Sales Director, Large Enterprise/FIs - LatAm

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About the role

At Ripple, we’re building a world where value moves like information does today. It’s big, it’s bold, and we’re already doing it. Through our crypto solutions for financial institutions, businesses, governments and developers, we are improving the global financial system and creating greater economic fairness and opportunity for more people, in more places around the world. And we get to do the best work of our career and grow our skills surrounded by colleagues who have our backs. If you’re ready to see your impact and unlock incredible career growth opportunities, join us, and build real world value. THE WORK: Based in São Paulo and reporting to the Managing Director of LatAm, you'll own a portfolio spanning the Top 50 Banks in Latin America, with a major focus on Brazil, plus strategic capital markets infrastructure accounts. You'll lead the consultative pre-sales motion and close new business across Ripple Core (Ripple Payments, On/Off Ramp, Acceptance Stablecoin/Fiat, OTC, Custody WaaS, Custody Vault, and RLUSD Growth), coordinating with our Ripple Prime and Ripple Treasury business units. You're the main point of contact for your accounts, working closely with Customer Success, Business Development, Client Solutions, and Partner Engineering. This is a high-ownership, quota-carrying role. You should already know these institutions and how to get the meeting. It's an individual contributor role today; as you bring in revenue, there's a path to build and lead a team. WHAT YOU’LL DO: • Get inside the institution. Understand treasury, FX, ops, capital markets, and compliance pain deeply enough to design a real solution, not run a pitch. • Build pipeline and close, leading with the complete offer rather than a single product, and expand into adjacent products once the first is live. • Consistently meet or exceed quarterly targets, with accurate forecasting and clean CRM hygiene. • Serve as the main point of contact and escalation owner, coordinating with Client Solutions, Business Development, Customer Success, Partner Engineering, Ripple Prime, and Ripple Treasury. • Pull in Product, Legal, Compliance, and delivery to solve what the institution actually needs. • Chair quarterly business reviews on Tier 1 accounts, owning deal strategy from discovery through signature. • Attend industry events to expand your network and uncover opportunities. • Act as the voice of the customer, feeding insights back to Product and Marketing. • Travel frequently across Latin America. WHAT YOU'LL BRING: • 15+ years in consultative enterprise sales covering LatAm financial markets, with 5+ years in financial services. • Track record selling to and sustaining relationships with leading commercial banks and capital markets infrastructure (CSDs, exchanges, clearers). • Success selling Enterprise/SaaS through long, complex cycles, leading matrixed deal teams to close. • Strong grounding in correspondent banking, cross-border payments, and treasury operations. • Ability to diagnose institutional pain and build the internal case to solve it, not just run a sales process. • Capacity to connect quickly with decision-makers, including C-suite. • Outstanding communication and negotiation skills. • A comfort in selling a fast-evolving product set whilestaying credible with institutional buyers as it changes. • Working knowledge of Brazil's regulatory environment for digital assets and payments (BCB, VASP) is a strong advantage. • Fluent in English, Portuguese, and Spanish. Nice to have: an existing network of relationships across the LatAm banking industry; familiarity with the digital asset services space (Payments, Custody, Stablecoins, RWA). WHO WE ARE: Do Your Best Work • The opportunity to build in a fast-paced start-up enviro

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