Job DescriptionThe North America Issuing Value Added Services (VAS) Sales team is responsible for driving growth by selling a portfolio of value-added solutions that deepen client partnerships, solve issuer challenges, and expand Visa revenue.
The Senior Director, VAS Issuing Solutions Sales Canada will lead the Canada VAS selling motion end to end from strategy and pipeline build through negotiation, close, and activation across priority solution areas including fraud and risk solutions, digital enablement, loyalty and offers, network products, and post-purchase disputes.
A significant focus of this role will be helping Canadian issuers navigate an increasingly complex fraud and payments landscape by leveraging Visa's capabilities across card fraud, authorization optimization, account takeover prevention, scam mitigation, check fraud, ACH fraud, real-time payments (RTP), and emerging payment risk challenges.
Essential FunctionsOwn VAS sales opportunities for Canada
- Drive new bookings and expansion across the Issuing VAS portfolio by identifying client needs, mapping solutions to buying centers, and managing opportunities from discovery through close.
Lead with a consultative, solutions-oriented approach
- Position Visa's value-added capabilities to address issuer priorities across fraud and risk management, authorization optimization, disputes, digital enablement, loyalty and engagement, network products, and payment modernization initiatives. Develop business value cases that demonstrate measurable outcomes including fraud loss reduction, improved authorization performance, operational efficiencies, revenue growth, and enhanced customer experiences.
Build and execute account and territory plans for Canada
- Develop and deliver a disciplined pipeline strategy, including outbound prospecting, opportunity qualification, account penetration, and deal progression aligned to sales stages and commercial rigor.
Partner tightly with Generalist Account Executives (AEs)
- Align on client strategy and relationship plans, incorporate VAS targets into account plans, coordinate executive engagement, and drive sponsorship across key buying centers and stakeholders.
Orchestrate cross-functional deal teams
- Engage sales engineering for technical alignment and validation, client success for deployment optimization, and internal partners including product, pricing, finance, legal, risk, and operations to structure and close deals successfully.
Drive fraud and risk thought leadership across the Canadian payments ecosystem
- Act as a trusted advisor to senior client executives on fraud modernization, scam prevention, authorization optimization and emerging risk trends across card, Interac, account-to-account and real-time payment ecosystems. Shape industry dialogue and identify opportunities for Visa to help clients strengthen security, improve customer outcomes and unlock growth.
Drive commercialization and readiness in market
- Provide market feedback and field insight to product and go-to-market teams to improve training, packaging, pricing, competitiveness, and sales enablement across Canada.
Own executive-level client engagement
- Present to senior issuer stakeholders, develop business value hypotheses and executive financial summaries, lead negotiations and contracting discussions, and achieve mutually beneficial outcomes. Build relationships with fraud, risk, operations, payments, and digital banking leaders in addition to traditional executive buying centers.
Ensure strong opportunity hygiene and forecasting
- Maintain accurate CRM updates, pipeline governance, and forecast cadence. Communicate risks, dependencies, and close plans with clarity, accountability, and commercial discipline.
This role will focus on Canada, owning sales opportunities across the Issuing VAS portfolio and partnering closely with account teams and cross-functional stakeholders to deliver client outcomes. Our mission is to power our clients' businesses by selling value-added services that deepen relationships, solve strategic issuer challenges, and drive Visa revenue growth.
This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.
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., Master's, MBA, JD, or MD), or a PhD with 9+ years of experience.
- Prior experience in sales within payments, financial services, fintech, fraud and risk management, or technology.
- Proven senior-level sales leadership experience within payments, fraud and risk, financial services, fintech, or technology, with direct accountability for revenue growth.
- Demonstrated ability to lead complex, multi-solution sales motions and engage confidently with C-suite and executive-level issuer stakeholders.
- Strong working knowledge of Value Added Services, including issuing, fraud and risk, digital enablement, disputes, and payment security solutions.
- Deep expertise in fraud, risk management, authorization performance, and payment security, including familiarity with card fraud, account takeover, scams, first-party misuse, transaction monitoring, and fraud operations.
- Experience with fraud and risk domains such as card authorizations, ACH payments, check fraud, real-time payments (RTP), account verification, identity solutions, transaction decisioning, risk scoring, case management, authentication, and payment protection strategies.
- Experience owning opportunity financials, including revenue modeling, business case development, and executive value articulation.
- Ability to operate effectively in a matrixed, cross-functional environment, influencing without direct authority.
- Canada-based, with ability to support frequent in-person client and internal engagements (Toronto preferred).
- Existing relationships with large Canadian issuers and strong understanding of the Canadian payments, fraud, and risk landscape.
- Demonstrated ability to engage and sell into fraud, risk, operations, payments, and digital banking organizations at financial institutions.
- Prior experience representing a global platform, network, processor, fraud platform, payments provider, or technology partner in senior client-facing roles.
- Track record of restoring role clarity and improving execution within complex market or coverage models.
- Strong understanding of authorization processing, issuer risk strategies, transaction decisioning, payment rails, fraud analytics, and emerging payment modernization initiatives within Canada.
