Director, Specialist Sales
About The Position
Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart, and accessible. Using secure data and networks, partnerships, and passion, our innovations and solutions help individuals, financial institutions, governments, and businesses realize their greatest potential. Our decency quotient (DQ) drives our culture and everything we do inside and outside of our company. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all. Across North America (U.S. & Canada), Small, and Medium Businesses (SMEs) are essential to economic growth, contributing significantly to employment and GDP. However, small businesses often face payment inefficiencies, relying on manual, cash, and check-based transactions that limit growth and financial access. Mastercard is dedicated to enabling businesses to grow and thrive in a digital-first economy. Our rallying cry is “Empowering Every Business, Everywhere”—this segment is central to Mastercard’s growth strategy, given its importance in the payments ecosystem as both payers and acceptors of electronic transactions. The SME team is looking for a Director, SME Sales Specialist to drive revenue growth and expand Mastercard’s presence in this segment. This role requires a consultative sales skill set to help channel partners utilize Mastercard offerings to support their SME customers.
Requirements
- Passionate about “Empowering Every Business, Everywhere” and the idea of democratizing access to digital payments and financial tools for MSMEs.
- Proven experience engaging internal and external commercial and technical stakeholders to drive solution development and adoption.
- Strong background in sales, business development, or account management within financial services, fintech, or payments.
- Experience working with FinTech's and alternative payment providers to drive innovation in B2B transactions.
- Strong relationship management, influencing, and communication skills.
- Self-motivated, a quick learner, and able to manage multiple priorities in a fast-paced environment.
- Bachelor’s degree (required)
- English required
Nice To Haves
- Advanced degree preferred.
Responsibilities
- Own and execute a revenue-driven sales strategy to grow Mastercard’s SME segment share across North America via channel partners.
- Develop and maintain a robust sales pipeline, leveraging data-driven insights to prioritize high-impact opportunities.
- Identify and engage potential customers through direct outreach, partnerships, and market intelligence.
- Understand Channel Partner pain points in servicing their small businesses and tailor Mastercard’s solutions to address their unique challenges, including payment acceptance, spend management, and digital transformation.
- Position Mastercard’s SME product suite—both core and through strategic partnerships—to maximize client value.
- Manage the end-to-end sales process, from qualifying leads to negotiating contracts and closing deals.
- Expand Mastercard’s reach by developing and managing relationships with FinTech's, acquirers, issuers, and other ecosystem players.
- Engage directly with customers and partners to position Mastercard solutions, negotiate deals, and drive conversions.
- Represent Mastercard at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the SME space.
- Track and analyze performance metrics, adjusting sales tactics and strategies as needed to exceed growth targets.
- Support go-to-market execution by collaborating with product, marketing, and partnerships teams to enhance Mastercard’s SME solutions.
- Analyze market trends, competition, and SME lifecycle journeys to inform product and sales strategies, driving differentiation and innovation.
- Identify and drive partnership opportunities to improve value propositions and expand distribution channels.
- Identify and drive innovation in B2B and supply chain finance, integrating Mastercard’s capabilities with key industry players.
- Develop sales enablement tools and training materials to support SME-focused sales colleagues.
Benefits
- Competitive base salary
- May be eligible for an annual bonus or commissions depending on the role
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Director
