Clara is the leading platform in Latin America for companies to execute and manage every payment operation. More than 50,000 leading and fast-growing businesses run on our corporate cards, bill pay, financing and B2B payments, and in 2025 the Financial Times named Clara the region’s fastest-growing company. We’re passionate about helping every company we work with become more effective—and, through that, raising the region’s competitiveness. We’re ~400 people, backed by Notable Capital, Coatue, Kaszek, monashees, DST Global, ICONIQ, General Catalyst and Goldman Sachs, among others.
What you'll do
We're looking for a Country Lead Panama to accelerate the growth of Clara Global and strengthen Clara's presence in Panama. This is a strategic, hands-on Individual Contributor role that combines enterprise sales, business development, and market expansion. You'll be responsible for generating new business, closing high-value opportunities, and helping position Clara as a leading financial technology solution for companies operating across borders.
You'll work closely with our teams in Mexico to identify growth opportunities, develop the market, and build a scalable commercial pipeline.
In this role, you will:
- Own the end-to-end sales cycle for Clara Global, from prospecting and qualification to product demos, negotiation, and closing.
- Drive new business acquisition, identifying and engaging companies that can benefit from Clara's global reimbursement and financial solutions.
- Build and execute a strong outbound strategy, generating a high-quality pipeline through targeted prospecting, referrals, and multi-channel outreach.
- Develop relationships with CFOs, Finance Directors, HR leaders, and other key decision-makers, positioning Clara as a strategic partner.
- Help drive Clara's positioning and expansion in Panama, identifying market opportunities, building strategic relationships, and increasing brand awareness within the business ecosystem.
- Identify opportunities within our existing customer base to drive product adoption, expansion, and Total Payment Volume (TPV).
- Collaborate with Sales, Marketing, Product, Partnerships, and other teams to support go-to-market initiatives and accelerate growth.
- Bring valuable market insights, customer feedback, and competitive intelligence to help refine Clara's commercial strategy and product positioning.
- Leverage AI and automation to improve prospecting, account research, outreach personalization, and sales productivity.
- Manage your pipeline and forecasts through HubSpot, using data to prioritize opportunities, track performance, and improve conversion.
Who you are
We’re looking for someone who meets the minimum requirements to be considered for the role. The preferred qualifications are a bonus, not a requirement.
Must haves
- 5+ years of experience in B2B Sales, Enterprise Sales, Account Executive, or Business Development roles, ideally within fintech, SaaS, payments, or financial services.
- Proven track record of generating pipeline, managing complex sales cycles, and consistently achieving commercial targets.
- Experience selling to C-level executives and senior decision-makers, particularly within Finance, HR, or Operations.
- Strong consultative selling, negotiation, and relationship-building skills.
- Experience developing new markets, territories, or customer segments, with the ability to build opportunities from scratch.
- Strong understanding of B2B sales processes, pipeline management, and forecasting.
- Hands-on experience with HubSpot or similar CRMs, and prospecting tools such as LinkedIn Sales Navigator, Amplemarket, or Apollo.
- Experience using AI tools and automation to improve prospecting, productivity, or commercial workflows.
- Strong analytical mindset, high ownership, and ability to work independently in a fast-paced environment.
- Excellent communication skills in Spanish and English.
Nice to haves
- Experience selling cross-border payments, corporate financial solutions, expense management, or reimbursement products.
- Strong network within the Panamanian business, fintech, or technology ecosystem.
- Experience supporting go-to-market strategies, market expansion, or brand positioning.
- Experience working with multinational companies or customers with cross-border operations.
- Familiarity with AI and automation tools such as n8n, Make, Zapier, or similar platforms.
- Independent analytical skills using spreadsheets, SQL, or BI tools.
- Portuguese proficiency.
How we work in this territory
Panama is an emerging territory for Clara — there's no office to go into, so this role works remotely from Panama day to day. You'll ramp up in person with the team, and come together in person for team moments, events and customer visits through the year.
Why Clara
- A high talent-density team driven to make an impact in Latin America — low ego, high ownership.
- Competitive salary and stock options (ESOP) from day one.
- An annual learning budget and accelerated development paths.
- English is our working language, with Spanish and Portuguese every day.
How we work
- Clarity — Open and direct communication: we say what we mean and give context where it matters.
- Simplicity — If it can be simpler, it should be.
- Ownership — We own everything we do, end to end. When something needs to happen, we don't wait.
- Pride — We hold ourselves to a high standard, and it shows in what we deliver.
- ABC (Always Be Changing) — We adapt fast, embrace change, and keep learning.
- Inclusivity — Diverse ideas, stories and perspectives build a better Clara.
If you meet the must-haves, apply — the nice-to-haves are a bonus, not a requirement.