Sales Director, Large Enterprise/FIs - LatAm

As Sales Director for Large Enterprise and Financial Institutions in Latin America at Ripple, you own a portfolio spanning the Top 50 Banks in the region, with major focus on Brazil and strategic capital markets infrastructure accounts. Based in São Paulo and reporting to the Managing Director of LatAm, you lead the consultative pre-sales motion and close new business across Ripple's suite of solutions including Ripple Core (Ripple Payments, On/Off Ramp, Acceptance Stablecoin/Fiat, OTC, Custody WaaS, Custody Vault, and RLUSD Growth), coordinating with Ripple Prime and Ripple Treasury. This is a high-ownership, quota-carrying individual contributor role with a path to build and lead a team as you bring in revenue.

What you'll do

• Get inside the institution and understand treasury, FX, ops, capital markets, and compliance pain deeply enough to design a real solution rather than run a pitch
• Build pipeline and close, leading with the complete offer rather than a single product, and expand into adjacent products once the first is live
• Consistently meet or exceed quarterly targets with accurate forecasting and clean CRM hygiene
• Serve as the main point of contact and escalation owner, coordinating with Client Solutions, Business Development, Customer Success, Partner Engineering, Ripple Prime, and Ripple Treasury
• Pull in Product, Legal, Compliance, and delivery to solve what the institution actually needs
• Chair quarterly business reviews on Tier 1 accounts, owning deal strategy from discovery through signature
• Attend industry events to expand your network and uncover opportunities
• Act as the voice of the customer, feeding insights back to Product and Marketing
• Travel frequently across Latin America

What you bring

• 15+ years in consultative enterprise sales covering LatAm financial markets, with 5+ years in financial services
• A track record selling to and sustaining relationships with leading commercial banks and capital markets infrastructure (CSDs, exchanges, clearers)
• Success selling Enterprise/SaaS through long, complex cycles, leading matrixed deal teams to close
• Strong grounding in correspondent banking, cross-border payments, and treasury operations
• Ability to diagnose institutional pain and build the internal case to solve it, not just run a sales process
• Capacity to connect quickly with decision-makers, including C-suite
• Outstanding communication and negotiation skills
• Comfort in selling a fast-evolving product set while staying credible with institutional buyers as it changes
• Fluent in English, Portuguese, and Spanish

Nice to have

• Working knowledge of Brazil's regulatory environment for digital assets and payments (BCB, VASP)
• An existing network of relationships across the LatAm banking industry
• Familiarity with the digital asset services space (Payments, Custody, Stablecoins, RWA)

What we offer

• Competitive salary, bonuses, and equity
• Competitive benefits covering physical and mental healthcare, retirement, family forming, and family support
• Professional development budget
• Mobile phone stipend
• R&R days to rest and recharge
• Generous wellness reimbursement and weekly onsite and virtual programming
• Generous vacation policy - work with your manager to take time off when you need it
• Industry-leading parental leave policies and family planning benefits
• Catered lunches, fully-stocked kitchens with premium snacks and beverages, and team events
• In-office collaboration for moments that matter, with flexibility for managers and teams to decide which 10+ days a month they come in
• Bi-weekly all-company meeting with business updates and leadership Q&A
• Team offsites, team bonding activities, and happy hours
• Employee giving match

About Ripple

Ripple is building a world where value moves like information does today. Through crypto solutions for financial institutions, businesses, governments and developers, Ripple improves the global financial system and creates greater economic fairness and opportunity worldwide.