Job DescriptionThe Senior Director, Head of National and Global Small Business Clients (US) is a senior leadership role within the NA Small Business team, reporting into the NA Head of Small Business, North America. This role will be responsible for setting and driving the long-term strategy for a select portfolio of Visa's largest and most complex small business issuing partnerships.
This individual will serve as the strategic owner and executive steward of these relationships-shaping 1, 3, and 5 year partnership strategies, aligning Visa's capabilities to the future vision of each client, and ensuring Visa remains a trusted, indispensable partner as clients scale, innovate, and evolve their business models.
This role works in close collaboration with senior leaders across Product, Commercial Solutions, Finance, Legal, Marketing, Client Services, and Regional Account Teams to translate strategy into coordinated, scalable opportunities and execution.
Key Responsibilities
Strategic Partnership Leadership
- Own the long-term strategic vision for a portfolio of Visa's largest small business partners, with clear 1-, 3-, and 5-year partnership roadmaps.
- Deeply understand each client's business model, growth strategy, product roadmap, and enterprise priorities to ensure Visa is aligned to what matters most to the client-today and in the future.
- Act as a thought partner and trusted advisor to senior client executives, bringing industry insight, market perspective, and strategic foresight.
Team Leadership & Operating Model
- Lead and inspire a senior Sales & Account Management organization responsible for execution, delivery, and tactical account management.
- Establish clear role clarity between strategic ownership and tactical execution, ensuring teams are empowered to deliver while remaining aligned to overarching partnership strategy.
- Coach and develop leaders with a focus on strategic thinking, executive presence, and consultative partnership management.
Executive Client Engagement
- Serve as the senior executive sponsor for key partnerships, maintaining executive and senior leadership relationships at client organizations.
- Lead high-impact strategic conversations such as annual planning, executive business reviews, long-term roadmap alignment, and partnership expansion discussions.
- Ensure mutual accountability and clarity around shared goals, success metrics, and strategic outcomes.
Strategic Account Planning & Growth
- Oversee the development and execution of multi-year strategic account plans that drive sustainable payment volume growth, revenue diversification, and deepened partnership value.
- Identify and champion cross-Visa opportunities-partnering with account management teams as well as internal partners to expand Visa's footprint across the broader ecosystem.
- Ensure Visa's full small business portfolio is thoughtfully positioned against client needs, timelines, and future platform evolution.
Internal Alignment & Influence
- Act as the quarterback across Visa, aligning Product, Finance, Legal, Marketing, and Client Services around shared partnership priorities.
- Influence decision-making and resource allocation to ensure strategic clients receive the appropriate focus, investment, and senior-level engagement.
- Translate client strategy into clear internal priorities and ensure consistent execution across a highly matrixed environment.
Market Insight & Thought Leadership
- Stay closely attuned to evolving small business payments trends, fintech innovation, regulatory dynamics, and competitive landscapes.
- Use market and client insight to identify opportunities for new partnership models, product innovation, and differentiated value creation.
- Represent Visa as a senior voice and thought leader in commercial payments and small business.
Governance & Performance Oversight
- Provide executive oversight of partnership health, performance metrics, and strategic milestones.
- Ensure adherence to signed agreements, compliance standards, and governance expectations while keeping focus on long-term growth and value creation.
- Review pipeline, revenue outlook, and strategic risks at a portfolio level, driving course correction as needed.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
QualificationsBasic Qualifications
• 12 or more years of work experience with a Bachelor's Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD
Preferred Qualifications
• 15 or more years of experience with a Bachelor's Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
• 15-18+ years of relevant experience in strategic partnerships, business development, or commercial leadership-preferably within B2B payments, fintech, or financial technology ecosystems
• Deep understanding of payment systems, including card networks, ACH, wires, RTP, digital wallets, and related technologies
• Demonstrated success leading complex, multi year partnerships with enterprise or high growth fintech clients
• Proven ability to think and operate at both the strategic and executive level, translating vision into aligned execution
• Strong executive presence with experience engaging and influencing the C suite
• Track record of building and leading high performing, inclusive teams in matrixed organizations
• Superior strategic, analytical, and problem solving skills with the ability to articulate a compelling vision internally and externally
• MBA or advanced degree strongly preferred
U.S. Applicants OnlyThe estimated salary range for this position is $259,600 to $534,500 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity.Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.
Work HoursVaries upon the needs of the department.
Travel RequirementsThis position requires travel 5-10% of the time.
Mental/Physical RequirementsThis position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.
