Alliances Director, LATAM

Location: Buenos Aires, São Paulo

Reports To: SVP Growth, Latin America 

Role Summery

As a Partnerships Director – LATAM, you will architect, build, and scale Payoneer’s regional partner ecosystem — with a strong emphasis on aggressive partner acquisition and measurable customer generation through partners. 
 
 
This is a builder role. 

• Identify and secure high-impact strategic partners 

• Drive measurable customer acquisition through these partnerships 

• Become a recognized industry referent in the markets we operate in 

• Lead executive-level negotiations with founders and C-level stakeholders 

• Shape ecosystem strategy across key verticals and trade corridors 

You will operate at the intersection of Sales, Business Development, Market Development, and Strategic Alliances, with full accountability for performance, pipeline impact, and long-term strategic value creation. 

What You’ll Do 

1. Partner Acquisition & Ecosystem Expansion 

• Identify, prioritize, and close high-value strategic partners across LATAM. 

• Build a diversified pipeline including ISPs, marketplaces, logistics, incorporation agencies, BPOs, fintechs, banks, and industry players. 

• Structure partnerships that drive both immediate revenue and long-term strategic leverage. 

• Represent Payoneer at industry events and ecosystem forums. 

2. Revenue & Customer Acquisition Through Partners 

• Own acquisition and revenue targets sourced via partnerships. 

• Design joint GTM and co-selling strategies. 

• Implement full-funnel tracking (Leads → SQL → Wins → Revenue). 

• Optimize conversion efficiency and forecast partner contribution to regional growth. 

3. Build & Lead a High-Performance Partnerships Organization 

• Hire, coach, and develop a top-performing regional team. 

• Set clear targets and accountability frameworks tied to revenue impact. 

• Design incentive structures that reward customer generation, not just signed agreements. 

• Establish strong operating rhythms, pipeline discipline, and forecasting. 

• Implement a structured acquisition funnel (Targeting → Negotiation → Activation → Revenue). 

• Partner with RevOps to ensure full visibility of performance metrics. 

• Elevate commercial excellence and role model Payoneer’s Ways of Working. 

4. Executive-Level Negotiation & Strategic Relationship Management 

• Lead complex negotiations with strategic partners and C-level stakeholders. 

• Structure commercial agreements balancing speed, revenue, and long-term positioning. 

• Build executive relationships that unlock scalable growth opportunities. 

5. Strategic Market Development 

• Identify white spaces, new verticals, and emerging trade corridors. 

• Develop ecosystem strategies for priority markets (Brazil, Mexico, Argentina, Colombia). 

• Act as an industry referent in cross-border commerce and payments. 

6. Cross-Functional Leadership & Alignment 

• Align closely with Sales, SDRs, Marketing, Product, Compliance, Risk, and Operations to ensure smooth partner activation. 

• Work with Revenue Operations to track funnel performance and ROI. 

• Contribute ecosystem insights to inform regional strategy and Voice of Customer initiatives. 

Who you are

• 10+ years in Business Development, Partnerships, or Sales leadership within fintech, payments, SaaS, ecommerce ecosystems, or cross-border industries. 

• Proven track record of aggressive partner acquisition, B2B customer acquisition, revenue delivery, and complex executive-level deal negotiation. 

• Proven experience building high-potential teams and leading or collaborating with distributed teams across multiple LATAM markets. 

• Strong hunter mentality combined with disciplined pipeline management and data-driven decision making. 

• Executive presence, strong professional network across LATAM (highly desirable), and ability to negotiate at C-level. 

• Entrepreneurial mindset, comfort operating in ambiguity, and fluency in English and Spanish and/or Portuguese. 

• Strong alignment with Payoneer’s Ways of Working: Customer Obsession, Extreme Ownership, Data-Driven Decision Making, Cross-Functional Collaboration, Continuous Improvement, and Bias for Execution.