Sr Director, B2B Payments Partnerships & Growth

Visa•Foster City, CA

1d•$230,500 - $369,400•Onsite

About The Position

The Senior Director, B2B Payments Partnerships & Growth leads Visa’s North America strategy and market engagement with acquirers, payment facilitators (PayFacs), payment service providers (PSPs), processors, gateways, fintechs, and other acceptance enablers to accelerate B2B acceptance and commercial payment volume. The role builds and scales strategic partnerships that help Visa reach suppliers through the acceptance ecosystem, identifying opportunities across partner merchant portfolios and developing joint growth strategies to expand supplier acceptance and commercial payment volume. It works closely with Visa account executives and relationship owners. The position defines and executes growth strategies across acceptance enablers, prioritizes partners, portfolios, verticals, supplier segments, and payment flows, and develops opportunities to embed B2B acceptance and working capital solutions in partner products and merchant propositions. It leads senior-level partner engagement and complex commercial opportunities from business-case development through structuring, launch, and execution, coordinating across Visa functions. The role uses partner merchant portfolios, sales channels, platforms, technology, and data to identify and activate suppliers and payment flows at scale. It develops repeatable growth models, owns relationship performance—including pipeline, conversion, supplier activation, payment volume, and revenue contribution—and aligns with Visa’s Corporate Buyer and Supplier Enablement teams on routes to market. The role requires at least three days in the office; the Hiring Manager will confirm which days. Travel is 5–10% of the time. Work hours vary with department needs.

Requirements

At least 12 years of work experience with a bachelor’s degree, at least 10 years with an advanced degree, or at least 5 years with a PhD.
Significant sales, business development, and partnership experience, with demonstrated ability to identify market opportunities, originate commercial opportunities, and deliver measurable growth.
Experience developing senior relationships with acquirers, PayFacs, PSPs, processors, fintech platforms, or other merchant acceptance ecosystem participants.
Strong understanding of acquiring, merchant acceptance, and the economics and operating models influencing how merchants accept payments.
Demonstrated ability to develop joint business strategies with large partners and translate them into pipelines, commercial agreements, and measurable outcomes.
Strong analytical and financial capabilities, including portfolio analytics, opportunity sizing, business cases, pricing, incentives, and deal modeling.
Ability to operate in a highly matrixed environment and lead complex opportunities across Sales, Product, Finance, Pricing, Legal, and other functions.
Strong consultative selling skills and ability to translate complex payment capabilities into compelling partner and merchant value propositions.
Strategic and commercially oriented thinking, a challenger mindset, and ability to identify new avenues for growth.
Exceptional executive communication, negotiation, presentation, and relationship-management skills.
Ability to influence senior internal and external stakeholders without direct authority.

Nice To Haves

15 or more years of experience with a bachelor’s degree, or 12 years with an advanced degree; a PhD with 9 or more years of experience.
15 or more years of experience in payments, acquiring, commercial payments, merchant services, fintech, financial services, or related industries.
Experience in commercial payments, B2B payments, commercial cards, working capital solutions, supplier enablement, or related businesses.
Experience building new businesses, commercial capabilities, or routes to market.

Responsibilities

Define and execute Visa’s North America strategy for growing B2B commercial payments through acceptance enablers.
Prioritize enablers, merchant portfolios, verticals, supplier segments, and payment flows based on growth potential.
Develop differentiated growth strategies by enabler type, including embedding B2B acceptance and working capital solutions in partner products and merchant propositions.
Translate market and partner insights into Visa product, pricing, data, and commercialization priorities.
Lead strategic B2B engagement with priority acceptance enablers and build senior executive relationships across the North America acquiring and acceptance ecosystem.
Establish B2B payments as a strategic growth opportunity for partners and develop joint strategies to expand supplier acceptance and commercial payment volume.
Originate and advance complex commercial opportunities from business-case development through structuring, launch, and execution, in partnership with Visa Account Executives, Product, Pricing, Finance, and other functions.
Influence partner product, sales, and commercial priorities to embed B2B acceptance and working capital solutions into merchant strategies.
Use partner merchant portfolios, sales channels, platforms, technology, and data to identify and activate high-potential suppliers and payment flows at scale.
Develop partner strategies targeting priority suppliers, verticals, and use cases with value propositions centered on working capital, cash flow, collections, and operational efficiency.
Build repeatable growth models that embed B2B acceptance into partner sales motions, products, and platforms, progressing opportunities through identification, activation, and sustained payment volume.
Own performance across priority enabler relationships, including pipeline development and conversion, supplier activation, incremental commercial payment volume, and revenue contribution.
Partner with Visa’s Corporate Buyer and Supplier Enablement teams to align opportunities and determine effective direct and enabler-led routes to market.