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Lead Business Development Manager
Job summary
A leading Fintech organization is seeking a Team Lead for Business Development LATAM to be based in São Paulo. The role involves leading a team of Business Development Managers and driving customer acquisition and revenue growth across the region. The ideal candidate will have extensive B2B sales experience, a strong understanding of financial services, and fluency in Portuguese and English. This full-time hybrid position offers a great opportunity for strategic leadership in a growing environment.
Qualifications
- 8 years of experience in B2B business development or sales.
- 3 years managing Business Development Manager teams in high-growth environments.
- Proven track record acquiring SMB and mid-market clients.
Responsibilities
- Lead and develop a high-performing team of Business Development Managers.
- Drive new customer acquisition and revenue for SMB and mid-market segments.
- Collaborate with various teams to improve lead quality and onboarding processes.
Skills
Tools
Payoneer is looking for a Team Lead Business Development LATAM to join our fast‑growing global Fintech organization.
Based in Buenos Aires Argentina or São Paulo Brazil this full‑time hybrid role reports to the LATAM Sales leadership team and will play a critical part in leading business development efforts across the region.
The Team Lead will lead a high‑performing team responsible for acquiring onboarding and activating SMB and professional businesses across LATAM to receive global payments via Payoneer. This role combines strategic leadership operational excellence and hands‑on deal execution. You’ll define go‑to‑market strategies coach and scale a regional sales team and collaborate cross‑functionally to drive activation GMV and revenue growth.
- Lead and develop a high‑performing team of 5‑10 Business Development Managers across Brazil and Spanish‑speaking LATAM.
- Hire, onboard and coach talent; establish clear OKRs, quotas and performance expectations.
- Drive new customer acquisition activation and revenue for SMB and lower mid‑market segments across e‑commerce, professional services, marketplaces and exporters.
- Maintain a strong and predictable sales pipeline (34× coverage) and deliver accurate regional forecasts by segment and representative.
- Implement and enforce a structured sales methodology (e.g., MEDDICC / BANT / SPICED) with clear stage definitions and CRM discipline.
- Define and execute go‑to‑market plans for new segments and geographies; identify market opportunities and build scalable plays.
- Collaborate with Marketing, Partnerships, Risk, Operations and Product teams to improve lead‑quality conversion and onboarding processes.
- Develop and maintain senior‑level relationships with ecosystem partners, associations and marketplaces to unlock scalable acquisition.
- Run Weekly Business Reviews (WBRs), Monthly Operating Reviews (MORs) and Quarterly Business Reviews (QBRs) with leadership.
- Drive continuous improvement through data analytics and structured post‑mortems.
- 8 years of experience in B2B business development or sales including 3 years managing BDM teams in high‑growth environments.
- Proven track record acquiring SMB and mid‑market clients in payments, fintech, e‑commerce or financial services.
- Demonstrated success building outbound sales motions and playbooks from scratch.
- Strong negotiation and relationship‑building experience with SMB executives and multi‑stakeholder deals.
- Data‑driven mindset; skilled in pipeline analytics, forecasting and funnel optimization.
- Fluent in Portuguese and English; Spanish proficiency is a plus.
- Solid understanding of KYC / AML risk appetite and compliance considerations in financial services.
- Hands‑on experience with Salesforce CRM, sales engagement tools (e.g., Outreach, Salesloft) and BI platforms (e.g., Looker, Tableau, Power BI).
- Experience leading regional teams across Brazil and Spanish‑speaking LATAM.
- Prior work with marketplaces, platforms or cross‑border exporters.
- Advanced analytics and reporting skills (Excel / Sheets, Looker / Tableau).
- Familiarity with RevOps and enablement tools (Clari, Highspot, Seismic, Lattice).
- Strong background in managing performance reviews, enablement programs and sales culture initiatives.
- Consistent overachievement in new merchant acquisition activation and GMV targets.
- High team engagement, retention and performance levels.
- Predictable and accurate forecasting and pipeline management.
- Scalable processes, clean CRM hygiene and measurable conversion improvements.
- Cross‑functional collaboration that enhances the customer journey and business growth.
Employment Type: Full Time
- Business Development
- Sales Experience
- B2B Sales
- Marketing
- Cold Calling
- Account Management
- Territory Management
- Salesforce
- Affiliate Marketing
- CRM Software
- Negotiation
- Lead Generation
* The salary benchmark is based on the target salaries of market leaders in their relevant sectors. It is intended to serve as a guide to help Premium Members assess open positions and to help in salary negotiations. The salary benchmark is not provided directly by the company, which could be significantly higher or lower.