Business Development Representative

About the role

You own the end-to-end hunt to populate Tienda Nelo with the brands and products that define category leadership in Mexico. You translate a precise gap analysis into live selection by signing target brands and their distributors across Shoes, Beauty, Electronics, and Home & Kitchen appliances. You generate your own pipeline from scratch using multichannel prospecting and convert cold interest into qualified meetings and signed agreements. You own the full sales cycle for your portfolio, from initial outreach through onboarding, ensuring signed brands become live, in-stock listings rather than stalled opportunities. You rigorously manage pipeline hygiene and personal KPIs while feeding commercial intelligence on pricing, competition, and fee negotiation back into strategy. You partner closely with marketplace and commercial leadership to hit category selection goals and accelerate launch velocity for every signed brand. In this role, you directly impact revenue, GMV, and customer choice by closing critical gaps that competitors currently serve.

Key facts

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 with clear demand sizing.
• Generate your own pipeline through multichannel prospecting, including cold email, cold calls, LinkedIn Sales Navigator, WhatsApp, trade shows, and in-person visits to commercial and e-commerce decision-makers.
• Move each category toward its selection goal, increasing live products for Shoes to ~6,600 to ~8,300 with branded share from 42% to 60%, Home & Kitchen appliances from 348 to ~750, personal-care appliances from 216 to ~360, and rebalancing electronics toward phones, TVs, tablets, cameras, and wearables.
• Qualify and pitch the right commercial model for each brand, choosing between 1P wholesale and 3P seller structures while navigating standard marketplace objections.
• Handle brand-protection concerns, channel conflict, marketplace fees, logistics, and other objections with data-driven arguments and clear value propositions.
• Own the pitch to launch, shepherding signed brands through onboarding so deals become live, in-stock listings rather than signed-and-stalled accounts.
• Maintain disciplined pipeline hygiene and personal KPIs, including touches, meetings, brands signed, and products activated, with weekly reporting.
• Feed field intelligence back into category strategy, sharing pricing, competitor terms, fee pushback, and buyer behavior insights to refine hit lists and offers.
• Prioritize high-impact outreach sequences and optimize messaging based on response patterns to improve conversion across Shoes, Beauty, Electronics, and Home & Kitchen appliances.
• Collaborate with commercial and product teams to align onboarding, pricing, and merchandising so new brands launch quickly and perform well on the platform.

Requirements

• 2+ years in B2B sales, business development, or seller/brand recruitment with a demonstrable hunter track record of generating your own pipeline and showing the numbers.
• E-commerce and retail fluency, including retail margins, sell-through, and category management basics, with comfort navigating complex commercial and logistics structures.
• Experience selling to brands, distributors, or e-commerce platforms, with a history of managing commercial and credit terms in fast-growth environments.
• Comfortable operating with incomplete information and tight timelines, making decisions based on patterns and hypotheses rather than perfect data.
• Strong written and verbal communication in Spanish, with professional business writing and clear verbal pitching to C-level and commercial stakeholders.
• High ownership and bias for action, comfortable defining the playbook when none exists and iterating quickly based on field results.
• Comfortable using CRM tools to manage pipeline, document touchpoints, and maintain transparency on progress against targets.
• Reliable local presence in Mexico City for in-person meetings with brands, distributors, and internal stakeholders, aligning with standard business hours.

Nice to have

• Experience in footwear, beauty, electronics, or home appliances categories within Latin American markets.
• Track record of signing brands or managing seller onboarding for marketplace or retail environments.
• Familiarity with credit, BNPL, or financial services offerings within e-commerce platforms.
• Experience leveraging data and experimentation to prioritize brands and categories based on demand signals.

Practical notes

This role is based in Mexico City and requires in-office presence. You will join a growing team of 60 employees and operate within a post-Series A, profitable fintech with a $100M credit facility and a multi-year option program. Perks include 401k, open PTO, medical, dental, vision, STD, LTD, and fertility benefits.