Strategic Account Director, Latin America
Remote first with a São Paulo office available · Full-time · Sales · Reports to the Head of LatAm
About DFNS
Finance is moving onchain. Stablecoins, tokenized deposits, securities and funds are changing how money and assets are issued, held and transferred. The destination is a financial system where any asset can be issued, moved and governed onchain with the controls regulated institutions require. That shift needs a new foundation. Just as core banking systems manage accounts and ledgers today, financial institutions need a platform to manage digital assets. DFNS is that platform. Today, we secure hundreds of billions of dollars in assets every month for more than 500 clients worldwide.
Why this role
Latin America has moved faster than most regions on stablecoins and digital assets, with fintechs, payment companies and banks putting them to work for cross border payments, treasury and savings. We have clients in production across the region and a growing presence in São Paulo. You will be the senior commercial counterpart for those clients. In year one you will own net revenue retention for the regional portfolio, lead every renewal and expansion and build the account playbook the next hire runs.
What you’ll do
Own a portfolio of institutional accounts across Latin America as their senior commercial counterpart, from onboarding to renewal.
Grow net revenue retention by finding and closing expansion into new products, volumes, entities and markets.
Lead renewals and commercial negotiations so contracts stay aligned with how clients actually use the platform.
Drive onboarding and adoption with Delivery and Solutions so clients reach production and scale on schedule.
Run executive business reviews that tie DFNS usage to each client’s business goals.
Carry the voice of Latin American clients into Product, Compliance and leadership.
Turn satisfied clients into references and case studies, and represent DFNS at regional events.
What you bring
Must-haves
Experience managing and growing enterprise accounts in financial services or fintech in Latin America, with a record of renewals and expansion.
Professional fluency in Portuguese, Spanish and English.
Technical fluency to discuss APIs, integrations, deployment models and controls with a client’s engineers and compliance teams.
Commercial negotiation experience across renewals, pricing and contracts.
Comfort working in regulated environments with banks and payment institutions and their compliance stakeholders.
Based in the region, able to travel across it and comfortable being the senior DFNS presence there, with mornings overlapping Europe.
Nice-to-haves
Experience in digital assets, stablecoins, custody or payments infrastructure.
Time at a core banking, payments or capital markets technology vendor.
A network at Latin American banks, payment companies or fintechs.
How we work
We are a distributed company headquartered in Paris. Our teams work from Europe, the US and Asia, with offices in New York, Geneva, Dubai, Singapore, Hong Kong and São Paulo. We write decisions down so they survive time zones. We hold our own work to the standards our clients are held to. We hire people who can own an outcome end to end and we give them the room to do it.
What we offer
A competitive base salary set by role and location, a bonus or variable plan where the role carries one and stock options vesting over four years. Healthcare, flexible vacation, parental leave and a one-time home technology allowance, with travel expenses covered. A MacBook and the equipment you need to do your best work. Remote first, with an office if you want one.
Base salary range: $80,000-120,000
Hiring process
We aim to complete the process in 2 weeks and we tell you where you stand after every step.
Intro call with Co-CEO (30 minutes).
Personality and cognitive assessments, completed on your own time (45 minutes).
Focus interviews with the hiring panel in role-specific sessions (about 3 hours in total).
Reference calls and background checks.
Equal opportunity
DFNS is an equal opportunity employer and considers every applicant based on ability and potential, regardless of race, color, religion, sex, gender identity or expression, sexual orientation, national origin, disability, age or any other characteristic protected by law. If you need an accommodation at any point in the process, tell us and we will arrange it.