SME Mid-Market Business Development Director

Mastercard Inc.; São Paulo; On-site; BRL 600,000 - 900,000; Full time

Job summary

Mastercard Inc. is seeking a Director level professional to drive the commercial development and adoption of SME Mid-Market payment solutions.

You will bridge issuer relationships and Mastercard to expand card program penetration, identify opportunities, and accelerate growth within mid-sized companies. You will lead client engagements, deliver training to issuer sales teams, and position Mastercard solutions as business value drivers across markets in Brazil.

Qualifications

• Experience developing and communicating business development strategies and value propositions to senior internal and external stakeholders.
• Strong knowledge of SME payments and issuer dynamics in Brazil.
• Ability to identify opportunities, translate client needs into tailored solutions and value propositions.
• Experience engaging with mid-market clients and driving opportunity identification to execution.

Responsibilities

• Identify and develop new business opportunities within the issuer’s Mid-Market SME segment to increase Mastercard volumes.
• Generate qualified leads and commercial opportunities from within issuer’s Mid-Market client portfolio.
• Drive awareness and adoption of SME-focused solutions through direct client engagement.
• Support go-to-market product management and development for Mid-Market solutions.
• Act as SME segment expert, providing market intelligence to support growth strategy.
• Engage with decision-makers and influencers to build relationships and drive revenue growth.

Skills

SME payments

Business development

Stakeholder management

Negotiation

Analytical skills

Cross-functional collaboration

Education

BA/BS required

MBA preferred

Job description

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 SME Mid-Market Business Development Director Role Purpose

Responsible for driving the commercial development and adoption of payment solutions for the Mid-Market segment, acting as a strategic bridge between the relevant issuer to which the candidate will be assigned and Mastercard. Primary objective is to foster the penetration of issuer’s card programs within their Mid-Market client portfolio. The candidate will identify business opportunities for the segment, generate qualified leads from within issuer’s client portfolio, may at times engage directly with issuer’s Mid-Market Business clients (mid-sized Companies) to influence solution adoption, and accelerate solution implementation and growth.

Key Responsibilities

• Identify, originate, and develop new business opportunities within the issuer’s Mid-Market SME segment aiming to increase Mastercard volumes.
• Generate qualified leads and commercial opportunities from within issuer’s Mid-Market client portfolio.
• Drive awareness and adoption of SME-focused solutions including through direct client engagement.
• Support issuer go-to-market product management and development efforts relative to Mastercard Mid-Market solutions in alignment with issuer and Mastercard.
• Act as a SME segment expert, providing industry insights and market intelligence to support the issuer’s growth strategy and customer value proposition.
• As required, execute a Direct-to-Middle (D2M) engagement strategy, building relationships with decision-makers, influencers within target companies and B2B Platforms.
• Support opportunity prioritization and revenue growth initiatives.in alignment between issuer and Mastercard.

Client Engagement & Sales Support

• Participate in customer meetings, executive presentations, workshops, and strategic business reviews.
• Design and deliver training sessions for issuer sales teams and relationship managers
• Act as a subject matter expert during internal and external client discussions, helping position solutions and articulate business value propositions.
• Support issuers' sales teams throughout the sales cycle, from opportunity identification to implementation and post-launch adoption.
• Provide market intelligence, customer insights, and competitive benchmarking to strengthen commercial discussions.

All About You

• Experience developing and communicating business development strategies and value propositions to senior internal and external stakeholders.
• Strong experience in SME payments and Commercial Products, with solid knowledge of issuer dynamics and the Brazilian market.
• Experience working with Brazilian issuers, ideally in roles involving business development, product, consulting, or strategic account management.
• Solid understanding of the cards and payments ecosystem, with B2B payments experience strongly preferred.
• Ability to identify and develop new payment flows and business opportunities, translating client needs and data into tailored solutions and value propositions.
• Strong analytical skills, with the ability to analyze customer and portfolio data, identify opportunities, and turn insights into actionable commercial initiatives.
• Proven relationship management, negotiation, influencing, and business development skills, with the ability to build trusted partnerships with issuers and other ecosystem players.
• Strong business acumen and ability to work effectively across product, sales, services, and client teams.
• Ability to operate as a strategic and hands-on individual contributor, comfortable working closely with clients and driving initiatives from opportunity identification through execution.
• BA or BS required; MBA preferred.
• Portuguese as primary language and fluency in English required; Spanish is a plus.

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.

Everyone wants easier ways to pay; we invent them. Checkout lines are slow; we speed them along. Merchants want more sales; we give them data and insights. People need financial access; we connect them. Corporate purchasing is complicated; we make it simple. Commuters are busy; we speed them on their way. Governments need greater efficiencies; we help create them. Small businesses are virtual; we give them access to a world of buyers. Retailers want to fight fraud; we provide the tools.