Director, SME Sales Specialist (North America)-R-244204

MasterCard; Toronto; On-site; CAD 80,000 - 150,000; Full time

Job summary

An established industry player seeks a dynamic Director, SME Sales Specialist to enhance its presence in the North American SME market. This role combines a revenue-driven sales strategy with product management responsibilities, focusing on empowering small and medium businesses through innovative payment solutions. The ideal candidate will possess strong sales and relationship management skills, engaging with fintechs and partners to drive growth. Join a forward-thinking company dedicated to democratizing access to digital payments and financial tools, and make a significant impact on the economy by helping businesses thrive in a digital-first world.

Qualifications

• Proven experience in sales, business development, or account management.
• Strong background in fintech or payments industry.
• Ability to engage stakeholders for solution development.

Responsibilities

• Drive revenue growth and expand Mastercard’s SME segment.
• Develop and maintain a robust sales pipeline.
• Analyze market trends to inform product and sales strategies.

Skills

Sales Strategy Development

Relationship Management

Data-Driven Insights

Product Management

Market Analysis

B2B Transactions

Communication Skills

Education

Bachelor's Degree

Advanced Degree

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, 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, SME Sales Specialist (North America)

Who is Mastercard?

Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart, and accessible. Using secure data and networks, partnerships, and passion, our innovations and solutions help individuals, financial institutions, governments, and businesses realize their greatest potential.

Our decency quotient (DQ) drives our culture and everything we do inside and outside of our company. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.

Overview

Across North America (U.S. & Canada), Small and Medium Businesses (SMEs) are essential to economic growth, contributing significantly to employment and GDP. However, small businesses often face payment inefficiencies, relying on manual, cash, and check-based transactions that limit growth and financial access.

Mastercard is dedicated to enabling businesses to grow and thrive in a digital-first economy. Our rallying cry is “Empowering Every Business, Everywhere”—this segment is central to Mastercard’s growth strategy, given its importance in the payments ecosystem as both payers and acceptors of electronic transactions.

Role

The SME team is looking for a Director, SME Sales Specialist to drive revenue growth and expand Mastercard’s presence in this segment. This role requires a full-cycle sales approach, complemented by product management responsibilities to support go-to-market execution.

Key Responsibilities

1. Sales

• Own and execute a revenue-driven sales strategy to grow Mastercard’s SME segment share across North America.
• Develop and maintain a robust sales pipeline, leveraging data-driven insights to prioritize high-impact opportunities.
• Identify and engage potential customers through direct outreach, partnerships, and market intelligence.
• Understand SME pain points and tailor Mastercard’s solutions to address their unique challenges, including payment acceptance, spend management, and digital transformation.
• Position Mastercard’s SME product suite—both core and through strategic partnerships—to maximize client value.
• Manage the end-to-end sales process, from qualifying leads to negotiating contracts and closing deals.
• Expand Mastercard’s reach by developing and managing relationships with fintechs, acquirers, issuers, and other ecosystem players.
• Engage directly with customers and partners to position Mastercard solutions, negotiate deals, and drive conversions.
• Represent Mastercard at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the SME space.
• Track and analyze performance metrics, adjusting sales tactics and strategies as needed to exceed growth targets.

Product Management

1. Support go-to-market execution by collaborating with product, marketing, and partnerships teams to enhance Mastercard’s SME solutions.
2. Analyze market trends, competition, and SME lifecycle journeys to inform product and sales strategies, driving differentiation and innovation.
3. Identify and drive partnership opportunities to improve value propositions and expand distribution channels.
4. Identify and drive innovation in B2B and supply chain finance, integrating Mastercard’s capabilities with key industry players.
5. Develop sales enablement tools and training materials to support SME-focused sales colleagues.

All About You

The ideal candidate for this position should:

• Be passionate about “Empowering Every Business, Everywhere” and the idea of democratizing access to digital payments and financial tools for MSMEs.
• Have proven experience engaging internal and external commercial and technical stakeholders to drive solution development and adoption.
• Have a strong background in sales, business development, or account management within financial services, fintech, or payments.
• Have experience working with fintechs and alternative payment providers to drive innovation in B2B transactions.
• Possess strong relationship management, influencing, and communication skills.
• Be self-motivated, a quick learner, and able to manage multiple priorities in a fast-paced environment.
• Hold a Bachelor’s degree (required); an advanced degree is preferred.
• English required; knowledge of French or Spanish is a plus.

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disability, 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

All activities involving access to Mastercard assets, information, and networks come 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.