Director of Business Development, LATAM

Remote; San Francisco (CA); Remote; USD 180,000 - 280,000; Full time

Benefits offered by this job

Remote-first team across many países

Competitive compensation

Medical, vision, dental

Job summary

Ondo Finance seeks a commercially driven Director, Business Development, Latin America to lead institutional and strategic partnerships across the region. You will own the regional strategy, build relationships with banks, asset managers, brokerages, and wealth platforms, and manage a high-quality pipeline from initial engagement through launch.

The role requires deep LATAM market knowledge, fluency in Spanish/Portuguese, and a track record of closing high-value partnerships.

Qualifications

• 10+ years of experience in institutional BD or related fields.
• Strong network of Latin American institutional relationships.
• Proven success originating, negotiating, and closing complex partnerships.
• Deep understanding of the Latin American financial-services landscape.
• Strong knowledge of digital assets, tokenization, or institutional crypto markets.
• Ability to translate complex financial/technical products into institutional use cases.
• Excellent executive presence and relationship-management skills.
• Fluency in English, Spanish and Portuguese.
• Willingness to travel regularly throughout Latin America.

Responsibilities

• Define and execute Ondo’s institutional BD strategy across Latin America.
• Identify priority countries, client segments, distribution channels, and strategic opportunities.
• Build senior relationships with banks, asset managers, brokerages, wealth platforms, and custodians.
• Develop and manage a high-quality pipeline, progressing opportunities through negotiation and launch.
• Position Ondo’s tokenized products around institutional needs and regional markets.
• Structure distribution, integration, revenue-sharing, and go-to-market arrangements.
• Develop country-specific approaches reflecting local market structures and regulations.
• Partner with Product, Legal, Compliance, Engineering, Marketing, and Operations.
• Provide regional market intelligence to inform priorities.
• Represent Ondo at senior client meetings and industry events across LATAM.
• Establish regional goals, pipeline reporting, and KPIs.
• Build and lead a broader LATAM BD function as the region scales.

Skills

Institutional BD

Capital markets

Asset management

Digital assets

Strategic partnerships

Negotiation

Relationship mgmt

LA network

Executive presence

Languages EN/ES/PT

Job description

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.