Title and Summary

Director, Small Business Sales Specialist

There are nearly to 36 million small businesses in the United States, accounting for over 99% of all companies, and more than half of all jobs and sales revenue generated in the country. Small business owners are the hustlers who work beyond the typical 9-to-5 and put it all on the line to pursue their passion. And while they may be called "small", they are mighty - navigating unchartered territory in the name of growing their businesses and serving as a pillar of their community.

Mastercard's North America (NAM) Small Business Segment (SMB) team is responsible for advancing Mastercard's efforts to address the needs of small businesses. We are looking for a Director, Small Business Sales Specialist for the North American market to help drive growth in the segment through the commercialization of our solutions and value proposition. This role involves engaging clients, identifying high-potential opportunities, building a strong and dynamic sales pipeline, and closing deals.

Role - Director, Small Business Sales Specialist
In this SMB commercialization role within the Regional SMB Segment team, the successful candidate will:
Lead and execute the SMB go-to-market strategy across North America, focusing on both existing and new issuer partners, like New Distribution Channels, to expand Mastercard's footprint, grow market share, and expand our leadership position in the SMB segment.
Work cross-functionally across the broader Commercial and New Payment Flows team (inclusive of Transfer Solutions and Corporate Solutions) to partner and cross-sell our solutions.
Partner closely with Account and Business Development teams to engage clients, identify high-potential opportunities, build a strong and dynamic sales pipeline and close deals.
Drive commercialization efforts by working cross-functionally with stakeholders from Product, Account Management Marketing, Franchise, and Customer Delivery to ensure seamless execution of SMB initiatives and adequate resources for its success.
Ensure our SMB needs-based and customer centric narrative is driven throughout the organization and with our customers and prospects.

Support client-facing negotiations, leading or co-leading key SMB deals, ensuring specific SMB incentives are included in deals, and aligning Mastercard's value proposition with client needs.
Track and manage pipeline performance by using SFDC and commercialization tools and processes that enable timely follow-up, issue resolution, and traction across the region.
Champion internal alignment across all product groups, Finance, Sales Excellence to generate buy-in and momentum from all relevant stakeholders, including senior leadership.
Develop and promote SMB growth strategies, identifying best practices and scalable models that drive measurable results in issuer portfolios.
Foster sales enablement by creating compelling client materials, training sessions, and use-case content tailored to SMB needs and opportunities.

All About You
Are you passionate about helping small businesses grow their businesses?
Do you have deep experience and expertise within the financial services and payments ecosystem?
Do you have experience in building new enterprise relationships with partners that are completely unfamiliar with your solution?
Do you have experience developing, owning, and driving strategic direction - particularly in a heavily matrixed cross-functional environment?
Are you a credible thought leader that can work alongside key customers in building out their payments and overall small business strategies?
Do you have a proven ability to bring products and solutions together to meet specific segment needs?
Do you have a background in understanding the unique needs that SMBs have for their needs?
Do you have strong intellectual curiosity and function with a high level of autonomy, proactively seeking answers to tough questions?
Are you able to work autonomously and drive a program with cross-functional partners?
Do you have a strong sense of urgency and influencing skills?
Do you possess a relentless drive to achieve desired outcomes?

Bachelor's degree preferred;.
Location is flexible between Purchase, NY, New York City; or Remote; travel will be required.

Salary Range: $182,000 to $291,000

In line with Mastercard's total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.