Business Development Manager, Team Lead

hace 6 días

Buenos Aires, Buenos Aires C.F., Argentina Payoneer A tiempo completo US$120.000 - US$180.000 al año

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.

 
What you'll do:

  • 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.

 
You should come prepared with:

  • 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 English. 

  • 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).

 
Not a must but a great advantage:

  • 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.

 
What success looks like:

  • 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

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