VP OF BUSINESS DEVELOPMENT, LATAM

About Dfns is the leading Wallets-as-a-Service (WaaS) platform, helping fintechs, institutions, and enterprises simplify digital asset management and securely onboard users onchain. Its API‑first wallet platform unifies transaction management, workflow governance, key deployment, and third‑party integrations into one secure operating system for blockchains. Built on advanced security and cryptography, Dfns is trusted by over 200 financial institutions and applications—including ABN AMRO, Broadridge, Fidelity, Zodia Custody, Banca Sella, Stripe, Moonpay, Circle, IBM, Deblock, and Gemini—and secures over $3 billion in monthly transactions. Founded in 2020, Dfns has raised $30 million from global investors such as White Star Capital, Motive Partners, Bpifrance, Coinbase, Wintermute, and Susquehanna. Originally incubated by Techstars and Station F in Paris, Dfns now operates globally with teams across the US, Europe, the Middle East, and Asia. Job Description We’re hiring a VP of Business Development to lead regional expansion and establish Dfns as the trusted partner for financial institutions and fintechs across Latin America. Reporting to the Head of Americas, you will own go‑to‑market in LATAM, drive revenue, build strategic partnerships, and guide clients through deployment of our wallet platform. This role blends strategic leadership with hands‑on execution, requiring prospecting, qualifying, and closing high‑value deals while collaborating closely with product and engineering to ensure client success. Responsibilities Drive LATAM business development together with the Head of Americas. Act as Dfns’ senior representative and local director in key markets. Set and hit sales targets, grow revenue, and deliver ARR. Build strong relationships with banks, enterprises, and regulators. Source, qualify, and close high‑value opportunities across the region. Track market trends, monitor competitors, and handle escalations across time zones. Lead RFPs, RFIs, and negotiations for complex enterprise deals. Support post‑sale success: planning, compliance, and account expansion. Review deal results to improve playbooks, targeting, and sales pitches. Translate decks, speeches, and other content into Spanish and Portuguese. Represent Dfns at industry events, conferences, and workshops. Travel across LATAM to meet clients and prospects. Requirements 8+ years in business development and enterprise sales with leadership experience. Proven track record of driving ARR growth and closing large‑scale deals in finance. Deep understanding of LATAM financial markets and regulatory environments. Experience selling blockchain services or related financial technologies is a strong plus. Strong business acumen, able to link technical capabilities to business value. Skilled communicator, able to break down concepts for senior execs and tech teams. Outstanding negotiation, presentation, and relationship‑building skills. Entrepreneurial mindset and resilience in fast‑paced environments. Proficiency with CRMs, automation platforms, and modern sales tools. Fluent in Spanish and English; Portuguese is a strong plus. Recruitment Process Intro call with Co‑CEO (30 min). Personality and cognitive tests (45 min). Focus interviews with the hiring panel (120 min). Pre‑sales fundamentals Post‑sales fundamentals Market and opportunities Culture check fit Final interview with CEO and Head of Americas (30 min). Reference calls and background checks. Terms Title: VP of Business Development, LATAM Salary: $80,000‑140,000 per year (full‑time). Bonus: Performance‑based, year‑end bonus. Equity: 100‑200 stock options vested over 4 years. Benefits: Healthcare, pension plan, and travel expenses. Location: Brazil, Argentina, Mexico, or Miami (remote‑first, office optional). Equipment: MacBook Pro + essentials. Additional Information Contract Type: Full‑Time Locations: São Paulo, Miami, Mexico City Experience: > 7 years Possible full remote Salary: between $80,000 and $140,000 per year #J-18808-Ljbffr