Director of Business Development, LATAM

About the company

Hi, we're Ondo Finance. Our mission is to provide institutional-grade, blockchain-enabled investment products and services. We have both a technology arm that develops decentralized finance technology, and an asset management arm that creates and manages tokenized funds. We are the global leader in tokenized treasuries, tokenized stocks and ETFs, and are building the future of institutional-grade financial services onchain.

Founded by folks from Goldman Sachs Digital Assets Team, we’re backed by some of the best investors in the world including Founders Fund, Coinbase Ventures, Pantera Capital, Tiger Global, and more. We are currently the leaders in the space in terms of AUM and are well capitalized to continue growing the firm. We're fully remote, with team members across the U.S.

About the role

We are looking for a commercially driven Director, Business Development, Latin America to lead Ondo’s institutional and strategic partnership growth across the region.

You will own the regional business development strategy and build relationships with banks, asset managers, brokerages, exchanges, wealth platforms, fintechs, custodians, family offices, and other institutional partners. You will identify the most attractive markets and opportunities, develop Ondo’s regional pipeline, and lead relationships from initial engagement through negotiation, launch, and expansion.

This is a senior, hands-on role requiring both strategic leadership and direct commercial execution. You will represent Ondo with senior decision makers, develop creative partnership and distribution models and navigate complex institutional sales cycles.

The ideal candidate combines a strong institutional network in Latin America with deep commercial judgment, regional market knowledge, and fluency in digital assets and financial services. They should understand how institutional clients evaluate new financial products and be able to position tokenized assets as credible solutions for investment, collateral, treasury management, distribution, and market access.

Fluency in both Spanish and Portuguese strongly preferred. The role will involve regular travel throughout Latin America.

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,