity to their customers and devices.
Role Overview
We are seeking an entrepreneurial, hunter-minded Senior Business Development Manager to drive new logo acquisition and strategic partnerships across North America. This is a quota-carrying, solution-selling role focused on closing complex deals with MVNOs, SuperApps, Online Travel Agencies/Aggregators (OTAs), Airlines, Hotel Groups, and IoT-driven verticals. You will sell the full Telna stack - global network connectivity, SaaS platforms, and APIs - powering consumer eSIM roaming and global IoT use cases.
The ideal candidate thrives in a fast-moving, consultative sales environment, speaks the language of both carriers and digital-first brands, and can translate technical capabilities into measurable business outcomes for customers. You will work hand-in-hand with Sales, Marketing, Product and Technical Teams to shape campaigns, account-based outreach, vertical messaging, and event strategy that fuel and accelerate your pipeline.
Key Responsibilities
- Own the full sales cycle: prospecting, qualification, discovery, solution design, commercial negotiation, and close.
- Build and execute a territory plan across North America and LATAM targeting MVNOs, SuperApps, OTAs/travel aggregators, airlines, hotel groups, and IoT-centric verticals (mobility, logistics, fleet, consumer devices, fintech).
- Develop executive-level relationships with CxOs, Heads of Product, Digital, Connectivity, and Ancillary Revenue teams.
- Sell consultatively by positioning Telna's network, SaaS platforms, and APIs as strategic enablers of consumer eSIM roaming and global IoT deployments.
- Partner closely with SDRs to co-create demand generation campaigns, account-based marketing (ABM) plays, vertical-specific content, sales collateral, case studies, and event strategy across North America and LATAM.
- Provide structured feedback to Sales, Marketing, Product and Technical Teams on messaging, positioning, competitive intel, and target account insights to continuously sharpen go-to-market execution.
- Collaborate with Marketing, Solutions Engineering, Product, and Legal to design tailored commercial and technical proposals.
- Forecast accurately, manage pipeline rigor in CRM, and consistently exceed quarterly and annual revenue targets.
- Represent Telna at industry events across North America and LATAM
- Provide market and competitive intelligence to Product and Marketing to shape Telna's North American and LATAM go-to-market strategy.
What You Bring
- 7+ years of B2B solution-selling experience with a proven track record of exceeding quota in telecom, connectivity, SaaS, or API-led businesses.
- Demonstrated success selling into at least two of the following: MVNOs, SuperApps, OTAs/travel aggregators, airlines, hotel groups, or large IoT buyers.
- Deep understanding of how to sell networks, SaaS platforms, and APIs - including commercial models such as revenue share, usage-based pricing, and platform licensing.
- Working knowledge of mobile connectivity concepts: eSIM, roaming, IMSI, MNO/MVNO economics, and/or IoT connectivity stacks.
- Strong command of consultative and challenger selling methodologies
- Bilingual fluency in English and Spanish - able to negotiate, present, and write commercial proposals in both languages.
- Ability to travel across North America and occasionally internationally (25 - 40%).
- Self-starter who thrives in an entrepreneurial, distributed, high-growth environment.
- Experience launching or scaling a new region/territory from the ground up.
Nice to Have
- Existing relationships with North American and LATAM MVNOs,SuperApps, Fintech travel/hospitality ecosystems, or IoT platform buyers.
- Portuguese language skills (beneficial for Brazil expansion opportunities).
What We Offer
- Competitive base salary with uncapped commissions.
- Culture with diverse and global teammates.
- Direct access to leadership and the ability to shape Telna's North American and LATAM strategy.
- Opportunity to sell a category-defining eSIM and IoT connectivity platform to some of the world's most innovative brands.