Director, Specialist Sales

Mastercard; Bogotá ciudad; On-site; COP 388,375,000 - 582,562,000; Full time

Job summary

Mastercard is seeking a Director, SME Sales Specialist in LAC to accelerate the origination, development, and conversion of strategic SME opportunities across the region. You will identify new sources of SME payment flows, build relationships with strategic partners, and lead opportunities through the commercial lifecycle.

The role requires an entrepreneurial mindset, strong consultative selling, and the ability to engage senior decision-makers, navigate complex stakeholders, and translate

Qualifications

• Strong consultative selling with senior stakeholders.
• Proven ability to develop strategic partnerships.
• Experience leading complex sales cycles across regions.
• Entrepreneurial mindset with market-making capabilities.
• Ability to translate insights into repeatable commercial plays.

Responsibilities

• Sales Origination & Pipeline Development: identify and prioritize SME opportunities across markets and channels.
• Consultative Selling & Deal Development: lead full sales cycle from engagement to closing.
• Strategic Partnerships & Channel Distribution: develop new distribution channels and partnerships.
• Cross-Functional Leadership & Execution: coordinate with Product, Finance, Legal, Services, Marketing, and Operations.
• Market & Commercial Strategy: understand SME ecosystems and translate insights into playbooks.

Skills

SME sales

Strategic partnerships

Consultative selling

Cross-functional leadership

Entrepreneurial mindset

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

Director, Specialist Sales

1) Overview:

Across LAC, Small and Medium Enterprises (SMEs) represent more than 90% of businesses and are often underserved by traditional financial institutions. Unlocking growth in this segment requires identifying new routes to market and capturing payment flows through distributors, platforms, fintechs, software providers, marketplaces, and trade ecosystems that already serve SMEs at scale.

This role requires a strong commercial mindset and the ability to identify, develop, and convert new business opportunities across a diverse regional landscape. Success will depend on understanding partner business models and SME payment flows, uncovering customer needs, building compelling value propositions, and navigating complex sales cycles to translate opportunities into sustainable revenue and payment volume for Mastercard.

Given the diversity of the region, the role requires balancing market-specific opportunities with scalable commercial models that can be replicated across countries, partners, and verticals.

2) Role

Our SME team is looking for a Director, SME Sales Specialist in LAC to accelerate the origination, development, and conversion of strategic SME opportunities across the region.

The role will focus on identifying new sources of SME payment flows, developing relationships with strategic partners, and leading opportunities throughout the commercial lifecycle-from prospecting and opportunity qualification through solution development, business case creation, negotiation, and closing.

The Director will work closely with Mastercard's market teams and cross-functional partners to develop tailored commercial propositions that combine Mastercard's products, capabilities, partnerships, and services to address customer needs and unlock incremental GDV and revenue.

The ideal candidate combines an entrepreneurial mindset with strong consultative selling, commercial, and analytical capabilities. The individual should be comfortable creating opportunities from white space, engaging senior decision-makers, navigating complex stakeholder environments, and maintaining strong ownership and momentum throughout the sales process.

Key Responsibilities

Sales Origination & Pipeline Development

• Identify, originate, and prioritize high-potential SME opportunities across markets, verticals, and distribution channels.
• Build and manage a strong pipeline focused on generating incremental GDV and revenue for Mastercard.
• Develop relationships with strategic partners including fintechs, platforms, marketplaces, software providers, distributors, acquirers, and issuers.
• Identify untapped payment flows and opportunities to replace cash, checks, transfers, and other traditional payment methods.

Consultative Selling & Deal Development

• Understand partner business models, strategic priorities, economics, and customer pain points to develop tailored value propositions.
• Lead opportunities across the full sales cycle, from initial engagement and solution design through business case development, negotiation, and closing.
• Structure compelling commercial propositions that balance customer needs, Mastercard economics, and long-term growth potential.
• Lead senior customer conversations, pitches, workshops, and commercial negotiations.

Strategic Partnerships & Channel Distribution

• Identify and develop new distribution channels and partnerships that expand Mastercard's reach into SME ecosystems.
• Identify opportunities to embed Mastercard solutions into existing SME purchasing, payment, financing, and business workflows.
• Develop scalable commercial models that can be replicated across markets, partners, and verticals.

Cross-Functional Leadership & Execution

• Partner with regional and market Sales teams and coordinate across Product, Finance, Legal, Services, Marketing, and Operations to advance opportunities.
• Mobilize internal stakeholders, remove barriers, and maintain momentum throughout complex sales cycles.
• Ensure an effective transition of closed opportunities into implementation and activation.

Market & Commercial Strategy

• Develop a strong understanding of SME ecosystems, payment flows, competitive dynamics, and emerging business models across LAC.
• Identify priority verticals, partners, and use cases based on strategic fit and commercial potential.
• Translate market insights and deal learnings into stronger sales strategies and repeatable commercial playbooks.