Director of Business Development, LATAM

This is a fully remote position, open to applicants in Latin America.

📋 Description

• Develop and implement Ondo’s institutional business development strategy throughout Latin America.

• Identify key countries, client segments, distribution channels, and strategic opportunities.

• Cultivate senior relationships with banks, asset managers, brokerages, wealth platforms, exchanges, fintechs, custodians, family offices, and other institutional partners.

• Manage a pipeline from initial engagement through negotiation, contracting, launch, and growth.

• Tailor Ondo’s tokenized products and infrastructure to meet the needs of institutional clients and regional markets.

• Structure distribution, integration, revenue-sharing, joint go-to-market, and other strategic partnership arrangements.

• Create country-specific strategies that reflect local market conditions, client requirements, regulations, and adoption trends.

• Collaborate with Product, Legal, Compliance, Engineering, Marketing, and Operations on institutional opportunities.

• Supply regional market insights and client feedback to shape product, partnership, and go-to-market strategies.

• Represent Ondo at senior client meetings, conferences, industry events, and policy discussions.

• Set regional goals, manage pipeline reporting, operational processes, and performance metrics.

• Build and lead a comprehensive business development function for Latin America as the region expands.

⛳️ Requirements

• Over 10 years of experience in institutional business development, capital markets, asset management, banking, or digital assets.

• Strong network and proven track record of establishing institutional relationships throughout Latin America.

• Proven success in originating, negotiating, and finalizing complex, high-value commercial partnerships.

• In-depth knowledge of the Latin American financial services landscape, including major institutions, distribution channels, market structures, and regional nuances.

• Solid understanding of digital assets, tokenization, stablecoins, blockchain infrastructure, or institutional crypto markets.

• Ability to convert complex financial and technical products into clear institutional use cases and commercial offerings.

• Exceptional executive presence, communication, negotiation, and relationship management abilities.

• Strong strategic acumen paired with a readiness to engage hands-on in sourcing, pitching, negotiation, and execution.

• Capability to manage complex opportunities involving multiple internal and external stakeholders.

• Proficiency in English, Spanish, and Portuguese.

• Willingness to travel regularly across Latin America and work collaboratively across global time zones.

• Preferred: Established relationships with relevant institutions in Brazil and Spanish-speaking Latin America.

• Preferred: Experience with tokenized securities, stablecoins, treasury products, funds, capital markets, custody, or institutional trading infrastructure.

• Preferred: Experience launching financial products or developing new institutional markets in multiple Latin American countries.

• Preferred: Familiarity with the regulatory and commercial landscapes of Brazil, Mexico, Argentina, Colombia, Chile, and other key regional markets.

🏝️ Benefits

• Competitive compensation package including but not limited to salary, future token rights, and/or equity (based on your preferences).

• Comprehensive benefits including medical, vision, and dental coverage.

• Flexible vacation policy (PTO).

• Remote-first team culture across various countries.

• Opportunity to influence the company’s vision, culture, and design practices.

• Work alongside A+ colleagues and top-tier investors.