Business Development - Marketplace

Job description

BUSINESS DEVELOPMENT REPRESENTATIVE — MARKETPLACE BRAND ACQUISITION (TIENDA NELO) Location: Mexico City — in office About the Company Nelo is a leading fintech in Mexico reimagining credit to expand consumer buying power. Founded in 2019 by former Uber international growth team leads Kyle Miller and Stephen Hebson, Nelo offers credit cards, BNPL loans, bill payments, and its own marketplace — all under one app — designed from first principles for a mobile-first, real-time payments world. With $100M in annual revenue, $1B in annualized GMV, and $140M+ raised in equity and debt, Nelo is one of the most capital-efficient consumer fintech companies in Latin America. The company is profitable — positive operating profit in both 2024 and 2025. It runs lean and technical: 60 employees, 8 engineers, with AI driving underwriting, collections, and operations. - HQ: Mexico City, Mexico; commercial and people operations in New York City - Founded: 2019 - Team size: 60 FTEs - Open roles: 10+ - Website: nelo.mx http://nelo.mx - Stage: Post-Series A; $100M credit facility (Victory Park Capital, 2022); profitable - Benefits: 401k, open PTO, medical, dental, vision, STD, LTD, fertility Company values: - Be your best selves: ambition, hard work, intellectual curiosity - Everyone is an owner: all employees receive equity including customer support; 10-year option expiration; equity refreshers - Customer first: product decisions grounded in customer benefit - Open and honest communication: quarterly financials and board presentations shared company-wide; low tolerance for bureaucracy or gossip - Move fast, learn fast: hundreds of experiments run monthly; rigorous experimentation culture ABOUT THE ROLE: Tienda Nelo, our in-app marketplace, is specializing in four categories — Shoes, Beauty, Electronics, and Home & Kitchen appliances — and we've already mapped exactly what's missing. We benchmarked our live catalog against the market's best sellers, brand by brand, and the gaps are named and quantified: the brands behind a large share of México's bestselling shoes have zero presence with us, entire footwear verticals are unserved, the country's top kitchen and floor-care brands are absent or barely listed, leading TV and wearables brands are missing from our electronics shelf, and whole beauty and sports-nutrition segments have no supply at all. Nobody owns going out and signing these brands and their distributors. That's this role: the analysis is done, the hit lists exist, and every week they sit unworked is demand we're sending to competitors. You'll report to the marketplace/commercial lead, who owns the category selection goals this role exists to hit and controls onboarding, pricing, and merchandising — so a brand you sign gets live fast. WHAT YOU'LL DO - Sign the target brands (directly or via their distributors) from our four category hit lists, converting each gap analysis into live selection — the targets are named, prioritized, and sized by demand before you make the first call. - Generate your own pipeline through multichannel prospecting — cold email, cold calls, LinkedIn Sales Navigator, WhatsApp, trade shows, and in-person visits — targeting commercial and e-commerce decision-makers; no inbound to lean on. - Move each category toward its selection goal: Shoes ~6,600 → ~8,300 live products with branded share from 42% → 60%, Home & Kitchen appliances 348 → 750, personal-care appliances 216 → ~360, and a rebalanced electronics catalog (more phones, TVs, tablets, cameras, wearables). - Qualify and pitch the right model per brand — 1P wholesale vs. 3P seller — and handle the standard objections: channel conflict, marketplace fees, brand-protection concerns, logistics, etc. - Own the pitch to launch: shepherd signed brands through onboarding so deals become live, in-stock listings, not signed-and-stalled accounts. - Keep disciplined pipeline hygiene and personal KPIs (touches, meetings, brands signed, products activated) and feed field intelligence — pricing, competitor terms, fee pushback — back into category strategy. What success looks like at 3 months - Every priority brand on the four hit lists has been contacted with a live opportunity status; 10+ qualified meetings held per month - Launch 3–5 target brands or distributors onboarded each month. - A repeatable outbound playbook (sequences, pitch, objection handling) documented for the Tienda Nelo value proposition What success looks like at 6 months - 18 target brands live with in-stock selection, with measurable movement on the category goals (90% coverage on selection goal per subcategory) - GMV from newly signed brands tracked and growing month over month WHO YOU ARE Required: - 2+ years in B2B sales, business development, or seller/brand recruitment with a demonstrable hunter track record — you generated your own pipeline and can show the numbers - E-commerce and retail fluency: retail margins, 1P wholesale vs. 3P marketplace vs. dropship economics, and the Mexican retail landscape - Multichannel prospecting proficiency — LinkedIn Sales Navigator and personalized cold outreach at volume; equally comfortable on the phone and in person - Sets personal quotas and works the list without being managed to it — this role has a data-built hit list and no inbound safety net, and the wrong hire will wait for leads that never come Strong Signals: - Experience recruiting sellers or brands at a major marketplace, or selling into consumer brands/distributors in footwear, electronics, appliances, or beauty - Native Spanish with professional English - Startup or 0-to-1 experience — this is the first dedicated brand-acquisition seat, so the playbook gets written by whoever takes it - Fintech/BNPL familiarity — our pitch to brands leans on Nelo's credit-enabled buying power Not a Fit If: - You're a farmer, not a hunter — this role has no book of business to manage and no marketing-generated leads; it's outbound from day one - You need a mature, well-documented sales org — there's no sales-ops team, enablement library, or SDR-to-AE ladder; there's a hit list, a CRM, and ownership COMPENSATION & BENEFITS - Base salary: Very competitive, based on experience and scope - Equity: Significant — you're building the company, you should own it - Sabbatical program - 100% medical, dental & vision insurance coverage for you (50% for dependents) - Unlimited PTO - Extended maternity and paternity leave - Relocation support (if applicable) INTERVIEW PROCESS 1. Conversation with the Hiring Manager 2. Case Study 3. On-site Interview 4. Cultural Interview 5. Offer