Title and SummaryVice President, Specialist Sales
Ethoca, a Mastercard company, is seeking a VP, Issuer Specialty Sales, North America. The objective of this position is to drive the sales of Ethoca products and services to top-tier issuers in North America, while working closely with Mastercard Account Managers and the Services Business Development team to accelerate market penetration, strengthen customer relationships, and deliver revenue growth.
The Role
Ethoca is viewed as an extremely successful "Gold Standard" Mastercard acquisition and integration. To support our continued scaling, growth and success, we are seeking a senior sales leader to broaden market penetration of Ethoca solutions with top-tier issuers, digital banks and fintechs across North America.
In alignment with Mastercard Account Managers and the Services Business Development team, this role is responsible for identifying business opportunities, advancing strategic issuer relationships, and achieving sales objectives for Ethoca's products and services in the region.
The successful candidate will utilize a consultative sales approach and maintain the flexibility to adapt solutions and value propositions to meet both technical and business buyer needs, creating long-term trusted relationships and driving measurable commercial results.
This role requires operating effectively within a matrixed organization, leveraging the full breadth of Mastercard's account relationship model, and partnering closely with internal product, technology, account management and business development teams to accelerate sales, support implementations and optimize client outcomes.
The VP will also serve as an ambassador for Ethoca at industry events and executive client engagements, positioning Mastercard as a strategic business partner, thought leader and trusted advisor. Location is flexible within the United States, with travel required to support business needs.
All About You
- Proven experience selling complex, recurring-fee SaaS or network-based solutions to financial institutions, with a strong preference for experience working with card issuers and a solid understanding of issuer business models and digital banking channels.
- Strong knowledge of the payments ecosystem, including fintechs, digital disruption, disputes and chargebacks, fraud and risk management, and the evolving needs of issuers and their customers.
- Demonstrated success leading complex sales initiatives, managing senior client relationships, and navigating large cross-functional organizations to gain adoption, accelerate decisions and deliver commercial outcomes.
- Ability to operate in a collaborative, matrixed environment and partner effectively with account management, product, technology and business development teams to drive results.
- Strong executive presence with excellent communication, presentation, negotiation and influencing skills, and the ability to position Mastercard and Ethoca credibly with senior stakeholders.
- Proven ability to thrive in a fast-paced, entrepreneurial and results-oriented environment, while balancing strategic thinking with hands-on execution.
- Track record of building trusted client relationships, identifying growth opportunities, and driving revenue in partnership with internal and external stakeholders.
- Willingness to travel as needed to support client engagement, internal collaboration and business development activities across North America.
Corporate Security ResponsibilityAll activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:
- Abide by Mastercard's security policies and practices;
- Ensure the confidentiality and integrity of the information being accessed;
- Report any suspected information security violation or breach, and
- Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.
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.
Pay RangesPurchase, New York: $235,000 - $375,000 USD
Arlington, Virginia: $235,000 - $375,000 USD
Boston, Massachusetts: $235,000 - $375,000 USD
Chicago, Illinois: $204,000 - $326,000 USD
Miami, Florida: $204,000 - $326,000 USD
Remote - Florida: $204,000 - $326,000 USD
Remote - New York: $204,000 - $326,000 USD
San Francisco, California: $245,000 - $391,000 USD
Job Posting WindowPosting windows may change based on the volume of applications received and business necessity. Candidates are encouraged to apply expeditiously.
