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 North America Small Business Sales

There are over 30 million small businesses in the United States, accounting for over 99% of all companies, and more than half of all jobs and sales revenue generated in the country. Small business owners are the hustlers who work beyond the typical 9-to-5 and put it all on the line to pursue their passion. And while they may be called "small", they are mighty - navigating unchartered territory in the name of growing their businesses and serving as a pillar of their community.

Mastercard's North America (NAM) Small Business Segment (SMB) team is responsible for advancing Mastercard's efforts to address the needs of small businesses. We are looking for a Director, Small Business Sales Specialist for the North American market to help drive growth in the segment through the commercialization of our solutions and value proposition. This role involves engaging clients, identifying high-potential opportunities, building a strong and dynamic sales pipeline, and closing deals.

Role

• Director, Small Business Sales Specialist

In this SMB commercialization role within the Regional Product team, the selected candidate will:

• Lead and execute the SMB go-to-market strategy across NAM, focusing on both existing and new issuer partners, like New Distribution Channels, to expand Mastercard's footprint, grow market share, and expand our leadership position in the SMB segment.
• Work cross-functionally across the broader Commercial and New Payment Flows team (inclusive of Transfer Solutions and Corporate Solutions) to partner and cross-sell our solutions.
• Partner closely with Account and Business Development teams to engage clients, identify high-potential opportunities, build a strong and dynamic sales pipeline and close deals.
• Drive commercialization efforts by working cross-functionally with stakeholders from Finance, Sales, Marketing, Franchise, and Customer Delivery to ensure seamless execution of SMB initiatives and adequate resources for its success.
• Ensure our SMB needs-based and customer centric narrative is driven throughout the organization and with our customers and prospects.
• Support client-facing negotiations, leading or co-leading key SMB deals, ensuring specific SMB incentives are included in deals, and aligning Mastercard's value proposition with client needs.
• Track and manage pipeline performance by using SFDC and commercialization tools and processes that enable timely follow-up, issue resolution, and traction across the region.
• Champion internal alignment across all product groups, Finance, Sales Excellence to generate buy-in and momentum from all relevant stakeholders, including senior leadership.
• Develop and promote SMB growth strategies, identifying best practices and scalable models that drive measurable results in issuer portfolios.
• Foster sales enablement by creating compelling client materials, training sessions, and use-case content tailored to SMB needs and opportunities.

About You

• Are you passionate about helping small businesses achieve and grow their businesses?
• Do you have deep experience and expertise within the financial services and payments ecosystem?
• Are you an experienced sales professional who is passionate about understanding customer needs and identifying the appropriate solutions that solve our customers complex problems?
• Do you have experience developing, owning, and driving strategic direction - particularly in a heavily matrixed cross-functional environment?
• Are you a credible thought leader that can work alongside key customers in building out their payments and overall small business strategies?
• Do you have a proven ability to bring products and solutions together to meet specific segment needs?
• Do you have a background in understanding the unique needs that SMBs have for their needs?
• Do you have a background in business development, product development, product management, and product sales?
• Are you able to work autonomously and drive a program with cross-functional partners?
• Do you have a strong sense of urgency and influencing skills?
• Do you possess a relentless drive to achieve desired outcomes?

Qualifications

• Bachelor's degree required; advanced degree preferred.
• Location is flexible between Purchase, NY or New York City; travel may be required.

Internally, we refer to this role as "Director North America Small Business Sales Specialist".

Mastercard is a merit-based, inclusive, equal opportunity e