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

Ready to accelerate your career? 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. 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. 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. What you'll do We're looking for a Commercial Operations Lead 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. Your primary responsibilities will include: • Lead and develop a team of revenue operation experts, serving as the strategic partner for all commercial teams and key stakeholders across the organization. • Define and execute the commercial operations strategy aligned with Clara's growth goals in Mexico, Brazil, and Colombia. • Coordinate with Product for any launches that affect onboarding and sales paths, to optimize results and minimize bugs • Own revenue reporting, forecasting, and performance management— working with the Data Team to develop clear insights and actionable decisions for commercial leaders using Hubspot and Metabase. • Drive continuous improvement of the commercial playbook, from prospecting to closing, upsell and crosssell, and Customer Success transition. • Manage the commercial tech stack, primarily HubSpot, Fathom and Amplemarket, ensuring data integrity, process compliance, and adoption across all teams. • 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. • Explore and implement automation opportunities using tools like N8N, Extend, and Replit to streamline the sales cycle and complement the efforts of the Product and Engineering teams. • Oversee Book of Business allocation for all sales agents and SDRs across Mexico, Brazil, and Colombia, and oversee Portfolio assignment for Customer Success teams. • Collaborate cross-functionally with Finance, Operations, People, Product, and Customer Success to ensure alignment and a seamless customer experience. 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 Sales Operations, Revenue Operations, or a related commercial management role—ideally in a high-growth Fintech or SaaS environment • Proven experience managing and developing teams. • Deep knowledge of a CRM such as HubSpot or Salesforce, and of sales enablement and prospecting AI tools like Fathom and Amplemarket; experience with BI platforms such as Metabase. • Experience or interest in AI tools to automate workflows and commercial processes. • Strong analytical skills—comfortable working with large datasets, building reports, and deriving actionable insights. Deep knowledge of using Google Drive tools such as Sheets for this. • Excellent verbal and written communication and stakeholder management skills. Proven ability in conflict resolution and managing difficult conversations. • Adaptability to fast-changing environments and a proven track record of role-specific execution. Nice to haves • Independent analytical skills using SQL or Python (ok if this is done primarily through LLM support). • Experience with N8N, Amplemarket, Databricks, or Google Script. • A good sense of humor. Why join Clara 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. Who we are • We’re the leading B2B fintech for spend management in Latin America. • Certified as one of the world's fastest-growing companies, a Great Place to Work, and a LinkedIn Top Startup. • Passionate about making Latin America more prosperous and competitive. • Constantly innovating to build financial infrastructure that enables each of our customers to thrive. • Product-led, high-talent-density culture — designed for builders who raise the bar. • Proud of our open, inclusive, and values-driven environment. What we believe in • #Clarity. We say things clearly, directly, and proactively. • #Simplicity. We reduce noise to focus on what really matters. • #Ownership. We take responsibility and never wait to be told. • #Pride. We build products and experiences we’re proud of. • #Always Be Changing (ABC). We grow through feedback, risk-taking, and action. • #Inclusivity. Every voice counts. Everyone contributes to our mission. What we offer • Competitive salary and stock options (ESOP) from day one • Multicultural team with daily exposure to Portuguese, Spanish, and English (our corporate language) • Annual learning budget and internal accelerated development paths • High-ownership environment: we move fast, learn fast, and raise the bar — together • Smart, ambitious teammates — low ego, high impact • Flexible vacation and hybrid work model focused on results If you’re ready for growth, ownership, and impact — apply now and help us redefine B2B finance in Latin America. Clara’s Hybrid Policy 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. 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.