Sr. Director

Visa•New York, NY

9d•$240,000 - $420,000•Hybrid

About The Position

The Senior Director, Commercialization & Go-To-Market for Visa Government Solutions (VGS) North America provides visionary leadership and leads the end-to-end commercialization process to support continued growth through targeted public-sector solutions and go-to-market execution. The role develops partnerships and vertical strategies, sales enablement, pricing frameworks, marketing and events, and launch execution plans to accelerate revenue and strengthen Visa’s position in government use cases. It manages the regional Solution team and coordinates cross-functional teams to adapt Visa products and solutions to government use cases and regional needs, while developing strategic partnerships with GovTech organizations. The role is accountable for realizing revenue from signed deals, tracking performance, and removing operational or commercial barriers to delivery. It operates with significant autonomy, shaping mid- to long-term strategy, influencing executive leadership, and driving organizational impact across regions. The position reports to the Global VGS Head and indirectly to the Regional VGS Lead in North America, serving as a link between the Global Center of Excellence and regional Sales teams. It accelerates the exchange of global learnings and market feedback and supports near- and long-term FY30 goals. The position requires at least three days in the office, with the specific days confirmed by the Hiring Manager. Hours vary according to department needs, and travel is 5–10% of the time. The work is performed in an office setting and involves sitting and standing at a desk, communicating in person and by telephone, and frequently using standard office equipment such as telephones and computers.

Requirements

At least 12 years of work experience with a bachelor’s degree; or at least 10 years with an advanced degree such as a master’s, MBA, JD, or MD; or at least 5 years with a PhD.
Minimum of 15 years of career experience, with a strong focus on strategy, business development, and commercialization.
Strong strategy-development and commercial capabilities, including experience with pricing strategy, deal structuring, and revenue accountability.
Ability to lead in a matrixed environment and influence senior stakeholders.
Hands-on experience launching products through direct and indirect channels.
Excellent communication skills and comfort engaging with C-suite executives and operational teams.
Experience managing solution design for complex client segments.
Demonstrated ability to manage multiple teams and/or a vertical, with a focus on mid- to long-term strategic planning and organizational impact.
Experience operating at the executive level and influencing and collaborating with senior leadership to drive business transformation.
Ability to travel 5–10% of the time.

Nice To Haves

15 or more years of experience with a bachelor’s degree, or 12 years with an advanced degree such as a master’s, MBA, JD, or MD, or 9 or more years with a PhD.
A proven record in B2B product commercialization and go-to-market strategy, ideally for software-centric or government-focused solutions.
Familiarity with GovTech and/or the payments ecosystem in the region and with government procurement processes.

Responsibilities

Develop and implement a prioritized, multi-year go-to-market strategy for VGS to achieve revenue objectives.
Develop growth verticals, such as postal networks, health departments, and GovTech platforms, aligned with regional revenue priorities.
Define market archetypes and use-case-based solution propositions, including go-to-market-ready ecosystem partners and enablers.
Develop pricing frameworks and deal structures that reflect segment economics and delivered value.
Partner with the VGS Center of Excellence to evaluate and implement changes to Visa operating-system rules and policies so Visa remains competitive across prioritized payment channels.
Engage and align with regional and market Government Affairs, including ensuring compliance with PPLC policy.
Lead and support the Regional Solution Lead in adapting Visa products to government use cases and regional requirements.
Ensure solution designs meet government clients’ regulatory, functional, and commercial needs.
Partner with Global Solutions and regional product teams to influence roadmap priorities using regional insights and client feedback.
Connect Visa’s core capabilities with relevant emerging GovTech trends to drive innovation.
Manage the Regional Partnerships function and develop strategic partnerships with GovTech providers, system integrators, and other ecosystem participants.
Execute global partnerships in the region, aligning with global commercial frameworks while tailoring approaches to local market needs.
Create partnership models that accelerate adoption and enable joint government-client solutions.
Build and maintain internal and external executive relationships to expand Visa’s influence and develop the ecosystem.
Own revenue realization for signed deals by tracking performance and removing blockers across contracting, onboarding, and delivery.
Build relationships with regional stakeholders, including Visa Direct, Visa Commercial Payment Solutions, Client Success, and Visa Consulting & Analytics, to align plans and resources.
Work with Global Sales Enablement and Marketing to deliver regional go-to-market initiatives, including localized sales plays, events, training, and onboarding, aligning pre- and post-sales efforts to drive adoption and revenue growth.
Implement 90- and 180-day review cycles to assess deal performance, customer feedback, and competitive changes.
Use market and deal insights to inform go-to-market and pricing updates and improve product-market fit.