Title and Summary

Director, Business Development

Director, B2B Acceptance - Latin America & Caribbean (LAC)
Role Overview
The Director, B2B Acceptance - LAC, is responsible for leading the regional strategy and execution to accelerate commercial payment acceptance across the ecosystem. This role focuses on unlocking new B2B payment flows, particularly within invoice-based and Accounts Receivable (AR) environments, by positioning card-based solutions as both payment efficiency enablers and working capital optimization tools.
The role requires deep expertise in B2B payments, supplier/merchant dynamics, and acquiring economics, along with the ability to translate operational inefficiencies into scalable commercial opportunities. The Director will work cross-functionally with issuers, acquirers, fintechs, and internal stakeholders to drive acceptance growth, develop market-leading value propositions, and deliver measurable business impact across LAC.
Key Responsibilities
Strategy & Market Leadership
• Define and execute the regional B2B Acceptance strategy to remove operational and structural barriers to growth
• Identify and scale new payment flows currently underserved by cards, particularly in high-volume, invoice-based environments
• Provide thought leadership to global and regional product teams on B2B acceptance trends, merchant/acquiring dynamics, and fintech evolution
Commercial Growth & Ecosystem Activation
• Drive commercial payment volume growth across key B2B segments by activating issuer, acquirer, and fintech partnerships
• Originate and execute strategic deals that unlock incremental acceptance and expand commercial product portfolios
• Translate B2B payment pain points into clear revenue opportunities and scalable sales plays
• Work closely with Account Management teams, issuers, and acquirers to leverage acceptance assets and accelerate adoption

Client Value Proposition (Payments + Working Capital)
• Position Mastercard solutions as:
oPayment process efficiency tools
oWorking capital optimization levers within AR and collections functions
• Develop compelling business cases demonstrating value through:
oAccelerated receivables and improved cash conversion cycles
oReduction in Days Sales Outstanding (DSO)
oLower cost-to-collect through digitization
• Engage directly with senior stakeholders (CFOs, Treasurers, Heads of AR/Collections) to drive adoption beyond traditional payments teams
Industry & Use Case Development
• Build deep expertise across priority B2B verticals (e.g., wholesale trade, distribution, logistics, fuel, and high-volume supplier networks)
• Analyze value chains and payment flows, including invoice-driven collections and supplier-buyer relationships
• Identify opportunities where card solutions can replace or complement A2A transfers, bank payments, and manual processes
• Develop repeatable industry playbooks and scalable go-to-market approaches across LAC markets
Internal Leadership & Enablement
• Act as the regional champion for Corporate Acceptance within the Corporate Solutions organization
• Collaborate cross-functionally to shape and deliver scalable products, solutions, and commercial frameworks
• Develop educational collateral and enablement tools to drive ecosystem-wide adoption
• Ensure efficient and strategic allocation of resources to maximize impact and deliver against regional objectives

Experience & Qualifications
Experience
• 8-12+ years of experience in B2B payments, merchant acquiring, working capital solutions, or business development
• Proven track record of delivering commercial payment volume growth and executing complex, large-scale deals
• Strong experience working with issuers, acquirers, fintechs, and corporate clients in B2B environments
• Demonstrated expertise in Accounts Receivable, collections, or invoice-based payment flows
Knowledge & Expertise
• Deep understanding of:
oB2B payments ecosystem and commercial card solutions
oMerchant & commerce landscape and acquiring economics
oWorking capital dynamics (DSO, liquidity, cash conversion cycles)
• Strong knowledge of alternatives to cards (bank transfers, A2A, RTPs) and how to position card solutions competitively
• Familiarity with ERP systems, accounting workflows
Skills & Capabilities
• Strong commercial acumen with ability to translate complex operational challenges into scalable solutions
• Executive-level communication and consultative sales skills, with experience engaging senior finance stakeholders
• Highly analytical and data-driven, with the ability to generate insights and inform strategy
• Strong project management skills and ability to execute in a matrixed organization
• Proven ability to collaborate and influence across diverse internal and external stakeholders
• Self-starter with an entrepreneurial mindset and strong ownership
Additional Requirements
• Languages: English required; Spanish required; Portuguese strongly preferred
• Travel: Willingness to travel across LAC markets

Pay Ranges
Miami, Florida: $158,000 - $253,000 USD