Business Development Manager

The role

We are looking for a hands-on business development manager to open new markets and grow our business across Brazil (and LATAM). This is an execution-focused role: identifying the right countries and opportunities, building local relationships, developing a live pipeline and converting opportunities into revenue.

You will work directly with banks, fintechs, payment service providers, mobile operators, government-related organisations, distributors and other local partners. You should be comfortable operating independently, travelling within the region and building a market from the ground up rather than managing an established portfolio.

What you will do

• Identify and prioritise new LATAM markets based on customer demand, competitive landscape, route to market and commercial potential.
• Build market-entry plans for priority countries, including target accounts, local partners, product fit, pricing approach and expected sales pipeline.
• Develop relationships with banks, fintechs, payment service providers, mobile operators, distributors, government-related organisations and other relevant customers.
• Own the full sales cycle: prospecting, opening doors, understanding customer needs, coordinating proposals and product demonstrations, negotiating commercial terms and closing deals.
• Build and maintain a credible pipeline with clear next steps, deal value, probability, decision makers and expected closing dates.
• Identify, assess and manage local agents, distributors or strategic partners where they provide a faster or more effective route to market.
• Work closely with product, technical, operations, finance and legal teams to develop workable customer solutions and move opportunities through to delivery.
• Track tenders and major market opportunities, qualify them early and coordinate submissions with internal teams.
• Provide practical market intelligence on customer demand, competitors, pricing, regulation and emerging opportunities.
• Maintain disciplined sales reporting and provide accurate forecasts, risks and actions required from management.
• Represent the company at customer meetings, industry events and partner discussions across the region, and support account follow-up where commercial issues affect delivery or payment.

What success looks like

• Priority markets are selected based on evidence, with a clear entry plan for each market.
• A healthy pipeline of qualified opportunities is built, with access to genuine decision makers rather than only intermediaries.
• New customers and partners are converted into signed commercial opportunities and revenue.
• Forecasts and pipeline updates are reliable, current and supported by clear next actions.
• Internal teams receive enough commercial and market information to make timely decisions and deliver effectively.

What we are looking for

• Strong business development or enterprise sales experience in one or more LATAM markets.
• Proven ability to open new markets, build relationships from scratch and convert opportunities without relying on an established customer base.
• Relevant network and experience within banking, payments, fintech, smart cards, terminals, telecommunications, digital identity or related technology sectors.
• Commercially sharp and able to qualify opportunities, negotiate effectively and focus time on deals that can realistically close.
• Hands-on, resourceful and comfortable working independently across markets with different business practices and levels of structure.
• Able to communicate clearly with customers and internal teams, including translating market needs into specific commercial and technical requirements.
• Strong judgement when selecting partners, managing sensitive relationships and assessing commercial or reputational risk.
• Willing and able to travel frequently across LATAM.

Preferred background

• Experience selling to banks, fintechs, payment service providers, mobile operators or government-linked customers.
• Understanding of payment cards, card personalisation, POS terminals, digital payment solutions, SIM/eSIM or adjacent technologies.
• Experience working across more than one LATAM market and managing cross-border sales cycles.

Role fit

This role suits someone who enjoys being in the market, meeting customers, opening doors and creating opportunities. It is not a people-management or strategy-only position. The successful candidate will be expected to personally drive execution and results.