Sr Business Development Lead

Location: Mexico City, in-person 3 days a week, with some travel to the US and LATAM

Reports to: Chief Business Officer

Team: BD, Partnerships & Go-to-Market

About Bkaya

We build embedded financial products, digital accounts, cash loans, smartphone financing,

and BNPL, inside the apps and stores of large consumer ecosystems in Mexico. Today those products are

live with partners including Uber, Chedraui, and Waldo’s, reaching customers who are largely underserved

by traditional banks.

Our constraint is no longer product or credit capability. It’s pipeline. Our partnership leads currently own

sourcing, closing, and post-sale delivery, which means new business gets whatever time is left over, and a

meaningful backlog of qualified opportunities sits untouched.

This role exists to fix that. You will own the top and middle of the partnership funnel end to end: building the target universe, opening doors at CEO and C-1 level, and closing commercial agreements that turn into live, revenue-generating integrations.

What you’ll own

Lead generation and pipeline development from 0—>1

• Own the BD pipeline, qualification process, and prospecting outreach to own end-to-end the lead generation process and pipeline.
• This is not a purely executional role; you will be expected to build the lead generation strategy and execute it from 0—>1.
• Build and own the target map of partner categories: retail chains, gig and mobility platforms, telcos,
• distribution networks, franchise groups and any consumer business with recurring foot traffic or a large active user base.
• Reactivate the existing backlog of warm and dormant opportunities, and qualify or kill each one with a clear rationale.
• Work the local network, not the cold list. Sourcing in this market runs on relationships, referrals, and industry presence, with AI-assisted research and outbound as leverage, not as a substitute.

Deal closing & GTM

• Navigate multi-stakeholder organizations: get to the CEO, CFO, or commercial director, and build the internal coalition (finance, legal, IT, marketing) needed to get a deal signed.
• Structure commercial terms, economics, exclusivity, volume commitments, marketing obligations, data sharing, in partnership with Finance, Risk, Legal and Product.
• Run diligence and negotiation for multi-quarter deal cycles to signature, including RFP-style processes with large corporates.

Handover and feedback loop

• Hand signed partners to the delivery and account management teams with a documented commercial baseline, then stay involved as the commercial escalation point through launch.
• Feed the market back into the company: what partners are asking for, what competitors are offering, where our product or integration model is losing deals.
• Build the operating system for this function, CRM discipline, pipeline reporting, deal qualification criteria, a repeatable pitch and business case, so the second and third BD hires can plug into something that already works.

Whom we’re looking for

• We’re deliberately looking for a senior yet high-potential profile: someone with real closing scars and existing access at the executive level, but still early enough in their arc to want to build the function rather than manage one. This is not meant for individuals who are looking for a pre-defined playbook to execute, but rather those who are excited to build a system from the ground up. This is a high-agency role where you will be expected to utilize automation and tooling rather than building out a large team at the outset.

Must have

• 6–10+ years in business development , corporate partnerships, enterprise sales, or commercial roles, with a track record of closing complex deals with large Mexican corporates.
• Demonstrated access at C-level in Mexican retail, consumer, mobility, telco, or financial services, and the credibility to open those doors yourself.
• Proven ownership of a full commercial cycle : sourcing, qualification, negotiation, contracting, launch.
• Commercial and financial fluency: able to build and defend a partnership business case, and to hold a substantive conversation about unit economics, take rates, and risk-adjusted returns.
• Prior experience in fintech , or deep understanding of the Mexican fintech environment, is necessary.
• Comfort operating with ambiguity and without a large support structure; you will be building the function, not inheriting it.
• Fluency in Spanish and English is required . Fluency in Portuguese is preferred.

Strongly preferred

• Experience in embedded finance, consumer credit, BNPL, payments, fintech partnerships or retail media.
• Exposure to how consumer credit products are actually delivered, origination flows, in-store journeys, collections realities, enough to avoid promising partners things we can’t underwrite.
• Experience introducing AI tooling into a commercial workflow (research, lead generation, deal prep) and getting real leverage from it.

What we offer

• Competitive salary.
• Direct exposure to the executive team and to the strategic decisions this pipeline drives.
• The chance to build a function rather than staff one, including hiring the team behind you as it scales.