Director, Small Business Sales Specialist
About The Position
Mastercard's North America (NAM) Small Business Segment (SMB) team is responsible for advancing Mastercard’s efforts to address the needs of small businesses. We are looking for a Director, Small Business Sales Specialist for the North American market 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. In this SMB commercialization role within the Regional SMB Segment team, the successful candidate will lead and execute the SMB go-to-market strategy across North America, focusing on both existing and new issuer partners, like New Distribution Channels, to expand Mastercard’s footprint, grow market share, and expand our leadership position in the SMB segment. The role also involves working cross-functionally across the broader Commercial and New Payment Flows team (inclusive of Transfer Solutions and Corporate Solutions) to partner and cross-sell our solutions. Partnering closely with Account and Business Development teams to engage clients, identify high-potential opportunities, build a strong and dynamic sales pipeline and close deals. Driving commercialization efforts by working cross-functionally with stakeholders from Product, Account Management Marketing, Franchise, and Customer Delivery to ensure seamless execution of SMB initiatives and adequate resources for its success. Ensuring our SMB needs-based and customer centric narrative is driven throughout the organization and with our customers and prospects. Supporting client-facing negotiations, leading or co-leading key SMB deals, ensuring specific SMB incentives are included in deals, and aligning Mastercard’s value proposition with client needs. Tracking and managing pipeline performance by using SFDC and commercialization tools and processes that enable timely follow-up, issue resolution, and traction across the region. Championing internal alignment across all product groups, Finance, Sales Excellence to generate buy-in and momentum from all relevant stakeholders, including senior leadership. Developing and promoting SMB growth strategies, identifying best practices and scalable models that drive measurable results in issuer portfolios. Fostering sales enablement by creating compelling client materials, training sessions, and use-case content tailored to SMB needs and opportunities.
Requirements
- Deep experience and expertise within the financial services and payments ecosystem.
- Experience in building new enterprise relationships with partners that are completely unfamiliar with your solution.
- Experience developing, owning, and driving strategic direction - particularly in a heavily matrixed cross-functional environment.
- Credible thought leader that can work alongside key customers in building out their payments and overall small business strategies.
- Proven ability to bring products and solutions together to meet specific segment needs.
- Background in understanding the unique needs that SMBs have for their needs.
- Strong intellectual curiosity and function with a high level of autonomy, proactively seeking answers to tough questions.
- Able to work autonomously and drive a program with cross-functional partners.
- Strong sense of urgency and influencing skills.
- Relentless drive to achieve desired outcomes.
Nice To Haves
- Bachelor’s degree preferred
Responsibilities
- Lead and execute the SMB go-to-market strategy across North America, focusing on both existing and new issuer partners, like New Distribution Channels, to expand Mastercard’s footprint, grow market share, and expand our leadership position in the SMB segment.
- Work cross-functionally across the broader Commercial and New Payment Flows team (inclusive of Transfer Solutions and Corporate Solutions) to 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 Product, Account Management Marketing, Franchise, and Customer Delivery to ensure seamless execution of SMB initiatives and adequate resources for its success.
- Ensure our SMB 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 SMB deals, ensuring specific SMB 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
- 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
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Director
