Joaquin Lelo de Larrea Mendez

Sr. Director- Head of Card Not Present (Online Payments) & Financial Institutions Partnerships

2021 - Current

Reporting to the President of the company (from Nov. 2021 to May 2023) • Hired to design, build and lead the Remote Payments(Card Not Present) revenue stream for the company • Hired to accelerate the "path to profitability" for the Card Not Present business and set the company up for a successful IPO • Successful progressive increase in responsibilities by leading an additional business unit for the company - Financial Institutions Management (Transactional Margin Business) • Led 2 business units: Remote Payments & Financial Institutions organizations by building alignment across the company and establishing a shared vision of success across multiple functions/stakeholders • Design and build the long-term strategy & teams towards 2025 while executing short-term plans achieving a 12X revenue growth (from YE 2021 vs. EoY 2023) exceeding committed targets to the board. (Top and bottom line KPI's) As a result of this; promoted. • Build and successfully manage transactional margin initiatives for the company by leading all business relationship with financial institutions (i.e. Acquirers, Issuers, Switches, Networks, Tech Partners, etc.) Other major achievements: • New solutions launched and implemented for the vertical: Link de Negocio, Multi link de Pago, Clip Checkout, QR payments, DCC, Monthly Installments (18 & 24), Deferred Payments and Recurring Payments • Plugins launched and implemented for Clip's Checkout solution with Shopify, Tienda Nube, Woo Commerce, PrestaShop and VTEX. • New payment methods launched and implemented for the vertical: Amex, Food vouchers and Cash at convenience Stores • Successfully negotiated transactional costs with financial institutions for Card Present and Card not Present revenue streams representing more than $3.5 USD in savings on a yearly basis

Limited Partner and Fintech Committee Member (Venture Capital)

2012

Board Member

2020 - 2022

CEO and Board Member

2018 - 2020

Hipocampus is a social company that was founded on the principle that all children deserve high quality care and education. Early childhood development is the most important issue in the modern world. "80% of the brain´s architecture is developed from ages 0 to 6". Hipocampus offers employers a daycare service for its employees to increase productivity, avoid losses and improve well-being. We own and operate the best learning centers to provide superior childcare and education. By partnering with employers, we establish centers and offer premium quality affordable community driven child care and education. Our clients achieve excellent results in talent retention and attraction. "By changing how the story begins, we can change the whole story"

Cofounder and Board Member

2015 - 2019

"Züggig" provides users the ability to have in their devices(desktop/mobiles), a set of products brought to them from All Online stores integrated to the platform. Products are chosen wisely and specifically for each user... "Unique users, Unique products!" ¡One stop buying experience!

Sr. Director - Head of Merchant Specialized Sales - Cybersource Country Head

2016 - 2017

Full P&L responsibility for Cybersource(Payment Gateway - Tokenization - Antifraud Platform) Responsible of implementation for Visa Checkout, Strategic Parnerships and acquirer digital products at a market level Responsible of digital connectivity enablement at a market level for acquirers Responsible of rules and regulations for LATAM

Sr. Director - Acquiring, Airline and Retail verticals

2015 - 2016

Head of Merchant Sales and Solutions Mexico - Sr. Business Development Leader

2014 - 2015

Head of Merchant Services Mexico

2011 - 2014

Main responsibilities: Starting up an e-commerce and payments solutions business, build and grow a merchant network by defining and designing a winning merchant value proposition including pricing, capabilities, value added services and marketplace differentiation. Build and manage sales channels and technical resources according to agreed budgets. Source and negotiate strategic partnerships across a number of merchants, developers or banks to support product acceptance and new product development initiatives. Developing and driving short and long term revenue growth business strategies. Planning and implementing sales and technical activities in order to meet company targets for retention, growth, acquisition, business development and profitability. Recruit, manage, train and motivate direct reporting staff according to company procedures, policy and employment law as well as selecting external agencies.

Merchant Acquisitions Sr. Manager

2006 - 2011

Main responsibilities: Leading a group of experienced account managers throughout Mexico in order to acquire the most important accounts & traditional hold-out merchants for American Express Mexico as well as growing the American Express Card acceptance in Mexico. In charge of the relationship managment and growth for the new merchants acquired. Hiring, training and implementing a high performance Sales Team at a country level. Leading multitasking and multidisciplinary individuals in order to achieve a common objective. Planning marketing campaigns for our new acquired merchants. Responsible of coordinating the business relationship with our issuers(corporate and personal) Developing and executing new profitable business strategies such as pursuing new and non-traditional industries.(vgr. Education, Fuel, Real Estate among others) Developing and executing profitable B2B strategies for all sales channels along with Global Commercial Card for Mexico. Building and managing a lead generation strategy as well as enhancing prospecting tools for all sales channels.

Key Accounts and Holdout Account Manager

2002 - 2006

Main responsibilities: In charge of the relationship management and growth of a customer portfolio representing more than $100 MM USD of volume for the company. Managing the acquisition of new prospects representing more than $20 MM USD on a yearly basis. Providing consultancy to customers and new prospects involving: best practices, industry research and mapping processes in order to find new growth and saving opportunities. Development and implementation of projects with new companies that include non-traditional industries and high volume negotiations. Sales force training, supervision and support at a country level in order to assure the correct performance and achievement of the set goals involving multiple projects. Identifyng and implementing new projects within Mexican territory according to the diversity of the American Express Corporate products.

Regional Manager

2000 - 2000

Main responsibilities: Direction of a muti tasking team in order to carry out Catholic missions throughout New York State. In charge of obtaing and managing sponsorships as well as fund raising in order to keep the regional organization up and running succesfully.

NGO representative at United Nations HQ

2000 - 2000

Main responsibilities: Lobbying, compiling confidential information and formulation of reports for the general management.