Director, Cross-Border Business Development

Mastercard•Purchase, NY

1d•$182,000 - $291,000•Onsite

About The Position

The Director, Business Development is dedicated to the NAM region with a focus on driving the commercial success of our referral agreement with Corpay XB B2B payments business in their market. This role sits at the intersection of sales, product management, and customer engagement, ensuring that Corpay’s cross-border B2B products are effectively pitched to our FI partners, objections are handled appropriately, and sales are referred and then closed. This role will report directly to the North America regional CNPF lead and have a dual line reporting into the Global Transfer Solutions organization to ensure speed, customer centricity and execution of partnership in a systemic manner. As a Director of Business Development, you are a sales-driven professional with a deep understanding of local market dynamics, FI customer needs, payments & XB products positioning. You will work closely with Account Management teams, Transfer Solutions leads, and other key market stakeholders to execute the joint go-to-market strategy with Corpay cross-border business, drive volume and revenue growth, and ensure customer satisfaction as part of the referral agreement.

Requirements

Demonstrated experience in business development and sales across the region, preferably in B2B payments
In depth understanding of the payments industry, and specifically cross-border B2B payments
Proven ability to develop and successfully execute on quantifiable business plans, experience in pipeline management through strong sales methodology adoption
Strong business acumen with excellent negotiation capabilities and demonstrated influencing skills
Ability to develop and maintain high quality relationships across stakeholders in organization and C-suite level of customers/partners
Ability to thrive in a new and fast paced environment and work effectively in a highly matrixed organization
Analytical skills combined with operational experience
Superior presentation and communication skills
Fluent in English, additional languages are a plus

Responsibilities

Learn Corpay’s Cross Border B2B Payments business value proposition and product solutions.
Learn about pre and post sales activities from Corpay such as onboarding and Implementation to be able to facilitate and expedite closing on deals.
Work with Regional CNPF Lead, Regional Transfer Solutions Lead, Regional President and Divisional Presidents to curate a target list of FIs by tier to refer to Corpay based on quality of Mastercard relationship, FI's current payment offering, FI's current payment providers/partnerships, customer base and market opportunity.
Keep track of Mastercard Move product roadmap and discern Move sales opportunities if Corpay’s Cross Border B2B Payments solution is not appropriate.
Build relationship with Mastercard Account Management teams to promote the referral business.
Work with account management to ensure the referral list is systematically maintained and executed, escalate if progress slows down
Own end-to-end pipeline management, managing pipeline reporting.
Monthly management review of FI sales Pipeline & client activity internally at regional level reporting into a global view.
Attend meetings between account managers and FIs to ensure the topic is well introduced and accurately described
Ensure full, quality handover details are provided to Corpay, with all the above information, plus FI stakeholder mapping.
Attend joint meetings between account managers, FI and Corpay
Closely track reasons for referral success/failure for internal stakeholders by maintaining lessons learned by actively engaging ad-hoc and during regular reviews with Corpay and Global teams

Benefits

insurance (including medical, prescription drug, dental, vision, disability, life insurance)
flexible spending account and health savings account
16 weeks of new parent leave
up to 20 days of bereavement leave
80 hours of Paid Sick and Safe Time
25 days of vacation time
5 personal days
10 annual paid U.S. observed holidays
401k with a best-in-class company match
deferred compensation for eligible roles
fitness reimbursement or on-site fitness facilities
eligibility for tuition reimbursement