Director, Specialist Sales, Services Business Development

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Title and Summary

Director, Specialist Sales, Services Business Development

Who Is Mastercard?
Mastercard is a global technology company powering economies and empowering people in over 200 countries and territories. While we’re best known for enabling secure payments, our role in the modern world goes far beyond transactions.
We help businesses grow, governments modernize, and consumers thrive by unlocking access to financial systems, insights, and innovation. With world-class technology, unmatched data assets, and one of the most trusted brands globally, we connect people and organizations to priceless possibilities — every day.

Overview:

Mastercard’s Platforms and Data organization is a key growth engine and strategic differentiator for the company. We help our customers make smarter decisions, move faster, and drive measurable growth by turning data into action.
Our services span:
Test & Learn® experimentation and optimization
Payments-focused consulting
Advanced analytics and insights
Loyalty, personalization, and marketing solutions
Risk, fraud, and decision intelligence
We work across industries including Retail, Travel, Restaurants, Digital Platforms, CPG, Telco, Financial Institutions, and Governments, partnering with clients to solve complex commercial challenges at scale.

The Role – Director, Test & Learn Business Development (Eastern Europe)
This Director-level role is a senior business development and growth leadership position, focused on expanding Mastercard’s Test & Learn® platform across Eastern Europe.
Test & Learn is one of Mastercard’s most powerful and differentiated capabilities — used by 300+ clients globally to answer mission-critical questions like:
Which strategy will actually drive incremental revenue?
What is the ROI of pricing, promotions, or new propositions?
How do we grow profitably in uncertain markets?
In this role, you will shape market strategy, open new logos, and land multi-million-dollar, multi-year partnerships, helping clients embed experimentation at the heart of their decision-making.
This is a hunter role with strategic depth — ideal for someone who thrives at the intersection of commercial growth, analytics, and C-suite influence.

Key Responsibilities:

Own and execute the Test & Learn sales strategy across a defined portfolio of priority prospect accounts in Eastern Europe, securing large, multi-year platform deals
Build a robust pipeline from scratch, converting cold prospects into long-term strategic clients through proactive hunting and market development
Position Test & Learn as a boardroom-level growth capability, clearly articulating ROI, impact, and differentiation to senior stakeholders
Create powerful bundled value propositions by integrating Test & Learn with complementary Mastercard solutions (Data, Advanced Analytics, Loyalty & Consulting Services)
Act as a trusted advisor to C-suite and senior executives, influencing high-stakes decisions with fact-based, data-driven narratives
Partner seamlessly across Mastercard — including Sales, Consulting, Product, and Regional Leadership — to deliver cohesive, high-impact client outcomes

All About You:

10+ years of success in enterprise software, data, analytics, or consulting-led solution sales, with proven results in 12–18+ month complex sales cycles
Demonstrated “hunter mentality” — comfortable with cold outreach, market creation, and building pipeline with limited lead-generation support
Deep experience selling into Retail, Restaurants, Travel, Digital, CPG, or Telco sectors; existing C-level / EVP / SVP relationships strongly preferred
Strong commercial instinct with the ability to build, monetize, and grow senior executive relationships through insight, empathy, and thought leadership
Exceptional communication and storytelling skills — able to simplify complex analytics into compelling, outcome-focused messages
Confident engaging internally and externally, challenging assumptions with fact-based, analytical thinking
Proven ability in revenue forecasting, deal structuring, and quota ownership
Top-tier negotiation skills, with experience closing large, strategic, multi-stakeholder deals

Why This Role Is Exciting:

You will define how leading Eastern European brands experiment, grow, and compete
You will sell outcomes, not products — real commercial impact backed by data
You will help clients make decisions with confidence in volatile, fast-changing markets
You will shape the growth of one of Mastercard’s most differentiated and scalable platforms
You will operate with high visibility, autonomy, and strategic influence

Corporate Security Responsibility

All 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.