LATAM Director, Institutional Partnerships

SOLANA FOUNDATION; United States; Remote; USD 180,000 - 280,000; Full time

Benefits offered by this job

Remote-first title of work

Competitive compensation

Token rights and/or equity

Medical, vision, dental benefits

Flexible vacation policy

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, building relationships with banks, asset managers, brokerages, exchanges, wealth platforms, fintechs, custodians, and family offices, guiding opportunities from engagement to expansion.

Fluency in English, Spanish, and Portuguese is preferred.

Qualifications

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

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.

Skills

Institutional partnerships

Capital markets

Digital assets

Relationship management

Negotiation

Strategic thinking

English fluency

Spanish fluency

Portuguese fluency

Job description

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, building relationships with banks, asset managers, brokerages, exchanges, wealth platforms, fintechs, custodians, and family offices, guiding opportunities from engagement to expansion.

Fluency in English, Spanish, and Portuguese is preferred.