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

Join a stellar team of leaders and experts in blockchain technology, cryptography, infrastructure, and security to build the backbone of blockchain wallet infrastructure for the next financial era. We’re hiring a VP of Business Development to spearhead our regional expansion and establish our company as the trusted partner for financial institutions and fintechs across Latin America. Reporting to the Head of Americas, you’ll own go-to-market in LATAM, driving revenue, building strategic partnerships, and guiding clients through the deployment of our wallet platform inside existing systems. This role blends strategic leadership with hands-on execution. You’ll prospect, qualify, and close high-value deals, while also working closely with product and engineering to ensure client success. You’ll bring credibility, comfort in technical conversations with engineers, and the resilience to grow in a fast-paced, resource-constrained environment.

Responsibilities

Preferred Experience

• 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, watch 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

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
• Location: São Paulo, Miami, Mexico City
• Experience: > 7 years
• Possible full remote
• Salary: between 80000$ and 140000$ / year