Director, Business Development, U.S. Fintech Partnerships

Visa•San Francisco, CA

1d•$179,000 - $287,000•Hybrid

About The Position

The U.S. Fintech Business Development team is responsible for winning and growing Visa relationships across the fintech ecosystem. We work with companies spanning neobanking, brokerage and wealth, lending, remittance, B2B and commercial payments, digital wallets, embedded finance, BNPL, crypto and digital assets, and other emerging areas of financial services. We are Visa's fintech "hunter" team, focused primarily on identifying and winning net-new business, including new fintech relationships and competitive opportunities. The team also manages select strategic fintech accounts, helping deepen relationships and identify new opportunities as clients scale. We work closely with Visa product, strategy and other cross-functional teams to bring the right capabilities to clients and ensure market insights inform Visa's broader fintech strategy.

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
Candidates must be based in the San Francisco Bay Area or New York City, or be willing to relocate.
Direct sales, business development, account management, or partnerships experience with substantial client-facing responsibility, including negotiation and management of senior external stakeholders.
Demonstrated ownership of deals from prospecting through contracting and close, ideally involving large or complex commercial agreements.
Payments or fintech experience, with exposure to card issuing, payment networks, issuer processors, program managers, sponsor banks, money movement or related infrastructure.
Strong record of outbound business development, with the ability to build relationships and pipeline from a cold start.
Experience developing and managing relationships with large, sophisticated clients after the initial sale, with a focus on identifying incremental growth opportunities.
Understanding of the payments landscape, including card issuance, real-time money movement and emerging payment models.
Ability to navigate complex deals and operate effectively within a large, matrixed organization.
Strong commercial judgment, organization and attention to detail, with the ability to manage multiple high-value opportunities simultaneously.
Executive presence and credibility 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

Win net-new fintech business by identifying, developing and closing high-value partnerships across the U.S. fintech ecosystem.
Own the end-to-end sales cycle, including prospecting, qualification, solutioning, commercial negotiations, contracting and coordination through implementation.
Build and manage a robust pipeline of opportunities, prioritizing resources based on revenue potential, strategic importance and likelihood of conversion.
Carry and deliver against a significant revenue target, including new client wins and competitive conversions.
Develop a forward-looking view of emerging fintech segments and build relationships with promising companies before opportunities become broadly competitive.
Manage relationships with a select portfolio of large and strategic fintech clients, developing senior-level relationships and identifying opportunities to expand Visa's role over time.
Serve as a trusted partner to fintech executives, connecting client needs with Visa capabilities across issuing, money movement, processing, risk and other value-added services.
Lead complex, multi-stakeholder deals across legal, finance, product, risk, compliance and implementation.
Bring client and market insights back into Visa, influencing product priorities, go-to-market strategy and executive decision-making.
Represent Visa externally with fintech founders, executives, investors and ecosystem partners, including through in-person meetings and client events.