Head of Revenue Operations
Montevideo (Hybrid) / Brazil (Remote) / Argentina (Remote)
Commercial – Revenue Operations /
Full Time /
Remote
Why should you join dLocal?
dLocal enables the biggest companies in the world to collect payments in 40 countries in emerging markets. Global brands rely on us to increase conversion rates and simplify payment expansion effortlessly. As both a payments processor and a merchant of record where we operate, we make it possible for our merchants to make inroads into the world’s fastest-growing, emerging markets.
By joining us you will be a part of an amazing global team that makes it all happen, in a flexible, remote-first dynamic culture with travel, health and learning benefits, among others. Being a part of dLocal means working with 1000+ teammates from 30+ different nationalities and developing an international career that impacts millions of people’s daily lives. We are builders, we never run from a challenge, we are customer-centric, and if this sounds like you, we know you will thrive in our team.
What’s the opportunity?
As our Head of Revenue Operations, you will build and lead the operating system for profitable growth across dLocal’s global commercial motions. You’ll own forecasting, performance analytics, pricing/fee governance, GTM process and tooling, incentives design, and commercial enablement—partnering with Commercial, Finance, Product, and Operations to drive disciplined execution and continuous improvement.
What you’ll do
- Develop the end-to-end forecast, reporting, and analytics engine to inform targets, capacity planning, and quarterly business reviews, ensuring consistency and executive-ready “one source of truth”.
- Govern pricing and fees: review and adjust fee structures, approval workflows, and guardrails; maintain auditable changes and impact tracking across markets and payment methods.
- Assess, design, and iterate internal incentives and compensation models for Sales/AM/Partnerships to align behaviors to margin, revenue realization, and retention/expansion outcomes.
- Enhance and scale the sales process and tools (CRM/CPQ, revenue configuration, approval matrices), reducing cycle time and margin leakage while improving quote quality and data completeness.
- Partner with GTM teams on onboarding, training, and development: playbooks, training, certifications, and role-based enablement that increase ramp speed and win rates.
- Define and co-drive overall sales strategy with Commercial Leadership, translating strategy into quarterly plans, territories/coverage, goals, and operating cadences.
- Establish core RevOps KPIs and dashboards (pipeline health, conversion, pricing approval SLAs, discounting/margin, revenue realization) and run insights-to-action cadences with stakeholders.
- Build and lead a high-performing global Revenue Operations team; create a culture of ownership, measurable outcomes, and cross-functional collaboration with Sales, CS, Marketing, AM, Partnerships, Finance, Product, Legal, and Operations.
- Partner with Market Intelligence and Sales Ops on pricing proposals, coverage by country/payment method, and “how we win” narratives to support commercial motions.
What you’ll need
- 6+ years leading Revenue Operations and/or Sales Operations functions, including global scope and multi-stakeholder environments; prior experience leading remote global teams.
- Proven track record building forecasting, reports, and analytics that influence decisions at the executive level; strong command of BI and data tooling (e.g., Looker or similar).Hands-on experience in pricing/fee governance and approval frameworks across multi-country, multi-product contexts.
- Experience assessing and implementing incentives and compensation models that align with profitable growth and retention/expansion.
- Demonstrated process and tooling ownership across CRM/CPQ stacks; ability to translate business requirements into scalable systems and controls.
- Program leadership across onboarding, learning, and development for GTM teams; ability to design role-based enablement at scale.
- Strong project management and roadmap ownership; comfortable driving change in fast-paced, high-growth settings.
- Excellent stakeholder management and communication; ability to resolve complex problems and trade-offs across Sales, CS, Partnerships, Finance, Legal, Product, and Operations.
- Fluent in English; other languages are a plus.
Nice to have
- Fintech or payments domain experience (pay-ins, pay-outs, alternative payment methods, FX).
- Experience working with Market Intelligence, pricing calculators, or commercial proposal frameworks in global contexts.
- AI-driven mentality with hands-on experience operationalizing AI/LLMs in go-to-market (GTM) processes and systems.
Skills and tools you may use here
- CRM/CPQ and revenue tooling (requirements, implementation, and governance)
- BI and analytics (e.g., Looker or similar), revenue attribution, and profitability analysis
- Market/pricing intelligence and proposal workflows
- Enablement platforms and content management for GTM teams
What do we offer?
Besides the tailored benefits we have for each country, dLocal will help you thrive and go that extra mile by offering you:
- Remote work: work from anywhere or one of our offices around the globe!*
- Flexibility: we have flexible schedules and we are driven by performance.
- Fintech industry: work in a dynamic and ever-evolving environment, with plenty to build and boost your creativity.
- Referral bonus program: our internal talents are the best recruiters - refer someone ideal for a role and get rewarded.
- Learning & development: get access to a Premium Coursera subscription.
- Language classes: we provide free English, Spanish, or Portuguese classes.
- Social budget: you'll get a monthly budget to chill out with your team (in person or remotely) and deepen your connections!
- dLocal Houses: want to rent a house to spend one week anywhere in the world coworking with your team? We’ve got your back!
*For people based in Montevideo (Uruguay) applying to non-IT roles, 55% monthly attendance to the office is required
What happens after you apply?
Our Talent Acquisition team is invested in creating the best candidate experience possible, so don’t worry, you will definitely hear from us. We will review your CV and keep you posted by email at every step of the process!
