Sr. Director, Visa Direct Sales

Visa•San Francisco, CA

13d•$312,700 - $547,200•Onsite

About The Position

Visa Direct is seeking a senior account management leader for a portfolio of more than 40 North America-based global mid-tier remittance clients. The role drives retention, transaction and revenue growth, operational performance, and expansion across corridors, endpoints, products, and services. The leader develops the Account Management team, establishes a differentiated portfolio coverage model, and aligns resources to client value, growth potential, complexity, lifecycle stage, and risk. Success requires commercial judgment, executive client engagement, portfolio discipline, and strong cross-functional leadership. The role is accountable for portfolio growth, retention, and financial performance; identifying opportunities and risks; and mobilizing Sales, Product, Commercialization, Pricing, Finance, Treasury, Network, Client Services, Operations, Risk, Compliance, Legal, and regional teams around clear actions. The Senior Director leads the team, operating model, and commercial discipline needed to retain and grow the installed remitter portfolio, with accountability for client, financial, and strategic outcomes. Visa requires at least three days in the office; expectations for these days will be confirmed by the Hiring Manager. Work hours vary according to department needs, and the position requires 5–10% travel. The role is performed in an office setting and involves sitting and standing at a desk, communicating in person and by telephone, and frequently operating standard office equipment such as telephones and computers.

Requirements

At least 12 years of work experience with a Bachelor’s Degree, at least 10 years with an Advanced degree (e.g., Master’s, MBA, JD, or MD), or a minimum of 5 years with a PhD.
Bachelor’s degree or equivalent practical experience required.
Proven people leadership and success delivering portfolio growth, retention, adoption, revenue, and share across a broad, complex client base.
Ability to balance high-touch strategic engagement with scalable coverage and manage concentration, retention, contractual, operational, and commercial risks.
Strong knowledge of cross-border money movement, card, account, and wallet models, foreign exchange, pricing, commercial structures, and client economics.
Experience guiding clients through implementation, launch, ramp, optimization, expansion, renewal, and remediation.
Strong analytical and financial acumen, including forecasting, performance diagnosis, business cases, and commercial decisions; familiarity with CRM and portfolio analytics tools.
Executive presence and excellent communication, influencing, and negotiation skills, with the ability to simplify complex issues and drive alignment.
Demonstrated success leading in a global, matrixed environment, developing talent, and influencing without direct authority.

Nice To Haves

15 or more years of experience with a Bachelor’s Degree, 12 years with an Advanced Degree (e.g., Master’s, MBA, JD, or MD), or a PhD with 9 or more years of experience.
12 or more years of progressive experience in payments, money movement, financial services, or related technology, including cross-border payments or remittances.
Experience designing tiered coverage models and improving account planning, forecasting, pipeline management, executive engagement, renewals, and execution.

Responsibilities

Own the installed-portfolio account management plan and deliver agreed transaction, net revenue, retention, yield, and growth objectives with accountable partners.
Set client priorities across corridors, endpoints, products, use cases, and value-added services.
Maintain accurate forecasts, diagnose performance, and lead corrective action on growth, concentration, and execution risks.
Partner across functions on pricing, foreign exchange, incentives, contracts, revenue leakage, billing, and renewal economics.
Build trusted, multithreaded relationships with senior client leaders and translate client strategy, economics, priorities, and technology roadmaps into actionable account plans.
Drive retention, renewals, share-of-wallet, and expansion across corridors, endpoints, use cases, products, and services.
Lead annual planning, executive business reviews, and strategic discussions for priority clients.
Maintain a consistent portfolio-health and churn-risk view, with intervention plans for at-risk, dormant, declining, or underpenetrated clients.
Partner with Sales on installed-client expansion, negotiations, and account priorities while retaining primary accountability for existing-portfolio growth and retention.
Maintain account management accountability across implementation, launch, ramp, optimization, expansion, renewal, and remediation, with effective cross-functional handoffs.
Establish launch, adoption, and performance milestones aligned to approved client business cases.
Lead senior client communication, escalation, and commercial follow-through for material incidents while operational and technical teams resolve them.
Coordinate improvements in authorization, routing, settlement, exceptions, returns, network, and service performance.
Govern recovery plans for delayed, unstable, or underperforming programs and ensure complete account documentation and continuity plans.
Segment the portfolio by revenue, growth potential, strategic value, complexity, lifecycle stage, and risk.
Define differentiated coverage models, service levels, engagement standards, and escalation paths.
Allocate and rebalance Account Manager capacity to prioritize the highest-value opportunities while maintaining appropriate scaled coverage.
Standardize account plans, pipelines, forecasts, business reviews, renewal readiness, reporting, playbooks, analytics, and client-management tools.
Lead weekly, monthly, and quarterly portfolio cadences and maintain succession coverage for strategic relationships.
Maintain a qualified expansion pipeline across corridors, endpoints, use cases, products, services, and program enhancements, with clear stages, value, dependencies, actions, and timing.
Transition and collaborate qualified opportunities effectively to Sales, Solutioning, Product, Pricing, and implementation teams.
Maintain visibility into expirations, renewal windows, commitments, incentives, obligations, and dependencies, and initiate action before key decision points.
Partner with cross-functional and regional teams to remove commercial, product, network, treasury, and operational barriers to growth.
Translate recurring client needs into scalable product, process, network, policy, or service improvements and represent portfolio priorities in roadmap discussions.
Coordinate with receiving-market and regional stakeholders to expand priority corridors and capabilities.
Ensure account strategies and programs meet contractual, regulatory, compliance, risk, and operational requirements.
Lead, coach, and develop a high-performing Account Management team with clear client, financial, and strategic objectives.
Set consistent standards for account strategy and planning, client access, opportunity development, execution, decision rights, and performance.
Build team capability in commercial management, remittance economics, cross-border operations, analytics, and executive engagement through regular coaching and account reviews.
Own workforce planning, hiring, onboarding, retention, development, and succession.
Create a culture of accountability, client advocacy, collaboration, data-driven decisions, proactive resolution, and effective influence without direct authority.