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Ripple is seeking a Sales Director for Large Enterprise and Financial Institutions in Latin America, based in São Paulo. You will own a portfolio spanning the Top 50 Banks in Latin America with major focus on Brazil, plus strategic capital markets infrastructure accounts. Reporting to the Managing Director of LatAm, you will lead the consultative pre-sales motion and close new business across Ripple's core offerings including Ripple Payments, On/Off Ramp, Acceptance Stablecoin/Fiat, OTC, Custody WaaS, Custody Vault, and RLUSD Growth, coordinating with Ripple Prime and Ripple Treasury business units.
This is a high-ownership, quota-carrying individual contributor role with a path to build and lead a team as you bring in revenue. You will serve as the main point of contact for your accounts, working closely with Customer Success, Business Development, Client Solutions, and Partner Engineering.
Key responsibilities include: diagnosing institutional pain points across treasury, FX, operations, capital markets, and compliance to design real solutions; building pipeline and closing deals by leading with the complete product offer rather than single products; consistently meeting or exceeding quarterly targets with accurate forecasting and clean CRM hygiene; serving as main escalation owner and coordinating across multiple internal teams; chairing quarterly business reviews on Tier 1 accounts; attending industry events to expand network; acting as voice of customer to Product and Marketing; and traveling frequently across Latin America.
You will need to understand these institutions deeply, get inside their operations, and design solutions that address their actual needs rather than running a standard pitch. You should already know these institutions and how to secure meetings with decision-makers, including C-suite executives.
REQUIREMENTS:
- 15+ years in consultative enterprise sales covering LatAm financial markets
- 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 internal case to solve it
- Capacity to connect quickly with decision-makers, including C-suite
- Outstanding communication and negotiation skills
- Comfort selling a fast-evolving product set while staying credible with institutional buyers
- Fluent in English, Portuguese, and Spanish
- Working knowledge of Brazil's regulatory environment for digital assets and payments (BCB, VASP) is a strong advantage
Nice to have: existing network of relationships across LatAm banking industry; familiarity with digital asset services space (Payments, Custody, Stablecoins, RWA).
