Navigating success in Latin America with Nico Lutz

Nico brings a unique background and perspective, having transitioned from regulatory compliance consulting to the world of identity verification solutions. Let's hear from him about his role, the opportunities in LATAM, and what excites him about the future.

Q: Can you start by introducing yourself and sharing a bit about your background? 

Nico: Absolutely. My name is Nico, and I joined Veriff in August 2022 as a Customer Success Manager. Before this, I worked in regulatory compliance consulting, mainly assisting electronics manufacturers with entering the Latin American market. My background is in business development, project management, and account management. Growing up in a multicultural home where I spoke Spanish as my first language and traveling extensively through South America in my twenties helped shape my perspective and experiences. All of this has come together in a meaningful way in my role here at Veriff.

Q: How did you first hear about Veriff, and what attracted you to join the company?

Nico: I learned about Veriff through a friend, Nick Karlsen, who works at the company. He was really excited about the opportunities here, especially within the identity verification (IDV) market. His enthusiasm sparked my interest, and when I went through the interview process, Jason from the People team made the experience incredibly smooth and welcoming. From the first interview with the CSM team, I felt comfortable and confident that this was the right move for me. So, when I received the offer, it was a no-brainer.

Q: Can you describe your current role and what it involves?

Nico: As Veriff’s first CSM for the LATAM region, I manage relationships with our customers across Mexico, Central and South America. I'm their primary point of contact and work closely with our account executives and solutions engineers to ensure their needs and voices are heard within Veriff. My role is all about helping them get the most out of our solutions. It's very collaborative; I work with several internal teams such as product, fraud, quality assurance, legal, and marketing to make sure our customers’ concerns and goals are addressed holistically.

Q: What’s it like working in the Latin American market? Can you talk about the challenges and opportunities there?

Nico: The LATAM market is incredibly dynamic, and no two days are the same. Our team is small but tight-knit, and we thrive on collaboration. It’s exciting to partner with fintech companies in the region that are pioneers in financial inclusion. These companies are doing amazing work by providing access to capital for millions of people through innovative digital solutions.

One of the biggest challenges we face is the prevalence of fraud. Fraud is widespread in Latin America, partly because the regulatory infrastructure hasn't fully caught up with rapid digitalization. Some countries still rely on documents with limited security features, or even paper-based systems, which are easy targets for fraudsters. However, our customers are just as creative and resilient as the fraudsters, and that’s where we come in — to help them stay one step ahead.

Q: Fraud seems to be a constant battle. How does Veriff address these challenges?

Nico: Fraudsters in LATAM are certainly scrappy and creative, but so are our solutions. Veriff offers tools that allow businesses to modernize their onboarding and Know Your Customer (KYC) processes at a relatively low cost compared to the fraud we're helping them prevent. The landscape is constantly evolving, so we need to stay innovative. Our team works closely with customers to identify emerging fraud vectors, and we collaborate with our in-house fraud and solutions engineering teams to develop the most effective solutions. It’s all about being proactive and flexible.

Q: What excites you most about the opportunities in your region?

Nico: The growth potential in LATAM is huge. We’re at the forefront of a digital transformation that’s unlocking access to financial services for people who were previously underserved or completely excluded. Working with companies that are making a tangible difference in people's lives is incredibly rewarding. Every day, we’re helping to create a more inclusive financial ecosystem, and that’s something I’m proud to be a part of.

Q: Veriff's mission is centered around trust and safety on the internet. How do you see this play out in your day-to-day work?

Nico: Trust is at the core of everything we do. For online businesses to operate smoothly, they need to trust that their customers are who they say they are. At the same time, customers need to trust that their personal data and financial information are secure. Veriff bridges that gap by enabling quick and reliable identity verification. For me, this mission plays out every day as I help customers implement our solutions, knowing we’re making the internet a safer place for both businesses and consumers.

Q: Any predictions for the future of the industry or your region, especially with the rise of AI?

Nico: AI is already everywhere, and it's creating new opportunities for businesses and fraudsters alike. One of the most fascinating parts of my job is working with customers to identify new fraud methods, and then collaborating with our teams to counter them. While I don't have any concrete predictions, I do know that we’re in good hands with some of the brightest minds working on the fraud-fighting technologies of tomorrow. Staying ahead of these challenges is crucial.

Q: For someone considering joining Veriff, especially on the CSM team, what advice would you give them?

Nico: My advice would be not to shy away. Ask questions, be curious, and build relationships beyond your immediate team. At Veriff, everyone is approachable, and there’s a real opportunity to have an impact, no matter your role. Be open to stepping outside your comfort zone — you’ll grow both personally and professionally in the process.

Q: Anything else you'd like to add?

Nico: I’d just like to say that while every job has its ups and downs, the relationships I’ve built with my colleagues have really grounded me. We all know what we’re working towards, and that shared mission keeps us focused. I don’t know if this feeling is unique to Veriff, but I certainly feel it here more than at other companies I’ve worked for.