Director, North American B2B Secular Shift – B2C Retail & Restaurants

Mastercard•Purchase, NY

1d•Onsite

About The Position

Our Purpose Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together, with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential. Director, North American B2B Secular Shift – B2C Retail & Restaurants There are approximately $8T of B2B Payments in the US & Canada still made by check – with the majority in the US. There are approximately $10T of B2B Payments made by ACH with no remittance data associated with them. Combined, these B2B Payments represent roughly 25% of the global B2B secular shift opportunity. Mastercard’s Commercial & New Payments Flows North America (NAM) Business is responsible for driving Gross Dollar Volume (GDV) growth through secular shift. We are looking for a Director, North American B2B Secular Shift – B2C Retail & Restaurants to help drive growth in the segment through the commercialization of our solutions and value proposition. This role involves engaging clients, identifying high-potential opportunities, building a strong and dynamic sales pipeline, and closing deals.

Requirements

B2C Retail & Restaurants Obsessed: You have a deep, hands on understanding of POS and Invoice Payments in the B2C Retail & Restaurants Segment, understand the systems and infrastructure that supports this segment, understand the payment options those systems allow for, and understand issuer and acquirer behavioral drivers. You bring empathy for their constraints and clarity on what truly motivates behavior change.
Driven by momentum and a sense of urgency: You operate with pace. You move ideas into action quickly, prioritize what matters most, and push through obstacles to keep initiatives moving forward.
Catalyst for transformation: You are motivated by shifting entrenched behaviors, particularly moving legacy payment flows (cash, check, ACH) toward modern, card based solutions. You see both the customer value and the growth opportunity in that shift.
Commercially sharp: You naturally connect customer needs to business outcomes. You can identify high value use cases, articulate compelling value propositions, and translate strategy into adoption and spend growth.
Influential leader: You lead through influence, not hierarchy—bringing together product, sales, marketing, and operations partners around a shared goal and clear execution plan.
Data guided, customer grounded: You balance quantitative insight with qualitative understanding, using both to prioritize, make decisions, and tell a clear story to senior leaders.
Ownership mindset: You act like an owner—taking accountability for outcomes, learning quickly, and continuously raising the bar for results.

Responsibilities

Lead and execute the B2C Retail & Restaurants Secular Shift go-to-market strategy across NAM, focusing on both existing and new issuer partners and new distribution channels, expanding Mastercard’s footprint, growing market share, and expanding our leadership position in the B2C Retail & Restaurants segment.
Work cross-functionally across the broader Commercial and New Payment Flows team partner and cross-sell our solutions.
Partner closely with Account and Business Development teams to engage clients, identify high-potential opportunities, build a strong and dynamic sales pipeline and close deals.
Drive commercialization efforts by working cross-functionally with stakeholders from Finance, Sales, Marketing, Franchise, and Customer Delivery to ensure seamless execution of segment initiatives and adequate resources for its success.
Ensure our B2C Retail & Restaurants needs-based and customer centric narrative is driven throughout the organization and with our customers and prospects.
Support client-facing negotiations, leading or co-leading key deals, ensuring specific segment incentives are included in deals, and aligning Mastercard’s value proposition with client needs.
Track and manage pipeline performance by using SFDC and commercialization tools and processes that enable timely follow-up, issue resolution, and traction across the region.
Champion internal alignment across all product groups, Finance, Sales Excellence to generate buy-in and momentum from all relevant stakeholders, including senior leadership.
Develop and promote SMB growth strategies, identifying best practices and scalable models that drive measurable results in issuer portfolios.
Foster sales enablement by creating compelling client materials, training sessions, and use-case content tailored to SMB needs and opportunities.

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