Xsolla

Senior Business Development Manager — Latin America, Fintech

Job Description

ROLE OVERVIEW

We are looking for a Senior Business Development leader for Latin America to drive strategic partnerships and commercial growth across the region. This role will act as a regional owner for key external relationships, ensuring strong alignment between partners, internal stakeholders, and long-term business objectives.

The ideal candidate has deep experience in the LATAM payments and fintech ecosystem, understands complex cross-border commercial structures, and can confidently represent the company in senior-level discussions across multiple markets. While the role focuses on business development, it also requires a strong understanding of operational and financial implications behind partnership models.


Key responsibilities
  • Own and grow strategic partnerships across Latin America, including payment service providers, financial institutions, and other ecosystem partners.
  • Act as the primary regional point of contact for senior external stakeholders.
  • Identify new partnership opportunities that support sustainable growth and regional scalability.
  • Lead negotiations of commercial terms in alignment with global strategy and regional requirements.
  • Evaluate and continuously improve regional commercial arrangements to ensure competitiveness and long-term efficiency.
  • Work closely with internal teams (product, finance, risk, compliance, legal) to align partnership structures with business goals.
  • Contribute to regional pricing, routing, and partnership strategies based on performance and market conditions.
  • Monitor partner performance and drive improvements through data-driven insights and structured reviews.
  • Serve as a trusted regional advisor to global teams, providing market intelligence and recommendations.
  • Ensure a strong understanding of existing regional partnerships and operational setups.
  • Support internal decision-making with a clear view of local market practices and constraints.
  • Maintain a strong understanding of regional regulatory and operational frameworks affecting partnerships in LATAM.
  • Support the design and evolution of compliant operating models across different countries, in collaboration with internal stakeholders.
  • Anticipate market changes and emerging trends that may impact commercial structures or partner strategies.

    • Required qualifications
  • 10+ years of experience in business development, partnerships, operations, or commercial roles within payments, fintech, or digital platforms.
  • Proven experience managing senior-level relationships across multiple Latin American markets.
  • Strong commercial negotiation skills with a track record of closing complex, multi-country agreements.
  • Solid understanding of cross-border business models, fund flows, and commercial structures.
  • Ability to balance strategic thinking with hands-on execution.
  • Fluency in English and Portuguese.
  • Willingness to travel across Latin America as needed.

    • Preferred experience
  • Experience working with regional or global platforms operating in LATAM.
  • Familiarity with payment ecosystems across LATAM markets.
  • Exposure to complex partnership or operational models involving multiple jurisdictions.
  • Experience acting as a regional lead or informal manager across countries.

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