Vice President, Head of NA VCS LMM Sales

Visa•Atlanta, GA

3d•Hybrid

About The Position

Visa Commercial Solutions (VCS) is a rapidly growing team focused on providing innovative payment solutions to businesses and governments worldwide. We collaborate with Financial Institutions, Merchants, Corporates and Fintechs to deliver frictionless experiences that streamline B2B payments and critical business processes such as expense management, compliance, and vendor payments. Our goal is to enhance cash flow, productivity, and efficiency in B2B payments for our clients. Role OverviewReporting to the Head of Commercial & Money Movement Solutions (CMS) for North America, the Vice President, LMM serves as a key strategic leader guiding the direction and performance of Visa's commercial LMM segment in North America, operating in a matrixed model and collaborating deeply with both the VCS NA Head and the CMS NA Head. This executive will lead a sales team and drive revenue growth by delivering Visa's portfolio of commercial payment solutions through our financial institution and fintech partners. Sales Pipeline Ownership & Team Leadership: Oversee the Large Middle Market sales pipeline end-to-end - from origination of new opportunities to deal closure and implementation. The VP will lead a team of experienced sales and relationship managers tasked with driving revenue from both existing issuing clients and new prospects (e.g., signing new bank partners or fintech enablers) in the LMM space. This includes guiding the team in developing account plans for key clients, managing complex RFP processes, and expanding Visa's share with existing issuers through new product offerings and use cases. The VP is accountable for a robust pipeline of significant deals, with regular pipeline reviews and reporting of progress and insights to senior management. Sales leadership duties also involve coaching and developing the team, setting clear performance objectives, and fostering a culture of consultative selling and customer success. Cross-Functional Collaboration & Execution: Champion cross-functional coordination to execute the North America LMM strategy across various Visa business units and product teams. The VP will work closely with groups such as Visa Direct (real-time payments), Visa Cross-Border Solutions, Merchant Sales & Acquiring, Value-Added Services, Government Engagement, and CyberSource to ensure alignment and integration of efforts. The VP will also partner with Product and Technology teams to influence product roadmaps and enhancements for the LMM segment, ensuring Visa's solutions remain competitive and meet corporate client requirements. In this highly matrixed role, the VP must coordinate execution across regional and global teams, breaking down silos to deliver a seamless experience for partners and end-clients. Thought Leadership & Industry Engagement: Act as Visa's thought leader and subject matter expert for the Large/Middle Market segment in North America. The VP will maintain a deep understanding of the competitive landscape - including offerings from other networks banks, and fintech providers - and of emerging trends in corporate payments. They will ensure Visa anticipates and responds to competitive moves and changing customer needs, refining strategy accordingly. Externally, this leader will represent Visa at industry conferences, client forums, and media opportunities as the face of Visa's Large and Middle Market commercial business. Through speaking engagements, thought leadership content, and direct client advisory sessions, they will champion Visa's vision for corporate payment innovation - enhancing Visa's reputation as a leading provider in the commercial payments and corporate treasury space. Internally, the VP will share industry insights and best practices to educate and align Visa's sales, product, and management teams around the needs of large and middle market clients. Executive Stakeholder Management: Build and nurture deep relationships with senior stakeholders both within Visa and across client organizations. Within Visa, the VP will interface with senior executives (including the North America VCS Head, regional presidents, and global product leaders) to influence decisions and secure support for LMM initiatives. They must be adept at communicating opportunities, challenges, and performance of the LMM business to the C-suite, using data-driven insights to recommend course corrections when needed. Externally, the VP will engage with C-level executives of issuing banks, large fintech partners, and key corporate clients, serving as a trusted advisor on commercial payments strategy. The ability to persuade and engage senior leaders is critical, particularly in articulating the business case for new payment solutions and in negotiating complex deals or partnerships. The VP will also liaise with industry regulators and government partners via Visa's Government Engagement team when regulatory or public-sector factors impact the LMM segment. Agency of Change & Culture: Operate as a hands-on, inspirational leader who can drive innovation and change in a highly matrixed, fast-paced environment. The VP is expected to have an “anything-is-possible” mindset and encourage creative problem-solving to overcome obstacles and capture new opportunities. This leader should be omnipresent and highly visible across the organization - breaking down silos, aligning incentives, and mobilizing cross-functional teams towards common goals. They will set the tone for an inclusive, high-performance culture within the LMM team, embodying Visa's leadership principles and coaching others to do the same. By fostering collaboration, celebrating wins, and constructively learning from losses, the VP will cultivate a team environment where members are empowered to take initiative and deliver their best work. Ultimately, this leader's influence should extend beyond their immediate team, inspiring a broader commercial organization that is agile, innovative, and relentlessly focused on delivering value to Visa's partners and clients. This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Requirements

12+ years of relevant work experience with a Bachelor's degree, OR 10+ years with an advanced degree (e.g., MBA), OR 8+ years with a PhD. This should include extensive experience in commercial payments, corporate banking, or financial technology, with progressive leadership roles.

Nice To Haves

15+ years of experience (with an advanced degree preferred) in financial services or fintech companies, specifically in commercial payments or B2B financial solutions targeting large or middle market corporate clients.
Deep knowledge of the B2B payments ecosystem is essential, including experience with corporate card programs (Travel & Entertainment cards, Purchasing cards), virtual card solutions, and accounts payable/receivable processes.
Familiarity with treasury management, procurement, or working capital solutions in a corporate banking or corporate finance context is highly desirable.
A strong track record of success in sales, business development, or client relationship management roles, including consultative selling and complex deal negotiation with Fortune 1000 or large mid-market companies.
Proven ability to build and lead high-performing sales teams, set and achieve ambitious targets, and grow a healthy sales pipeline.
Experience responding to RFPs and leading sales processes in the payments or fintech industry will be beneficial.
Demonstrated ability to craft a strategic vision for a business segment and translate it into executable plans. This includes excellent analytical skills to interpret market data and customer insights, identify opportunities, and prioritize initiatives.
Exceptional ability to work cross-functionally and influence in a matrixed environment. The candidate must be able to collaborate with technical product teams, operations, marketing, legal, compliance, and regional teams to drive initiatives forward. Strong interpersonal skills are essential, including the capacity to build consensus among diverse stakeholders and to mentor and motivate colleagues.
This role also requires top-notch communication skills - the ability to convey complex ideas in simple terms, craft compelling business cases and presentations, and represent Visa effectively in discussions with senior external partners and internal executives.
Deep understanding of macro trends and competitor offerings in the commercial payments space. The ideal candidate stays informed about industry developments - e.g., fintech innovations in B2B payments, evolving needs of CFOs/treasury departments, and regulatory changes affecting corporate payments.
Hands-on, “owner” mindset with willingness to roll up one's sleeves to get things done in an agile manner. Must exhibit creativity and resourcefulness in overcoming challenges or roadblocks, and maintain composure and effectiveness under pressure. The role calls for someone who is adaptable and thrives in a dynamic environment, balancing long-term strategic projects with near-term revenue goals
Proven experience in building and leading inclusive, high-performing teams. The candidate should be adept at coaching talent, providing constructive feedback, and fostering a culture of empowerment, accountability, and collaboration.

Responsibilities

Oversee the Large Middle Market sales pipeline end-to-end - from origination of new opportunities to deal closure and implementation.
Lead a team of experienced sales and relationship managers tasked with driving revenue from both existing issuing clients and new prospects (e.g., signing new bank partners or fintech enablers) in the LMM space.
Guide the team in developing account plans for key clients, managing complex RFP processes, and expanding Visa's share with existing issuers through new product offerings and use cases.
Accountable for a robust pipeline of significant deals, with regular pipeline reviews and reporting of progress and insights to senior management.
Coach and develop the team, setting clear performance objectives, and fostering a culture of consultative selling and customer success.
Champion cross-functional coordination to execute the North America LMM strategy across various Visa business units and product teams.
Work closely with groups such as Visa Direct (real-time payments), Visa Cross-Border Solutions, Merchant Sales & Acquiring, Value-Added Services, Government Engagement, and CyberSource to ensure alignment and integration of efforts.
Partner with Product and Technology teams to influence product roadmaps and enhancements for the LMM segment, ensuring Visa's solutions remain competitive and meet corporate client requirements.
Coordinate execution across regional and global teams, breaking down silos to deliver a seamless experience for partners and end-clients.
Act as Visa's thought leader and subject matter expert for the Large/Middle Market segment in North America.
Maintain a deep understanding of the competitive landscape - including offerings from other networks banks, and fintech providers - and of emerging trends in corporate payments.
Ensure Visa anticipates and responds to competitive moves and changing customer needs, refining strategy accordingly.
Represent Visa at industry conferences, client forums, and media opportunities as the face of Visa's Large and Middle Market commercial business.
Champion Visa's vision for corporate payment innovation - enhancing Visa's reputation as a leading provider in the commercial payments and corporate treasury space.
Share industry insights and best practices to educate and align Visa's sales, product, and management teams around the needs of large and middle market clients.
Build and nurture deep relationships with senior stakeholders both within Visa and across client organizations.
Interface with senior executives (including the North America VCS Head, regional presidents, and global product leaders) to influence decisions and secure support for LMM initiatives.
Communicate opportunities, challenges, and performance of the LMM business to the C-suite, using data-driven insights to recommend course corrections when needed.
Engage with C-level executives of issuing banks, large fintech partners, and key corporate clients, serving as a trusted advisor on commercial payments strategy.
Liaise with industry regulators and government partners via Visa's Government Engagement team when regulatory or public-sector factors impact the LMM segment.
Operate as a hands-on, inspirational leader who can drive innovation and change in a highly matrixed, fast-paced environment.
Encourage creative problem-solving to overcome obstacles and capture new opportunities.
Set the tone for an inclusive, high-performance culture within the LMM team, embodying Visa's leadership principles and coaching others to do the same.
Foster collaboration, celebrating wins, and constructively learning from losses, the VP will cultivate a team environment where members are empowered to take initiative and deliver their best work.