Director of Sales - BNPL

At Nelo, we are seeking a relentless sales leader to sell to the key merchants necessary to achieve that vision. You will take total ownership of Nelo's expansion into BNPL checkout. This is an end-to-end "hunter" role requiring you to identify high-value targets, steer through complex financial procurement cycles, and close enterprise contracts.

Operating in a fast-paced, unstructured environment for the first six months, you will act as a player-coach—writing the sales playbook on the fly, closing the foundational deals, and laying the groundwork to hire and lead a world-class sales team.

Nelo is a leading consumer fintech and e-commerce platform in Mexico, with >$750MM in annualized GMV and >$80MM in annualized revenue. Our mission is to increase the buying power of consumers in Latin America, and we are doing so by building a modern alternative to credit cards.

Nelo has raised over $40M of venture capital from investors including Homebrew, Two Sigma Ventures and Susa Ventures. Nelo has additionally raised a $100M asset credit facility from Victory Park Capital.

Our lean team includes experienced leaders from top technology companies including Uber, Amazon, Rappi, and DiDi. We pride ourselves on our velocity, intellectual rigor, and efficiency. Nelo has offices in Mexico City and New York City.

• Sign Nelo's signature checkout merchants: We prioritize merchants that maximize BNPL unit economics: high average order value, strong margins, and conversion sensitivity that makes our discount-led offer compelling. Brand recognition matters because credibility unlocks user trust, but the merchants we sign first are the ones whose underlying economics let us scale profitably.

• Own the full sales cycle: From prospecting to signed contract. Your targets will be name-brand merchants (e.g., operating on VTEX or Shopify) in optimized average order value (AOV) ranges, selling non-high-risk categories.

• Navigate complex merchant organizations: You will map the organization, identify economic decision-makers, and build conviction across finance, product, and risk teams in parallel.

• Position Nelo's unique value proposition: You will effectively differentiate Nelo against key BNPL competitors in the market by turning our metrics into a winning sales narrative.

• You have a proven track record. You have personally closed major enterprise contracts within Mexican retail or fintech. You can point to specific deals, the buyers involved, and exactly how you got them across the finish line.

• You know the industry inside and out. You deeply understand how financial services teams inside large brands make decisions, having either sold to them directly or worked internally alongside them.

• You are a hunter. You generate your own pipeline and are uncomfortable when your calendar is full of internal meetings instead of merchant calls.

• You know how to win a deal without giving away the economics. You identify the real economic decision-maker, build internal champions, and drive agreement on take rate, checkout placement, and integration quality.

• You crave the challenge of building from scratch. You want the massive scope and upside of creating a sales function from the ground up, rather than the comfort of inheriting an existing one. You are perfectly fine rolling up your sleeves and being the only seller for the first quarter before scaling your team.

• You are primarily an account manager. You like nurturing existing relationships and growing them quarter over quarter. This role requires handing off accounts once signed to focus on the next big win.

• You need a defined territory, an SDR feeding you leads, and a highly structured quota set by someone else.

• You have sold software but lack experience closing complex payments, credit, or financial product integrations. The buying process here is different and the cycle is longer.

• You expect a long ramp-up period. We are looking for rapid, measurable impact and closed deals within your first few months.

We are a lean team of around 60 people. We operate from our Roma Norte office, collaborating in-person about 80% of the time. We believe in efficiency—most roles have less than two hours of internal meetings per week. Our team includes experienced individual contributors from top tech companies (Uber, Rappi, DiDi). We are AI-native and we expect you to be too.

• Initial Screen

• Case Study

• Hiring Manager Interview

• On-site Interview

• Background check

• Offer

• Competitive salary, variable compensation and meaningful equity in a profitable company

• Gastos Médicos Mayores (GMM) medical, dental, and vision coverage

• Equipment and home office support

• Extended parental leave

• Unlimited PTO