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Bitso is Latin America's largest crypto-powered financial services platform. Bitso Business serves corporates, liquidity providers, importers/exporters, credit companies and payment firms moving money across borders at scale. The company is building a recognized FX franchise for corporates on faster, more transparent rails than correspondent banking.
You will own a corporate portfolio end-to-end: sourcing, structuring, closing and growing FX and cross-border payment relationships. This is a quota-carrying individual-contributor role reporting to the Head of Sales.
Key responsibilities include:
**Commercial Ownership**
- Carry and exceed quota for FX volume, payment volume and net revenue across an assigned corporate portfolio
- Build and maintain a disciplined CRM pipeline with accurate stages, next steps and close dates; forecast within ±10% monthly
- Originate new logos through outbound prospecting, industry networks, chambers of commerce, brokers and referral partners
- Negotiate pricing, spreads, credit terms and commercial agreements in coordination with Trading, Treasury and Legal
**Client Management & Structuring**
- Serve as trusted commercial counterpart to CFOs, treasurers, controllers and heads of payments at corporates and financial institutions
- Diagnose client flows (currency pairs, corridors, volumes, timing, settlement constraints) and structure the right combination of FX, SPEI, cross-border payments and stablecoin settlement
- Grow existing accounts through wallet-share expansion, new corridors and additional products; own quarterly business reviews with top clients
- Coordinate onboarding with Compliance, Operations and Implementation to achieve fast time-to-first-transaction
**Market & Product**
- Bring structured market intelligence back to the business: competitor pricing, bank behavior, corridor dynamics and regulatory shifts
- Work with Product to translate recurring client needs into roadmap input; be an early voice on new FX and payment capabilities
- Represent Bitso Business at industry events, panels and client forums in Mexico and the region
**Compliance & Risk**
- Sell within Bitso's regulatory perimeter; partner with Compliance on KYB, onboarding and ongoing due diligence
- Escalate risk signals early and maintain complete, auditable records of client interactions and commercial terms
The role requires someone comfortable explaining stablecoin settlement rails to a compliance committee one week and quoting USD/MXN spreads to a trading desk the next. You will have direct access to the Head of Sales and FX business leadership, with real influence on product direction.
**Requirements**
*Must have:*
- 10+ years of B2B sales experience in fintech, payments, FX or banking institutions, with a consistent record of carrying and beating quota
- Demonstrable experience selling FX (spot and forward) to corporate clients, including pricing conversations with treasurers and trading desks
- Demonstrable experience selling SPEI and Mexican domestic payment flows, including mass payments and collections
- Strong network among corporates, financial institutions or payment companies in Mexico
- Ability to structure complex, multi-product deals and navigate procurement, treasury, legal and compliance in parallel
- Full professional proficiency in Spanish and English, written and spoken
- Fluency with CRM discipline and data-driven pipeline management
*Strongly desirable:*
- Prior experience at a crypto exchange, digital-asset platform or blockchain-native company
- Working knowledge of Bitcoin, stablecoins and on-chain settlement, and ability to explain them credibly to a non-crypto CFO
- Experience with cross-border corridors involving the US, LatAm, Europe or Asia
- Exposure to regulated environments (IFPE, SOFIPO, VASP or equivalent licensing regimes)
*Soft skills:*
- Collaboration: works naturally with Trading, Compliance, Product, Operations and Legal as partners, not obstacles
- Teamwork: shares intelligence, mentors less experienced sellers, contributes to team targets beyond personal quota
- Performance under pressure: stays composed in volatile markets, live pricing situations and tight settlement windows
- Ownership: operates autonomously, commits to numbers, reports honestly when at risk
- Clarity: communicates with precision in front of CFOs, regulators or internal committees
