Job DescriptionRole Overview
The Head of Account Management will lead the B2B Fintech Partnerships Account Management team within the NA B2B Fintech Partnerships team. This individual will be responsible for managing and growing existing client relationships across diverse fintech and partner B2B verticals-including Accounts Payable (AP), Accounts Receivable (AR), Expense Management, Travel, Fleet, Construction, Healthcare, Advertising Spend, and others. This role requires a strategic leader who can drive client success, ensure delivery against commitments, and foster growth through cross-selling across all areas of Visa.
This position reports to the NA Head of B2B Fintech Partnerships and will work closely with internal stakeholders such as Finance, Legal, Marketing, Product, and Client Services to deliver exceptional outcomes for clients and Visa.
This role requires strategic leadership, strong team leadership skills, innovation, collaboration, and creative problem-solving skills in a highly matrixed environment. He/she will bring prior experience in establishing mutually beneficial partnerships and solution selling, as well as a deep knowledge of B2B payments and related technology. He/she is creative and hands-on, has a bias towards action and inspires others with his/her vision.
Key Responsibilities
- Lead and Manage A Team
- Provide strategic leadership to the Account Management team, fostering an inclusive, high-performing culture.
- Develop talent and ensure alignment with Visa's values and business objectives.
- Client Relationship Management
- Serve as the primary point of contact for key clients across multiple verticals.
- Drive client delight through proactive engagement, strategic account planning, and delivery of agreed outcomes.
- Ensure clients adhere to signed issuance agreements and compliance standards.
- Strategic Account Planning & Growth
- Develop and execute account plans to drive payment volume (PV), revenue growth, and client satisfaction.
- Identify cross-sell opportunities into other Visa Commercial Solutions offerings and partner closely with Account Executives on the Enabler, Merchant and Fintech teams to drive further growth with relationships across broader Visa.
- Partner with clients to grow acceptance, reduce fraud, and optimize performance.
- Stakeholder Collaboration
- Work cross-functionally with Finance, Legal, Product, Marketing, and Client Services to deliver on client commitments.
- Influence internal and external stakeholders to achieve strategic objectives.
- Market & Innovation Leadership
- Continuously review client strategies, market trends, and competitive landscapes to identify opportunities for innovation.
- Position Visa as a thought leader in commercial payments and B2B fintech solutions.
- Execution Excellence
- Maintain a strong focus on deliverables and execution, ensuring timely and high-quality outcomes.
- Monitor and report on account performance, pipeline, and revenue targets.
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 business development experience, preferably in the B2B payments industry
- Understanding of payment systems (card networks, Wires, ACH, RTP, digital wallets). Experience with network, issuer, processor or accounting software partners
- Experienced solution sales leader with a record of accomplishment for delivering results; must possess the ability to identify the inspired path forward to partner, structure creative financial partnership constructs, and demonstrate success in contract negotiations to drive a deal to close quickly
- Strong customer-facing communication skills and technical aptitude. Experience in managing relationships and cultivating deep, trusted partnerships with clients and partners. Ability to explain complex business and technical concepts to broad audiences in an engaging way
- Natural collaborator, with excellent communication skills and strong executive presence. Must be self-motivated and comfortable with ambiguity, possessing the maturity and competence to influence multiple levels and organizations including internal and external stakeholders
- Excellent communication and group presentation skills. Executive presence; and comfortable presenting with the C-suite
- Superior strategic, problem solving and analytical skills, capable of clearly communicating a vision to his/her team, the company and our clients.
- Demonstrated thought leadership and the aptitude to challenge the status quo and identify new opportunities to innovate and differentiate
- Bachelor's Degree and MBA or advanced degree is highly desirable
U.S. Applicants OnlyThe estimated salary range for this position is $305,400.00 to $ 534,500.00 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.
