Director of Business Development, LATAM

As Director of Business Development for Latin America at Ondo Finance, you lead institutional and strategic partnership growth across the region. You own Ondo's regional business development strategy, building relationships with banks, asset managers, brokerages, exchanges, wealth platforms, fintechs, custodians, family offices, and other institutional partners. This is a senior, hands-on role requiring both strategic leadership and direct commercial execution, representing Ondo with senior decision makers and navigating complex institutional sales cycles.

What you'll do

• 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

What you bring

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

Nice to have

• 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 salary, future token rights, and/or equity according to your preferences
• Full benefits including medical, vision, and dental coverage, plus a flexible vacation policy
• Remote-first team across many countries, with the opportunity to help shape the company's vision and culture
• A team including alumni from Goldman Sachs, Blackrock, Two Sigma, Bridgewater, SpaceX, AWS, Meta, Google, McKinsey, Coinbase, Circle, and Uniswap
• Backing from leading investors including Pantera Capital, Founders Fund, and Coinbase Ventures

About Ondo Finance

Ondo Finance provides institutional-grade, blockchain-enabled investment products and services through a technology arm that develops decentralized finance technology and an asset management arm that creates and manages tokenized funds. The company is the global leader in tokenized treasuries, tokenized stocks, and ETFs, and is backed by Founders Fund, Coinbase Ventures, Pantera Capital, Tiger Global, and others. Founded by members of Goldman Sachs' Digital Assets Team, Ondo is well capitalized and operates as a fully remote organization.