Director, Business Development

Mastercard; Toronto; On-site; CAD 120,000 - 150,000; Full time

Job summary

A leading financial technology company in Toronto is seeking a Director of Business Development to manage strategic accounts and drive revenue growth. The successful candidate will lead customer interactions, identify sales opportunities, and collaborate with internal teams. Ideal applicants should have a strong background in customer management and experience in the payments industry.

Qualifications

• Deep experience managing customers and revenue with demonstrable success in growth targets.
• Experience in developing business cases including ROI analyses and pipeline management.
• Strong account management skills with experience in tier 1 & 2 customer environments.

Responsibilities

• Manage a portfolio of strategic Financial Institution accounts for product retention and optimization.
• Build and manage an opportunity pipeline based on customer needs.
• Lead negotiations and develop terms sheets and contracts.

Skills

Customer management

Revenue growth

Account management

Negotiation

Public speaking

Job description

Overview

The Director, Business Development is responsible for the management and growth strategies for our large, strategic Financial Institution customer base. In this customer facing position, you are responsible for growing and protecting revenue and relationships for the Ethoca business, one of Services Security Solutions’s fastest growing acquisitions. Customer focus for this role consists of high-profile, strategic issuing banks in North America. If you are a strong, capable collaborator with measurable success delivering incremental value to customer and company …this could be the opportunity for you.

Role

• Overall responsibility for the management of a portfolio of strategic Financial Institution accounts to drive product retention, optimization, and cross-sell opportunities for Ethoca, a Mastercard Fin Tech’s suite of Security Solutions products and services.
• Understand customer needs to identify sales opportunities and actively build/manage an opportunity pipeline
• Ability to build and maintain internal relationships with senior management and key stakeholders across the business, gaining support for the strategic direction of the Ethoca book of business
• Develop and execute account plans that drive direct and indirect revenue and keeps our customers loving us
• Own specific account relationships; acting as first point of customer contact and driving partnership and engagement growth
• Lead day-to-day FI customer interactions including handling queries, preparing data insights, communicating strategic messages and quarterly business reviews
• Partner with multiple internal stakeholders, including Sales, Technology, Engineering, Customer Success, Legal, Product, and to work closely with other members of the account team to drive results
• Ensure a customer first delivery, managing stakeholders to deliver best-in-class service, partnerships, insights, and value to the customer
• Prepare presentations for internal and external management
• Ensure all reporting is prepared and delivered as required both internally and externally

Required Skills and Experience

• Deep experience managing customers and revenue with demonstrable success delivering on growth/acceleration targets.
• You will be responsible for driving Mastercard revenue growth and be comfortable developing business cases including ROI analyses as well as forecasting and pipeline management.
• You will lead negotiations with partners and with internal stakeholders and develop terms sheets and contracts.
• Ideal candidate has highly developed account management skills and personal experience managing and/or selling to tier 1 & 2 customers including managing RFP’s, ROI’s, opportunity pipelines, etc.
• Previous experience in payments industry preferred.
• Some public speaking required and ability to travel unrestricted

#ServicesBusinessDevelopment

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.