Commercial Operations Lead (Líder de Operaciones Comerciales) - Mexico City (Hybrid)

<div class="content-intro"><h2><strong data-start="314" data-end="386">Ready to accelerate your career?</strong></h2> <div> <p data-start="563" data-end="823">Clara is the fastest-growing company in Latin America. We've built the leading solution for companies to make and manage all their payments. We already help over 20,000 large and growing businesses operate with agility and financial clarity through locally issued corporate cards, bill pay, financing, and a powerful B2B platform built for scale.</p> <p data-start="563" data-end="823">Clara is backed by some of the most successful investors in the world, including top regional VCs like monashees, Kaszek, and Canary, and leading global funds like Notable Capital, Coatue, DST Global Partners, ICONIQ Growth, General Catalyst, Citi Ventures, SV Angel, Citius, Endeavor Catalyst, and Goldman Sachs - in addition to dozens of angel investors and local family offices.&nbsp;<br><br>We’re building the financial infrastructure that powers high-performing organizations across the region. We invite you to join us if you want to be part of a fast-paced environment that will accelerate your career and support you to do some of the best work of your life alongside a passionate and committed team distributed across the Americas.</p> </div></div><p><strong>What you'll do</strong></p> <p>We're looking for a <strong>Commercial Operations Lead</strong> to be the strategic backbone of our commercial organization. In this role, you will serve as the primary partner to all commercial teams—Sales, Partnerships and Customer Success—ensuring the right processes, tools, data, and insights are in place for them to perform at their best. You will lead a team of and act as a key connector between commercial leadership and cross-functional stakeholders, driving alignment, operational excellence, and continuous improvement across the revenue engine to fuel Clara's mission of building the future of corporate finance in Latin America. Your job is not only to set up the best tools and processes for the success of Clara’s growth, but also to define and refine the “ways of selling” based on best experiences from commercial leaders.<br><br><strong>Your primary responsibilities will include:<br></strong></p> <ul> <li>Lead and develop a team of revenue operation experts, serving as the strategic partner for all commercial teams and key stakeholders across the organization.</li> <li>Define and execute the commercial operations strategy aligned with Clara's growth goals in Mexico, Brazil, and Colombia.</li> <li>Coordinate with Product for any launches that affect onboarding and sales paths, to optimize results and minimize bugs</li> <li>Own revenue reporting, forecasting, and performance management— working with the Data Team to develop clear insights and actionable decisions for commercial leaders using <strong>Hubspot</strong> and <strong>Metabase</strong>.</li> <li>Drive continuous improvement of the commercial playbook, from prospecting to closing, upsell and crosssell, and Customer Success transition.</li> <li>Manage the commercial tech stack, primarily <strong>HubSpot, Fathom</strong> and <strong>Amplemarket</strong>, ensuring data integrity, process compliance, and adoption across all teams.</li> <li>Own the variable compensation framework for all commercial teams — including model design, policy definition, goal definition, result calculation, and governance — in close partnership with Finance and People.</li> <li>Explore and implement automation opportunities using tools like <strong>N8N</strong>, <strong>Extend, </strong>and <strong>Replit</strong> to streamline the sales cycle and complement the efforts of the Product and Engineering teams.</li> <li>Oversee Book of Business allocation for all sales agents and SDRs across Mexico, Brazil, and Colombia, and oversee Portfolio assignment for Customer Success teams.</li> <li>Collaborate cross-functionally with Finance, Operations, People, Product, and Customer Success to ensure alignment and a seamless customer experience.</li> </ul> <p><strong>Who you are</strong></p> <p><em>“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.”</em></p> <p><strong>Must haves</strong></p> <ul> <li>5+ years of experience in Sales Operations, Revenue Operations, or a related commercial management role—ideally in a high-growth Fintech or SaaS environment</li> <li>Proven experience managing and developing teams.</li> <li>Deep knowledge of a CRM such as <strong>HubSpot </strong>or <strong>Salesforce,</strong> and of sales enablement and prospecting AI tools like <strong>Fathom </strong>and <strong>Amplemarket</strong>; experience with BI platforms such as <strong>Metabase</strong>.</li> <li>Experience or interest in <strong>AI tools</strong> to automate workflows and commercial processes.</li> <li>Strong analytical skills—comfortable working with large datasets, building reports, and deriving actionable insights. Deep knowledge of using <strong>Google Drive</strong> tools such as Sheets for this.</li> <li>Excellent verbal and written communication and stakeholder management skills. Proven ability in conflict resolution and managing difficult conversations.</li> <li>Adaptability to fast-changing environments and a proven track record of role-specific execution.</li> </ul> <p><strong>Nice to haves</strong></p> <ul> <li>Independent analytical skills using SQL or Python (ok if this is done primarily through LLM support).</li> <li>Experience with <strong>N8N</strong>, <strong>Amplemarket</strong>, <strong>Databricks</strong>, or <strong>Google Script</strong>.</li> <li>A good sense of humor.</li> </ul> <p><strong><br></strong></p><div class="content-conclusion"><h2 data-start="172" data-end="190"><strong data-start="172" data-end="190">Why join Clara</strong></h2> <p data-start="192" data-end="352">At Clara, you’ll have the autonomy, speed, and support to make meaningful impact — not just on your team, but on how organizations are run across Latin America.</p> <h4 data-start="354" data-end="368"><strong data-start="354" data-end="368">Who we are</strong></h4> <ul data-start="370" data-end="902"> <li data-start="370" data-end="446"> <p data-start="372" data-end="446">We’re the leading <strong data-start="390" data-end="426">B2B fintech for spend management</strong> in Latin America.</p> </li> <li data-start="447" data-end="568"> <p data-start="449" data-end="568">Certified as one of the world's fastest-growing companies, a <strong data-start="510" data-end="533">Great Place to Work</strong>, and a <strong data-start="541" data-end="565">LinkedIn Top Startup</strong>.</p> </li> <li data-start="569" data-end="643"> <p data-start="571" data-end="643">Passionate about making Latin America more prosperous and competitive.</p> </li> <li data-start="644" data-end="749"> <p data-start="646" data-end="749">Constantly innovating to build financial infrastructure that enables each of our customers to thrive.</p> </li> <li data-start="750" data-end="837"> <p data-start="752" data-end="837">Product-led, high-talent-density culture — designed for builders who raise the bar.</p> </li> <li data-start="838" data-end="902"> <p data-start="840" data-end="902">Proud of our open, inclusive, and values-driven environment.</p> </li> </ul> <h4 data-start="904" data-end="926"><strong data-start="904" data-end="926">What we believe in</strong></h4> <ul data-start="928" data-end="1366"> <li data-start="928" data-end="995"> <p data-start="930" data-end="995"><strong data-start="930" data-end="943">#Clarity.</strong> We say things clearly, directly, and proactively.</p> </li> <li data-start="996" data-end="1065"> <p data-start="998" data-end="1065"><strong data-start="998" data-end="1014">#Simplicity.</strong> We reduce noise to focus on what really matters.</p> </li> <li data-start="1066" data-end="1135"> <p data-start="1068" data-end="1135"><strong data-start="1068" data-end="1083">#Ownership.</strong> We take responsibility and never wait to be told.</p> </li> <li data-start="1136" data-end="1201"> <p data-start="1138" data-end="1201"><strong data-start="1138" data-end="1149">#Pride.</strong> We build products and experiences we’re proud of.</p> </li> <li data-start="1202" data-end="1287"> <p data-start="1204" data-end="1287"><strong data-start="1204" data-end="1234">#Always Be Changing (ABC).</strong> We grow through feedback, risk-taking, and action.</p> </li> <li data-start="1288" data-end="1366"> <p data-start="1290" data-end="1366"><strong data-start="1290" data-end="1307">#Inclusivity.</strong> Every voice counts. Everyone contributes to our mission.</p> </li> </ul> <h4 data-start="1368" data-end="1385"><strong data-start="1368" data-end="1385">What we offer</strong></h4> <ul data-start="1387" data-end="1837"> <li data-start="1387" data-end="1451"> <p data-start="1389" data-end="1451">Competitive salary and stock options (<strong data-start="1427" data-end="1435">ESOP</strong>) from day one</p> </li> <li data-start="1452" data-end="1559"> <p data-start="1454" data-end="1559">Multicultural team with daily exposure to <strong data-start="1496" data-end="1532">Portuguese, Spanish, and English</strong> (our corporate language)</p> </li> <li data-start="1560" data-end="1629"> <p data-start="1562" data-end="1629">Annual learning budget and internal accelerated development paths</p> </li> <li data-start="1630" data-end="1716"> <p data-start="1632" data-end="1716">High-ownership environment: we move fast, learn fast, and raise the bar — together</p> </li> <li data-start="1717" data-end="1770"> <p data-start="1719" data-end="1770">Smart, ambitious teammates — low ego, high impact</p> </li> <li data-start="1771" data-end="1837"> <p data-start="1773" data-end="1837">Flexible vacation and <strong data-start="1795" data-end="1816">hybrid work model</strong> focused on results</p> </li> </ul> <p data-start="1839" data-end="1951">If you’re ready for growth, ownership, and impact — apply now and help us redefine B2B finance in Latin America.</p> <p data-start="1839" data-end="1951">&nbsp;</p> <hr> <h4 data-start="134" data-end="159">Clara’s Hybrid Policy</h4> <p data-start="161" data-end="511">Claridians in a hybrid mode split their time between working from the office, talking to or visiting customers, or working from home. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for each individual and team.</p> <p data-start="513" data-end="715">We don't enforce a minimum number of days for most roles, but you're expected to spend time at the office organically, and be at the office most days during your ramp-up or when required by your leader.</p></div>