Principal, Business Development – Digital Wallet & Co Brand Partnerships

Mastercard • Washington, DC

9d

About The Position

This role is responsible for driving growth across Mastercard Services within the USFI Specialty Co Brand portfolio, partnering closely with cross functional teams and senior client stakeholders to originate, shape, and close revenue opportunities. Mastercard Services delivers solutions across Business & Market Intelligence, Customer Acquisition & Engagement, Security Solutions, and Open Finance.

As a Principal on our USFI Business Development team, you will build pipelines, create demand, and close opportunities by positioning these capabilities with senior client stakeholders. The ideal candidate brings consultative enterprise sales experience, strong business and analytical acumen, and the ability to navigate complex, multi stakeholder decision processes to deliver measurable revenue outcomes.

This individual contributor role supports digital wallets and co brand partnership across the digital ecosystem. You will own the end-to-end Services relationship such as account planning, opportunity identification, solution shaping, deal execution, and expansion. You will coordinate globally to ensure consistent Services strategy, pipeline, and delivery across stakeholders and regions. Success will be measured by pipeline creation, closed won revenue, renewal/expansion performance, and sustained executive engagement.

Requirements

• Demonstrated ability to develop and execute go to market strategies and revenue generating programs with partners at both strategic and tactical levels.
• Payments platform experience, including digital wallets and tokenized payments, and a strong understanding of issuer, network, and partner ecosystems.
• Proven success in consultative enterprise sales, account/partner management, or business development, including sourcing, shaping, and closing complex deals.
• Ability to navigate and influence matrixed organizations, aligning stakeholders across sales, product, legal, finance, and delivery.
• Experience coordinating global stakeholders and driving alignment across geographies, including building operating cadences, prioritization frameworks, and executive level readouts.
• Executive presence with excellent written and verbal communication skills, including the ability to present, negotiate, and drive decisions with senior leaders.
• Strong analytical and business acumen, including experience building business cases, tracking pipeline/forecast, and measuring performance against targets.
• Bachelor’s degree required

Nice To Haves

• MBA or relevant postgraduate degree preferred.

Responsibilities

• Own the Services growth strategy plan across digital wallet/payment platforms, broader digital partnership initiatives, and the co brand card program, including P&L accountability.
• Lead the full sales lifecycle—from qualification through scoping/pricing, business case development, contracting/negotiation, and kickoff—ensuring clear value, ROI, and deal governance.
• Build and maintain a prioritized pipeline by originating new opportunities and expanding existing engagements across Customer Acquisition & Engagement, Personalization, Market Insights, Security, and Open Banking.
• Develop executive ready narratives, pitches, and proposals; tailor messaging to different stakeholder audiences and win alignment through compelling storytelling and data backed insights.
• Translate client priorities into solution designs and structures that meet objectives, manage risk, and accelerate time to value for complex engagements.
• Partner with account management, product leaders, and regional stakeholders to shape integrated go to market motions and scale successful solutions across digital wallet partnerships and co brand card issuers.
• Coordinate globally: establish operating cadence and governance, align priorities across regions and product teams, and ensure consistent pipeline management, messaging, and execution.
• Partner with delivery teams to define scope, align success metrics, remove blockers, and ensure high quality execution that supports renewal and expansion.
• Drive forecast accuracy and performance management, including renewals, upsell/cross sell, and executive reviews aligned to revenue targets.
• Capture and share best practices, contribute to thought leadership, and influence in a matrixed environment to accelerate wins and strengthen partnerships.

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: Mid Level
• Number of Employees: 5,001-10,000 employees