Director, Sales Territory & Strategy

Mastercard • Boston, MA

3d • Remote

About The Position

Director, Territory Overview: Mastercard is investing in a transformation of our global sales incentives across plan design, data transformation, systems implementation and operations. This transformation is a critical step in modernizing how we reward performance, scale our selling motions, evolve pipeline performance and support sustained growth. This initiative upgrades sales incentives across the enterprise to market‑benchmarked, globally aligned programs, while significantly improving transparency, governance, and operational efficiency. The Director, Sales Territory & Strategy is responsible for the execution of transformation and subsequent operations the strategy, design, and operations of the enterprise sales incentives territory structure and crediting logic. This includes developing and implementing globalized frameworks and practices for customer assignments and strategic territory development across the three business lines, verticals and their regional partners. Cross-functional responsibilities include collaboration and impact analysis with sales incentives, reporting and process improvements underpinned by business insights and analytics.

Requirements

• Experience in designing and operating standardized program frameworks and governance structures
• Ability to translate insights into actionable plans
• Strong business acumen and commercial awareness
• Strategic and collaborative work approach across various business lines, functions, and regions
• Excellent managerial, interpersonal, written, and verbal communication skills

Responsibilities

• Global territory ownership & governance: Maintain all regional, generalist, specialist, and overlay assignments, ensuring clear coverage, non-duplication, and consistent global standards.
• Customer lifecycle coverage mapping: Align territory coverage to customer lifecycle stages (acquire, grow, retain, expand) to ensure appropriate role engagement and handoffs.
• System of record accuracy: Own completeness and accuracy of territory, account, and assignment data in the system of record, including data quality controls and change management.
• System of record operations: Partnership with the SAP ICM lead to ensure alignment on data integration, versioning, approvals, and downstream alignment with compensation plans and reporting.
• Customer structure alignment: Ensure territories and coverage align to franchise, legal entity, and finance customer hierarchies to support crediting, forecasting, and reporting integrity.
• Coverage effectiveness analytics: Analyze average revenue size, capacity, and ROI by role and segment to inform optimal role-to-customer alignment and coverage models.
• Unassigned customer deployment: Regularly identify and deploy unassigned or orphaned customers to appropriate sellers on a defined cadence to minimize coverage gaps.
• Cross-functional coordination: Partner with Sales, Finance, Incentives, and Sales Enablement across Core and CNPF and Global Sales Excellence to support annual planning, in-year changes, and downstream impacts to quotas and incentives.

Benefits

• insurance (including medical, prescription drug, dental, vision, disability, life insurance)
• flexible spending account and health savings account
• paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave)
• 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees