Enterprise Account Executive - Mastercard Identity
About The Position
Mastercard Identity (formerly Ekata) helps the world's largest companies see through fraud before it happens. Our API and web-based portal products deliver identity enrichment data that sharpens the precision and recall of customers' fraud models, processes, and rules, cutting third-party and identity fraud, reducing false positives, and increasing automation so fewer good customers get held for manual review. Mastercard Identity is looking for a Director, Specialist Sales, to backfill an open territory on our Enterprise team. This role is within the Mastercard Identity organization and will be focused on the largest online businesses and Fintechs.
Requirements
- Enterprise selling/hunting experience, carrying and exceeding an individual new-business quota against large ($500M+ revenue) accounts.
- Direct selling experience in fraud, payments, or identity, ideally with API/data products sold to technical and risk buyers.
- Track record of running consultative, multi-threaded sales cycles with Fraud, Payment Risk, or Trust & Safety leaders, not just IT or procurement.
- Comfortable navigating long, technical sales cycles involving data science and engineering evaluation.
- Ability to build pipeline independently rather than relying primarily on inbound or SDR-sourced leads.
Responsibilities
- Own new-logo acquisition and expansion across a named book of Enterprise accounts.
- Sell directly to Fraud, Payment Risk, and Trust & Safety leaders who own the build vs. buy decision on identity data.
- Run point-of-view-led, consultative sales cycles that connect Mastercard -Identity's data to a prospect's specific fraud loss, false-positive, and automation problems.
- Operate collaboratively within Mastercard's broader account relationship model, partnering with regional Mastercard account teams and Identity's central Product & Technology teams to close and expand deals.
- Prospect and self-source pipeline into net-new Enterprise accounts in fraud-intensive industries (marketplaces, e-commerce, gaming, financial services, on-demand/gig platforms).
- Build and defend a qualified pipeline using a structured qualification framework, with clear economic buyers, business consequences, and decision timelines on every deal.
- Multi-thread every opportunity: no single-threaded deals carried into forecast.
- Navigate technical and business buyers (fraud ops, data science, engineering, risk leadership) to build consensus and drive adoption.
- Represent Mastercard Identity at industry events and with prospects as a trusted advisor on identity fraud trends and the regulatory landscape.
- Forecast accurately and manage a rolling pipeline against quota, in partnership with sales leadership.
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
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
