Director of Business Development (Latin America & Caribbean)

OpenFn is the Digital Public Good for public service automation & AI orchestration. Our platform automates data exchange and digital workflows so governments and NGOs can deliver public services more efficiently, achieve interoperability across fragmented systems, and scale critical public services across health, humanitarian, and government programs.

Our team, Open Function Group, the primary steward of this open-source platform, is a lean, fully-remote team of integration specialists, solution architects, and implementation consultants working across 40+ countries.

We are not making marginal improvements to already comfortable lives. We are building the infrastructure that allows governments to function, clinics to operate, and vulnerable populations to access services they depend on.

The Role

We're hiring a Director of Business Development to lead new-business sales directly with governments and NGOs across Latin America and the Caribbean, building on OpenFn's existing government relationships in the region.

OpenFn has a small number of established government relationships in Latin America today, and we see massive opportunity to grow our presence across Central and South America. This role owns new-business sales for the region: identifying, qualifying, and closing new OpenFn engagements directly with government digital transformation units, ministries, and NGO; and engaging financing organizations as required to do so.

OpenFn is a technical software product: it is used to build integrations, move data between systems, and automate complex digital workflows. You do not need to be an engineer, and you will not be doing hands-on implementation work; we have solution architects and implementation consultants for that. But you do need to be technically fluent: able to understand how a prospect might use the platform, hold a credible conversation with their technical and digital transformation teams, spot technical fit and risk early in a deal, and know when to bring in a solutions specialist. That technical credibility is what will make you a trusted advisor throughout the sales process, rather than just a salesperson.

This is a full-cycle, individual-contributor new-business role: you'll build the pipeline, run the sales process, and close deals, working closely with our services and product teams to shape solutions along the way. You will be demoing the platform several times per day and will have key insights to share with the broader team about the features and capabilities that are landing.

What You'll Be Doing

Build & manage new-business pipeline

• Identify, engage, and qualify new government and NGO prospects across Central America, South America, and the Caribbean
• Build and manage a pipeline of new-business opportunities from first conversation through signed agreement
• Represent OpenFn at relevant industry events, working groups, and stakeholder meetings across the region

Sell a technical solution

• Develop a strong working understanding of OpenFn's platform and how customers use it to automate public service delivery, integrate systems, and manage their tech ecosystem
• Hold credible, substantive conversations with prospects' technical and digital transformation teams about their integration, data exchange, and automation needs—including the management of semi or fully autonomous AI Agents
• Partner with OpenFn's product and services teams to propose, request, and shape solutions for complex opportunities; provide feedback on the Product’s value proposition, usability, and performance for continuous improvement of the product in the public interest

Close & hand off new business

• Own the full sales cycle: prospecting, qualification, solutioning, negotiation, and close
• Structure proposals and contracts in line with OpenFn's subscription and services model
• Ensure a smooth handoff from sales into implementation and account management for every deal you close

Grow OpenFn's presence in the region

• Build OpenFn's brand and relationships across the Latin American digital transformation and social-impact ecosystem
• Identify and relay region-specific market feedback and opportunities to OpenFn leadership

Requirements

Required Qualifications

• 7-10+ years of experience in enterprise or complex B2B/B2G sales or business development, ideally selling technical or platform products
• A track record of sourcing and closing new business, including with government or other large institutional buyers
• Genuine technical fluency: comfort discussing concepts such as Agent Management, AI Orchestration, MCPs, APIs, integrations, data exchange, and workflow automation, and the ability to translate between technical and non-technical audiences
• Ability to work independently and as part of a small, fully-remote team
• Fluent, professional-level English and Spanish communication skills (written, verbal, and presentation), with the ability to work effectively across a distributed, multicultural team
• Ability to work from home or a shared office space with fast, stable internet, based in Bogotá, Mexico City, Lima, Montevideo, or Buenos Aires. Locations in Brazil also considered.

Preferred Qualifications

• Experience selling to governments, ministries, or public-sector digital transformation units
• Experience selling or delivering complex digital transformation, business process transformation, or data integration projects
• Experience working within the social impact or international development sector
• Familiarity with Digital Public Goods, Digital Public Infrastructure, open-source software, or GovTech
• Previous experience in a startup or early-stage environment
• Working proficiency in Portuguese or additional regional languages

Benefits

Compensation and Benefits

• Financial compensation includes a base salary plus variable pay tied to new business you close and the revenue growth you drive across the region. Total pay is commensurate with experience, per OpenFn's Equal Pay for Equal Work framework; the detailed variable-pay mechanics are shared during the interview process.
• N.B.: Selling to NGO and government customers, we don't offer Silicon Valley pay scales, but high quality of life and fair, transparent, and competitive compensation is important to us.
• Flexible working schedule
• Fully remote, with team meetups across Europe and Africa (our last three were in Kigali, Cape Town, and Dakar)
• Exposure to the hottest industry and technology trends and leading health, humanitarian, and government digital transformation interventions in the sector
• Opportunity for leadership and advancement; you will be a key contributor to our company's strategy and direction
• The opportunity to shape our strategy and impact millions of lives through our open-source software in a small, mission-driven organization