Business Development Lead, Asia (Hong Kong)

Job description

### **About Caliza** Caliza is commercial banking infrastructure for companies that operate across borders. Most global businesses still piece together several banks, FX providers and spreadsheets to move money. Caliza replaces that with one platform and API: hold USD accounts, collect and pay in 33+ currencies, and convert between fiat and stablecoins, over local rails, SWIFT or stablecoins, in minutes instead of days. On top of that, we’re building the treasury layer: programmable accounts, approval policies, automated reconciliation and working capital, run by a customer’s finance team or their AI agents. Our customers are importers, exporters, FX brokers, payment companies and fintechs across the Americas, Europe, Africa and Asia. We’re licensed and regulated across our core markets, and our team has built financial infrastructure at Visa, Nubank, EBANX, Flutterwave, Upstart, Intuit and Silicon Valley Bank. ### **Our backers** Initialized Capital, Better Tomorrow Ventures, Abstract Ventures, New Form Capital, QED Investors, Valor Capital and Quona Capital, along with the founders of Flutterwave, Chipper Cash, Rappi, Pomelo, Dock, Remesa Online and Anchorage. ### **About the role** From Hong Kong, you will build Caliza's business across China and North Asia (South Korea and Japan), opening payment corridors between Asia, Latin America, and Africa. You will own the regional revenue target and focus on platform and payment-institution partnerships that bring many merchants onto Caliza at once. You will report to the Director of Business Development, work closely with the CEO, and partner with Compliance, Product, Legal, and Operations to get customers live quickly and safely. ### What you'll do - Own the Hong Kong and North Asia territory. Core markets: Hong Kong and China. Expansion markets: South Korea and Japan. Key corridors: China/Hong Kong–Latin America, North Asia–Latin America and Asia–Africa. - Prioritise these target customers in each market: - **Hong Kong:** trading companies, sourcing agents and payment institutions that settle trade flows for Chinese exporters. - **China:** manufacturers and exporters, cross-border e-commerce sellers, B2B sourcing marketplaces and licensed cross-border payment institutions collecting from Latin American and African buyers. - **South Korea:** exporters, cross-border e-commerce platforms and licensed payment and remittance companies with flows to Latin America and Africa. - **Japan:** trading companies, exporters and payment institutions settling trade with Latin America. - Sell instant settlement, multi-currency accounts, FX and USD/stablecoin rails, prioritising platform and payment-institution partnerships that bring many merchants at once. - Work with Compliance on enhanced due diligence for Asia flows, and with Operations to make sure payments settle reliably. - Map the regional ecosystem of payment networks, banks and liquidity providers, and open new routes into Latin America and Africa. - Use your network to source, qualify, and close new revenue-generating customers, and run full sales cycles from discovery through pricing, contract, onboarding, and first live transactions. - Negotiate commercial terms, including bps pricing, FX spreads, and volume tiers, and present with confidence using existing templates. - Keep pipeline, activity, and forecasts accurate in HubSpot, and track metrics such as pipeline coverage, win rate, time to first transaction, and monthly volume. - Work with Customer Success, Operations, and Compliance to ensure smooth handoffs, and share prospect feedback to help refine the sales process. ### What you'll bring - 10+ years in sales or business development at a fintech, payments company, crypto business, or bank, ideally in Hong Kong, China or North Asia. - Experience selling to exporters and manufacturers, trading companies, cross-border e-commerce sellers, B2B marketplaces, payment institutions and PSPs, with a track record of hitting quota across the full sales cycle. - An existing relationship base with senior professionals in Chinese and North Asian cross-border payments and trade, such as payment institutions, trading companies and export-oriented businesses. - A clear understanding of the value stablecoins and blockchain bring to cross-border payments. - A data-driven approach, strong negotiation and presentation skills, and excellent follow-through that never lets an opportunity slip. - Comfort working in a fast-paced, resource-constrained startup and adapting your approach to local business cultures. - Professional working fluency in English. - Based in, or within two hours of, Hong Kong, with the ability to overlap a few hours a day with US Eastern and Brazil time zones. ### Nice to have - Prior startup experience. - Proficient in Mandarin and/or Cantonese (strongly preferred). - Proficient in Korean or Japanese. - Deep understanding of the Hong Kong, Chinese and North Asian fintech and crypto landscape and relevant regulations (e.g., HKMA, SFC, PBoC/SAFE) as they relate to closing prospects. - Proficient in Spanish or Portuguese. - Experience with HubSpot, Slack, Notion, Google Workspace, and modern AI tools (e.g. Claude).