Director of Business Development, LATAM
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Job Description
Director leading institutional business development for Ondo Finance’s tokenized investment products across Latin America. Building partnerships with banks, asset managers, exchanges, fintechs, and other institutional clients.
Responsibilities:
- Define and execute Ondo’s institutional business development strategy across Latin America
- Identify priority countries, client segments, distribution channels, and strategic opportunities
- Build senior relationships with banks, asset managers, brokerages, wealth platforms, exchanges, fintechs, custodians, family offices, and other institutional partners
- Develop and manage a pipeline from initial engagement through negotiation, contracting, launch, and expansion
- Position Ondo’s tokenized products and infrastructure around institutional client and regional market needs
- Structure distribution, integration, revenue-sharing, joint go-to-market, and other strategic partnership arrangements
- Develop country-specific approaches reflecting local market structures, client needs, regulations, and adoption patterns
- Partner with Product, Legal, Compliance, Engineering, Marketing, and Operations on institutional opportunities
- Provide regional market intelligence and client feedback to inform product, partnership, and go-to-market priorities
- Represent Ondo at senior client meetings, conferences, industry events, and policy discussions
- Establish regional goals, pipeline reporting, operating processes, and performance metrics
- Build and lead a broader Latin American business development function as the region scales
Requirements:
- 10+ years of experience in institutional business development, capital markets, asset management, banking, or digital assets
- Strong network and track record of building institutional relationships across Latin America
- Demonstrated success originating, negotiating, and closing complex, high-value commercial partnerships
- Deep understanding of the Latin American financial-services landscape, including major institutions, distribution channels, market structures, and regional differences
- Strong knowledge of digital assets, tokenization, stablecoins, blockchain infrastructure, or institutional crypto markets
- Ability to translate complex financial and technical products into clear institutional use cases and commercial propositions
- Excellent executive presence, communication, negotiation, and relationship-management skills
- Strong strategic judgment combined with willingness to operate hands-on across sourcing, pitching, negotiation, and execution
- Ability to coordinate complex opportunities involving multiple internal and external stakeholders
- Fluency in English, Spanish and Portuguese
- Willingness to travel regularly throughout Latin America and collaborate 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 building new institutional markets across multiple Latin American countries
- Preferred: Familiarity with regulatory and commercial environments of Brazil, Mexico, Argentina, Colombia, Chile, and other priority regional markets
Benefits:
- Competitive compensation including but not limited to salary, future token rights, and/or equity (according to your preferences)
- Full benefits (medical, vision, and dental)
- Flexible vacation policy (PTO)
- Remote-first team across many countries
- Opportunity to help shape the company’s vision, culture, and design practices
- A+ colleagues and best-in-class investors
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