Job DescriptionThe Senior Manager, U.S. Merchant Business Development is responsible for managing a portfolio of approximately 20-25 strategic merchant relationships across the industry verticals managed by the U.S. Merchant team. This role serves as a primary Visa relationship owner, responsible for driving revenue growth, expanding executive relationships, and aligning client priorities with Visa's broad portfolio of products and services. This position is well suited to an existing seller seeking to broaden their account ownership and selling experience, or to a commercially oriented professional with strong analytical or operational experience who is ready to transition into a front-line, client-facing sales role.
In addition to an assigned portfolio, the Senior Manager will maintain and actively pursue a prioritized list of high-potential opportunities that emerge throughout the fiscal year. These opportunities may span multiple industries and revenue streams and require close partnership with internal stakeholders to advance and close.
The Senior Manager will develop and execute account strategies that grow Visa payment volume and revenue through Visa products and value-added services, Debit Routing Agreements, co-brand opportunities, and Value-in-Kind engagements. This individual will represent Visa to client stakeholders, support commercial discussions, and coordinate cross-functional teams to deliver client and Visa objectives.
The role requires a proactive seller who can balance relationship management, pipeline development, and operational excellence while leveraging AI to improve sales productivity, portfolio management, and prioritization.
Essential Functions
The Senior Manager will:
- Serve as the primary Account Executive and relationship owner for a portfolio of approximately 20-25 strategic merchant clients.
- Maintain and actively pursue a prioritized list of high-potential prospects outside the assigned portfolio, qualifying and advancing opportunities based on revenue potential, strategic value, and likelihood of execution.
- Develop and execute account plans that strengthen client relationships, expand executive engagement, and drive revenue growth.
- Prioritize client opportunities and allocate time and resources based on revenue potential, strategic value, and likelihood of execution.
- Build relationships across client organizations, including payments, finance, treasury, loyalty, digital commerce, and technology teams.
- Lead or support the negotiation, execution, and ongoing management of commercial agreements, including Debit Routing Agreements and other strategic revenue-generating partnerships.
- Own the end-to-end management of Value-in-Kind (VIK) across applicable accounts, including opportunity identification, client engagement, execution, activation, and measurement of business outcomes.
- Prospect, qualify, and advance co-brand credit and debit opportunities in partnership with issuer and internal Visa stakeholders.
- Drive sales of Visa products, value-added services, consulting, data, risk, acceptance, and emerging commerce solutions, including agentic commerce.
- Build and maintain a robust pipeline of opportunities while meeting revenue, product adoption, and portfolio growth objectives.
- Maintain high-quality account, contact, pipeline, forecasting, and opportunity records within Microsoft Dynamics (MSD) and other sales management tools, ensuring strong data integrity and reporting accuracy.
- Utilize AI-enabled sales tools, automation, and data insights to improve prospecting, client engagement, portfolio coverage, pipeline management, and scalable programs such as VIK.
- Coordinate cross-functional account teams to deliver a seamless client experience and maximize the value of Visa's relationship with assigned accounts.
- Provide strategic client, industry, and competitive insights to Visa leadership and product teams.
- Travel up to 20% of the time, generally averaging approximately one client-facing trip per month.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
QualificationsBasic Qualifications:
- 8 or more years of relevant work experience with a Bachelor Degree or at least 5 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 2 years of work experience with a PhD
Preferred Qualifications:
- 9 or more years of relevant work experience with a Bachelor Degree or 7 or more relevant years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 3 or more years of experience with a PhD
- Experience in strategic sales, business development, account management, relationship development, payments, or related client-facing commercial roles.
- Experience supporting merchants within one or more industries represented across the U.S. Merchant organization is a plus.
- Demonstrated success developing client relationships and contributing to revenue growth objectives.
- Strong understanding of the U.S. payments ecosystem, including merchants, issuers, acquirers, debit routing strategies, and co-brand programs.
- Experience negotiating and managing commercial agreements.
- Proven ability to develop pipeline, create business cases, and advance complex sales opportunities.
- Experience leveraging CRM, sales management, AI-enabled productivity, and analytics tools to improve sales effectiveness and portfolio performance.
- Excellent communication, presentation, and influencing skills.
- Strong analytical and strategic thinking capabilities with the ability to translate client needs into commercial opportunities.
- Highly collaborative, self-motivated, and results-oriented with the ability to operate effectively in a matrixed organization.
- Proficiency in Microsoft Dynamics, Word, Excel, and PowerPoint.
Information for US ApplicantsFor roles located in the US, the estimated salary range for this position is $153,700.00 to $ 246,200.00 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.
