Full Job Description
Title and Summary
VP, North American B2B Secular Shift
VP, North American B2B Secular Shift
Role Overview
There are approximately $8T of B2B Payments in the US & Canada still made by check - with the majority in the US. There are approximately $10T of B2B Payments made by ACH with no remittance data associated with them. Combined, these B2B Payments represent roughly 25% of the global B2B secular shift opportunity.
Mastercard's Commercial & New Payments Flows North America (NAM) Business is responsible for driving Gross Dollar Volume (GDV) growth through secular shift. The VP, North American B2B Secular Shift is responsible for driving secular shift in B2B Payments (microbusiness through large market) from Check, ACH, and Cash to card, card-to-account, and enhanced data account-to-account. The role owns: Team, Roadmap, KPI's, Orchestration, Content, Audience Engagement Strategy, Pricing, Rebates and Incentive Models (leveraging resources across Mastercard).
Key Responsibilities
Strategic Leadership
• Define and own the North American B2B Secular Shift Vertical Strategy
• Identify target segments, industries, and use cases with the highest potential for card substitution
• Build and maintain a clear multi year roadmap aligned to B2B payments growth priorities
Growth & Commercial Execution
• Lead initiatives that increase card adoption, activation, spend and acceptance at scale
• Collaborate with Sales, Channels, and Partnerships to embed card led strategies into acquisition and portfolio management
• Work with global product teams to build out capabilities that embed in key vertical technology solutions (construction & trades, B2C retail and restaurants, property & casualty insurance) to drive secular shift
• Pilot, measure, and scale initiatives that drive sustained behavioral change
Customer & Market Insight
• Leverage data, research, and ecosystem feedback to understand payment behaviors and switching barriers
• Track competitive and fintech trends impacting vertical specific payment choices.
• Translate insights into differentiated value propositions and prioritized initiatives
Cross Functional Influence & Performance
• Align stakeholders across product, marketing, analytics, risk, operations, and technology
• Define KPIs tied to conversion, usage, spend growth, and profitability
• Communicate progress, results, and recommendations to senior leadership
All About You
You are a pragmatic change agent who thrives on turning long standing behaviors into meaningful growth. You combine a strong sense of urgency with the discipline to operate effectively inside a complex organization-and you are energized by driving visible, measurable impact.
• B2B Secular Shift Obsessed: You have a deep, hands on understanding of POS and Invoice Payments, understand the nuances between verticals, understand the systems infrastructure that supports these verticals, understand the payment options they allow for, and understand issuer and acquirer behavioral drivers. You bring empathy for their constraints and clarity on what truly motivates behavior change.
• Driven by momentum and a sense of urgency: You operate with pace. You move ideas into action quickly, prioritize what matters most, and push through obstacles to keep initiatives moving forward.
• Catalyst for transformation: You are motivated by shifting entrenched behaviors, particularly moving legacy payment flows (cash, check, ACH) toward modern, card based solutions. You see both the customer value and the growth opportunity in that shift.
• Commercially sharp: You naturally connect customer needs to business outcomes. You can identify high value use cases, articulate compelling value propositions, and translate strategy into adoption and spend growth.
• Influential leader: You lead through influence, not hierarchy-bringing together product, sales, marketing, and operations partners around a shared goal and clear execution plan.
• Data guided, customer grounded: You balance quantitative insight with qualitative understanding, using both to prioritize, make decisions, and tell a clear story to senior leaders.
• Ownership mindset: You act like an owner-taking accountability for outcomes, learning quickly, and continuously raising the bar for results.
Pay Ranges
Purchase, New York: $235,000 - $375,000 USD
