Lead Business Development Manager

About Payoneer

Founded in 2005, Payoneer is the global financial platform that removes friction from doing business across borders, with a mission to connect the world's underserved businesses to a rising global economy. We're a community with over 2,500 colleagues all over the world, working to serve customers, and partners in over 190 countries and territories.

By taking the complexity out of the financial workflows–including everything from global payments and compliance to multi-currency and workforce management, to providing working capital and business intelligence–we give businesses the tools they need to work efficiently worldwide and grow with confidence.

Payoneer is looking for a Team Lead, Business Development, LATAM to join our fast-growing global Fintech organization.
Based in Buenos Aires, Argentina or São Paulo, Brazil, this full-time hybrid role reports to the LATAM Sales leadership team and will play a critical part in leading business development efforts across the region.

The Team Lead will lead a high-performing team responsible for acquiring, onboarding, and activating SMB and professional businesses across LATAM to receive global payments via Payoneer. This role combines strategic leadership, operational excellence, and hands-on deal execution. You'll define go-to-market strategies, coach and scale a regional sales team, and collaborate cross-functionally to drive activation, GMV, and revenue growth.

• Lead and develop a high-performing team of 5–10 Business Development Managers across Brazil and Spanish-speaking LATAM.

• Hire, onboard, and coach talent; establish clear OKRs, quotas, and performance expectations.

• Drive new customer acquisition, activation, and revenue for SMB and lower mid-market segments across ecommerce, professional services, marketplaces, and exporters.

• Maintain a strong and predictable sales pipeline (3–4x coverage) and deliver accurate regional forecasts by segment and representative.

• Implement and enforce a structured sales methodology (e.g., MEDDICC/BANT/SPICED) with clear stage definitions and CRM discipline.

• Define and execute go-to-market plans for new segments and geographies; identify market opportunities and build scalable plays.

• Collaborate with Marketing, Partnerships, Risk, Operations, and Product teams to improve lead quality, conversion, and onboarding processes.

• Develop and maintain senior-level relationships with ecosystem partners, associations, and marketplaces to unlock scalable acquisition.

• Run Weekly Business Reviews (WBRs), Monthly Operating Reviews (MORs), and Quarterly Business Reviews (QBRs) with leadership.

• Drive continuous improvement through data, analytics, and structured post-mortems.

• 8+ years of experience in B2B business development or sales, including 3+ years managing BDM teams in high-growth environments.

• Proven track record acquiring SMB and mid-market clients in payments, fintech, ecommerce, or financial services.

• Demonstrated success building outbound sales motions and playbooks from scratch.

• Strong negotiation and relationship-building experience with SMB executives and multi-stakeholder deals.

• Data-driven mindset; skilled in pipeline analytics, forecasting, and funnel optimization.

• Fluent in Portuguese and English; Spanish proficiency is a plus.

• Solid understanding of KYC/AML, risk appetite, and compliance considerations in financial services.

• Hands-on experience with Salesforce CRM, sales engagement tools (e.g., Outreach, Salesloft), and BI platforms (e.g., Looker, Tableau, Power BI).

• Experience leading regional teams across Brazil and Spanish-speaking LATAM.

• Prior work with marketplaces, platforms, or cross-border exporters.

• Advanced analytics and reporting skills (Excel/Sheets, Looker/Tableau).

• Familiarity with RevOps and enablement tools (Clari, Highspot, Seismic, Lattice).

• Strong background in managing performance reviews, enablement programs, and sales culture initiatives.

• Consistent overachievement in new merchant acquisition, activation, and GMV targets.

• High team engagement, retention, and performance levels.

• Predictable and accurate forecasting and pipeline management.

• Scalable processes, clean CRM hygiene, and measurable conversion improvements.

• Cross-functional collaboration that enhances the customer journey and business growth.

#LI-AG3

The Payoneer Ways of Working 

Act as our customer's partner on the inside
Learning what they need and creating what will help them go further. 

Do it. Own it.
Being fearlessly accountable in everything we do. 

Continuously improve
Always striving for a higher standard than our last. 

Build each other up 
Helping each other grow, as professionals and people. 

If this sounds like a business, a community, and a mission you want to be part of, apply today.

We are committed to providing a diverse and inclusive workplace. Payoneer is an equal opportunity employer, and all qualified applicants will receive consideration for employment no matter your race, color, ancestry, religion, sex, sexual orientation, gender identity, national origin, age, disability status, protected veteran status, or any other characteristic protected by law. If you require reasonable accommodation at any stage of the hiring process, please speak to the recruiter managing the role for any adjustments. Decisions about requests for reasonable accommodation are made on a case-by-case basis.