Lead Business Development Manager

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.

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