DeFi, Blockchain, FinTech, Web3, Asset Management

Director of Business Development, LATAM

RemoteRemoteFull TimeDirectorPosted 11 days ago

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Required skills

institutional
strategic partnership
LATAM
pipeline development
negotiation
launch
expansion
tokenized assets
blockchain
financial services

Nice to have

Brazil
Mexico
Argentina
Colombia
Chile
tokenized securities

Role summary

Ondo Finance is seeking a Director of Business Development for Latin America to lead institutional and strategic partnership growth. This role involves developing and executing the regional business development strategy, building relationships with key financial institutions, and managing the pipeline from engagement to expansion. The ideal candidate will have 10+ years of experience in institutional business development, a strong network in Latin America, deep knowledge of the regional financial services landscape, and expertise in digital assets and tokenization. Fluency in Spanish and Portuguese is strongly preferred. This is a senior, hands-on role requiring strategic leadership and direct commercial execution in a remote-first environment.

About the company

Hi, we're Ondo Finance. Our mission is to provide institutional-grade, blockchain-enabled investment products and services. We have both a technology arm that develops decentralized finance technology, and an asset management arm that creates and manages tokenized funds. We are the global leader in tokenized treasuries, tokenized stocks and ETFs, and are building the future of institutional-grade financial services onchain.

Founded by folks from Goldman Sachs Digital Assets Team, we’re backed by some of the best investors in the world including Founders Fund, Coinbase Ventures, Pantera Capital, Tiger Global, and more. We are currently the leaders in the space in terms of AUM and are well capitalized to continue growing the firm. We're fully remote, with team members across the U.S.

About the role

We are looking for a commercially driven Director, Business Development, Latin America to lead Ondo’s institutional and strategic partnership growth across the region.

You will own the regional business development strategy and build relationships with banks, asset managers, brokerages, exchanges, wealth platforms, fintechs, custodians, family offices, and other institutional partners. You will identify the most attractive markets and opportunities, develop Ondo’s regional pipeline, and lead relationships from initial engagement through negotiation, launch, and expansion.

This is a senior, hands-on role requiring both strategic leadership and direct commercial execution. You will represent Ondo with senior decision makers, develop creative partnership and distribution models and navigate complex institutional sales cycles.

The ideal candidate combines a strong institutional network in Latin America with deep commercial judgment, regional market knowledge, and fluency in digital assets and financial services. They should understand how institutional clients evaluate new financial products and be able to position tokenized assets as credible solutions for investment, collateral, treasury management, distribution, and market access.

Fluency in both Spanish and Portuguese strongly preferred. The role will involve regular travel throughout Latin America.

Responsibilities

Define and execute Ondo’s institutional business development strategy across Latin America

Identify priority countries, client segments, distribution channels, and strategic opportunities across the region

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

Develop and manage a high-quality pipeline, progressing opportunities from initial engagement through commercial negotiation, contracting, launch, and expansion

Position Ondo’s tokenized products and infrastructure around the needs of institutional clients and regional markets

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

Develop country-specific approaches that reflect local market structures, client needs, regulations, and adoption patterns

Partner with Product, Legal, Compliance, Engineering, Marketing, and Operations to develop and execute institutional opportunities

Provide regional market intelligence and client feedback to inform Ondo’s product, partnership, and go-to-market priorities

Represent Ondo at senior client meetings, conferences, industry events, and relevant policy discussions across Latin America

Establish clear 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 a 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 Qualifications

Established relationships with banks, asset managers, brokerages, exchanges, fintechs, wealth platforms, or other relevant institutions in Brazil and Spanish-speaking Latin America

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

Experience launching financial products or building new institutional markets across multiple Latin American countries

Familiarity with the regulatory and commercial environments of Brazil, Mexico, Argentina, Colombia, Chile, and other priority regional markets

What we offer

Competitive compensation including but not limited to salary, future token rights, and/or equity (according to your preferences) — We are well-funded and believe that great talent deserves great compensation.

Full benefits (medical, vision, and dental) and flexible vacation policy (PTO).

Remote-first team across many countries — You will be an early team member helping shape our vision, culture, and design practices.

A+ colleagues — Our team includes alumni from: Goldman Sachs, Blackrock, Two Sigma, Bridgewater, SpaceX, AWS, Meta, Google, McKinsey, Coinbase, Circle, Uniswap.

Best-in-class investors — We are proud to be backed by leading crypto experts and VCs, including Pantera Capital, Founders Fund and Coinbase Ventures.

Ready to apply?

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