Director of Business Development, LATAM

About the role

Ondo Finance is dedicated to providing institutional-grade, blockchain-enabled investment products and services. The company operates a technology arm focused on decentralized finance and an asset management arm that manages tokenized funds. With a strong backing from notable investors, Ondo is positioned as a leader in tokenized financial products.

In this senior role, you will define and execute the business development strategy across Latin America. This includes building relationships with various institutional partners, developing market-specific approaches, and collaborating with multiple internal teams to drive growth and adapt to regional market needs.

Skills that matter here

• institutional business development: The role requires a deep understanding of institutional business development to create and manage strategic partnerships.
• financial services knowledge: Candidates must possess a strong grasp of the Latin American financial-services landscape and its major institutions.
• digital assets: A solid knowledge of digital assets and related technologies is crucial for translating complex products into institutional use cases.
• communication skills: Excellent communication and negotiation skills are necessary for building relationships and closing partnerships.
• bilingual in English, Spanish, and Portuguese: Fluency in these languages is required to effectively engage with diverse stakeholders across the region.

Who this role suits

• A seasoned professional with over 10 years of experience in institutional business development.
• Someone who has a strong network within the Latin American financial sector.
• An individual who is strategic yet hands-on, capable of navigating complex negotiations.
• A culturally aware communicator who can operate effectively across different markets and languages.

From the employer

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

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.