Director, Small Business Sales Specialist

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, Small Business Sales Specialist

There are nearly 36 million small businesses in the United States, accounting for more than 99% of all companies and generating over half of the nation's jobs and sales revenue. These entrepreneurs and business owners are the innovators, builders, and risk-takers who drive local economies and strengthen their communities. While their businesses may be small in size, their impact is significant as they navigate constant change, pursue growth opportunities, and create lasting value for the customers and communities they serve.

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 SMB Segment team, the successful candidate will:
Lead and execute the SMB go-to-market strategy across North America, 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 Product, Account Management 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.

All About You
Are you passionate about helping small businesses grow their businesses?
Do you have deep experience and expertise within the financial services and payments ecosystem?
Do you have experience in building new enterprise relationships with partners that are completely unfamiliar with your solution?
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 strong intellectual curiosity and function with a high level of autonomy, proactively seeking answers to tough questions?
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?

Bachelor’s degree preferred;.
Location is flexible between Purchase, NY, New York City; or Remote; travel will be required.

Salary Range: $182,000 to $291,000

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact [email protected] and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

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.