Director, Account Management (Financial Institutions) - Ethoca

Mastercard; Toronto; On-site; CAD 138,000 - 221,000; Full time

Job summary

Mastercard is seeking a Director, Account Management to lead growth, optimization, and protection of a portfolio of large FI clients in Toronto. The role focuses on revenue retention, expansion, and data‑driven insights through cross‑functional collaboration.

The candidate will own strategic relationships, manage a robust opportunity pipeline, and deliver executive‑ready presentations. Travel may be required; strong negotiation and leadership skills are essential.

Qualifications

• Extensive experience managing customer relationships, revenue, and sales with growth targets.
• Strong commercial acumen, capable of building business cases and ROI analyses.
• Experience negotiating deals and managing contracts.
• Deep account management expertise with Tier 1 and Tier 2 clients.
• Led RFPs, built pipelines, and drove revenue expansion.

Responsibilities

• Own and grow strategic FI account relationships, as primary contact.
• Identify and develop sales opportunities; build a strong pipeline.
• Develop and execute account plans to drive revenue growth.
• Lead day-to-day customer engagement, including issue resolution and data insights.
• Drive partnership expansion and deepen customer engagement.
• Lead negotiations with clients and internal stakeholders; draft term sheets.

Skills

Account management

Revenue growth

Forecasting

Deal negotiation

Stakeholder management

Public speaking

Tools

Excel

PowerPoint

Job description

Title and Summary

Director, Account Management (Financial Institutions)

Overview

The Director, Account Management will lead the growth, optimization, and protection of a portfolio of large, strategic Financial Institution (FI) clients, with a clear mandate to drive revenue retention and expansion. This role requires a highly strategic and analytical leader who can translate customer insights into actionable account plans, build a strong opportunity pipeline, and deliver measurable commercial impact. Success in this role depends on deep customer relationships, data‑driven insights, and strong cross‑functional collaboration to execute against a clear and scalable growth strategy.

Role

• Own and grow strategic FI account relationships, acting as the primary point of contact
• Identify and develop sales opportunities; actively build and manage a strong opportunity pipeline
• Develop and execute account plans to drive direct and indirect revenue growth
• Lead day-to-day customer engagement, including issue resolution, data insights, strategic messaging, and QBRs
• Drive partnership expansion and deepen customer engagement
• Lead negotiations with clients and internal stakeholders; develop term sheets and contracts
• Build and maintain strong relationships with senior internal stakeholders to align on strategy and execution
• Partner cross‑functionally with Sales, Product, Engineering, Customer Success, Legal, and Technology to deliver results
• Ensure a customer‑first delivery model, driving best‑in‑class service, insights, and value
• Prepare executive‑ready presentations for internal and external stakeholders
• Own reporting cadence, ensuring timely and accurate delivery of required outputs

All About You

• Extensive experience managing customer relationships, revenue, and sales, with a proven track record of delivering growth targets
• Strong commercial acumen, with experience building business cases, ROI analyses, and managing pipeline and forecasting
• Demonstrates experience negotiating deals and managing contracts
• Deep account management expertise, including managing Tier 1 and Tier 2 customers
• Strong experience leading Request For Proposals, building opportunity pipelines, and driving revenue expansion
• Proven experience managing internal stakeholder management skills, with the ability to influence senior leaders
• Proficient in Excel and PowerPoint, with the ability to translate data into insights and deliver strategic storytelling through executive‑ready materials
• Prior experience in the payments industry preferred
• Comfortable with public speaking and able to travel as required

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 [e-mail] 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

• 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.

Pay Ranges

Toronto, Canada: $138,000 - $221,000 CAD