Director, Business Development Executive

Visa•San Francisco, CA

3d•$178,300 - $285,600•Hybrid

About The Position

The U.S. Fintech Team is responsible for establishing, managing, and growing Visa’s relationships with a broad range of fintech clients across North America. The team partners with leading and emerging players across neobanks, brokerages, remittance providers, B2B and commercial fintechs, digital wallets, embedded finance platforms, BNPL providers, and crypto and digital asset companies. Our mandate is to help these clients scale by leveraging Visa’s network, products, and ecosystem while supporting innovation across payments and financial services. Within the Fintech Team, the Consumer Fintech BD team focuses specifically on expanding Visa’s partnerships across the U.S. consumer fintech ecosystem. We are the “hunters” who bring new fintech relationships to Visa, including neobanks, personal lending platforms, established remitter and brokerage platform as well as emerging players in the fintech ecosystem. The team also serves as a bridge between the market and Visa’s internal product and strategy teams, ensuring ecosystem insights inform go‑to‑market execution and product development. As Director, Consumer Fintech Business Development, you will be responsible for expanding Visa’s role across the US Consumer Fintech ecosystem. This role focuses on identifying, structuring, negotiating, and executing partnerships with a broad range of consumer-facing fintech clients, while driving adoption of Visa’s payments capabilities. The role requires a strong mix of sales experience, ecosystem knowledge, and technical fluency, with the ability to translate client needs into practical, scalable opportunities for Visa. This is an enterprise-level, quota-carrying role. You will own a significant revenue target and be measured on your ability to win net-new partnerships across Visa’s consumer fintech solutions – including card programs (fiat and stablecoin-linked), Visa Direct’s real-time money movement capabilities, risk services, and debit processing – with particular emphasis on card issuance and money movement. You will build a durable pipeline that increasingly blends high-quality inbound demand with proactive, thesis-driven outbound prospecting. You will report to the Head of US Consumer Fintech Business Development.

Requirements

10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD
Direct sales, business development or partnership experience, including substantial client-facing experience (communicating difficult messages, managing negotiations and translating internal positions into compelling external narratives).
Demonstrated ownership of deals from prospecting through contracting and closure, ideally including enterprise or large, complex commercial agreements.
Payments experience with exposure or direct experience working on card programs at a fintech, program manager, acquirer or issuer processor, BIN sponsor or payments network
A track record of successful outbound prospecting, with the grit, creativity and determination to build relationships and pipeline from a cold start
Working knowledge of real-time money movement (e.g. Visa Direct) and the competitive landscape, including ACH, FedNow, Mastercard Send and Plaid-enabled solutions
Experience navigating complex, multi-stakeholder deals and operating effectively within a large, matrixed organization.
Meticulous organization and attention to detail, with the judgment to know which priorities are critical and which can flex while juggling many deals at once.
Executive presence and the ability to hold your own under pressure with senior internal and external stakeholders.

Nice To Haves

12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD

Responsibilities

Be part of Visa’s US Fintech team, which is responsible for all client and revenue efforts.
Work closely with product teams, account executives, and other Visa key stakeholders to on sales and partnership efforts across the crypto ecosystem.
Own the end-to-end sales cycle for new consumer fintech partnerships, including identifying and qualifying opportunities (both inbound and outbound), client solutioning, commercial negotiations, contracting and implementation.
Build and maintain a portfolio of 25+ concurrent relationships at varying deal stages, prioritizing your time and attention based on revenue impact and strategic importance.
Carry and deliver against a significant revenue target, winning a combination of net-new partnerships and capturing share from competing payment networks within existing fintech portfolios.
Serve as the external facing expert on fintech and payments, educate key clients on the ecosystem and opportunities with Visa solutions (e.g., traditional debit, credit and prepaid issuance, stablecoin issuance, money movement, debit processing and risk products)
Drive outbound prospecting into emerging fintech segments – develop a forward-looking, thesis-driven point of view on categories poised to grow, and build relationships ahead of the market.
Navigate complex, multi-stakeholder deals across legal, compliance, finance and product to bring agreements over the line.
Influence and provide market feedback and knowledge sharing to cross-functional teams and executive leadership.