Director, Account Management

Mastercard US; España; On-site; EUR 161,000 - 215,000; Full time

Job summary

Mastercard is seeking a Director of Account Management to lead strategic relationships across Caribbean emerging markets. You will drive account strategies, revenue growth, and portfolio expansion while coordinating Mastercard teams to deliver differentiated value.

As a senior leader, you will build trusted relationships with senior customer stakeholders, identify new growth opportunities, and oversee end-to-end strategy, performance, and initiatives for multiple key accounts.

Qualifications

• Significant experience managing complex, strategic, or large customer relationships.
• Demonstrated success developing and executing sales and account strategies that deliver measurable revenue and business growth.
• Strong knowledge of Mastercard's core products, solutions, services, rules, and broader capabilities.
• Proven experience identifying, structuring, and converting new business opportunities while growing existing relationships.
• Experience leading complex customer negotiations and commercial agreements.
• Strong financial and analytical capabilities, including experience with business cases, forecasting, profitability analysis, and commercial decision making.
• Ability to operate across a matrixed organization and influence internal stakeholders.
• Strong executive presence and communication skills with senior stakeholders.
• Balance between relationship management, strategic thinking, commercial execution, and disciplined delivery.

Responsibilities

• Own and deliver against sales, payment volume, market share, and net revenue targets across assigned accounts.
• Develop and execute comprehensive account strategies and annual business plans aligned with customer priorities and Mastercard's market strategy.
• Build and maintain strong relationships with senior customer stakeholders and decision makers, positioning Mastercard as a trusted strategic partner.
• Identify customer needs and translate them into commercial opportunities and customized solutions leveraging Mastercard's products, services, capabilities, and expertise.
• Maintain a strong pipeline of opportunities and drive disciplined pipeline management, forecasting, and execution at the account level.
• Develop compelling customer strategies, value propositions, proposals, and executive-level presentations.
• Analyze customers' businesses through financial modeling, profitability analysis, forecasting, market intelligence, and competitive analysis to identify opportunities for growth.
• Partner with customers to establish business objectives, execute against agreed annual plans, and regularly review progress and performance.
• Lead complex, cross-functional initiatives by coordinating internal partners across Product, Services, Finance, Legal, Marketing, Operations, and other teams.
• Lead commercial negotiations and manage the customer agreement process from strategy through execution.
• Proactively identify Mastercard solutions that can improve customer economics, increase engagement, and create incremental value.
• Maintain an understanding of market dynamics, competitive activity, customer priorities, and emerging payment trends to identify opportunities.

Job description

Director, Account Management

Location: Port of Spain, Trinidad and Tobago

Time Type: Full time

Job Description

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build asustainableeconomy where everyone can prosper. We support a wide range of digital payments choices, making transactionssecure, 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, Account ManagementThe Director, Account Management is a key leadership role within the Mastercard Direct Services team, responsible for managing and growing a portfolio of strategic customers across Caribbean emerging markets. The role is accountable for developing and executing long-term customer strategies that deepen Mastercard’s partnerships, expand portfolio share, and accelerate growth through the full breadth of Mastercard’s products, services and capabilities.

Serving as the primary point of contact and strategic relationship lead, the Director has end-to-end responsibility for each customer’s strategy, performance, and portfolio of initiatives with Mastercard. This includes building trusted relationships with senior customer stakeholders, identifying and developing new business opportunities, and mobilizing the appropriate Mastercard teams and capabilities to deliver differentiated value.

The Director is also responsible for maintaining strong internal alignment on account performance, strategic priorities, pipeline, opportunities, and potential risks. The role requires close collaboration across Mastercard to develop and execute opportunities that drive market share, payment volume, net revenue, and long-term customer value.

This role is responsible for leading strategic customer relationships and driving sustainable growth across a portfolio of key accounts. The successful candidate will develop and execute account strategies aligned with broader market and geographic priorities, with accountability for growing market share, payment volume, and net revenue.

The role requires a strong commercial leader who can build trusted relationships with senior customer stakeholders, identify new growth opportunities, and mobilize Mastercard capabilities across Core Payments, Services, Commercial, Acceptance, Digital, and other solutions to address customer priorities.

Key Responsibilities

• Own and deliver against **sales, payment volume, market share, and net revenue targets** across assigned accounts.
• Develop and execute comprehensive **account strategies and annual business plans** aligned with customer priorities and Mastercard's market strategy.
• Build and maintain strong relationships with **senior customer stakeholders and decision makers**, positioning Mastercard as a trusted strategic partner.
• Identify customer needs and translate them into **commercial opportunities and customized solutions** leveraging Mastercard's products, services, capabilities, and expertise.
• Maintain a strong pipeline of opportunities and drive disciplined **pipeline management, forecasting, and execution** at the account level.
• Develop compelling customer strategies, value propositions, proposals, and executive-level presentations.
• Analyze customers' businesses through **financial modeling, profitability analysis, forecasting, market intelligence, and competitive analysis** to identify opportunities for growth.
• Partner with customers to establish business objectives, execute against agreed annual plans, and regularly review progress and performance.
• Lead complex, cross-functional initiatives by coordinating internal partners across Product, Services, Finance, Legal, Marketing, Operations, and other relevant teams.
• Lead commercial negotiations and manage the **customer agreement process from strategy through execution**.
• Proactively identify and recommend Mastercard solutions that can improve customer economics, increase engagement, and create incremental value for both the customer and Mastercard.
• Maintain a strong understanding of market dynamics, competitive activity, customer priorities, and emerging payment trends to continuously identify new opportunities.

Experience & Qualifications

• Significant experience managing complex, strategic, or large customer relationships**, preferably within payments, financial services, banking, technology, or a related industry.
• Demonstrated success developing and executing sales and account strategies that deliver measurable revenue and business growth**.
• Strong knowledge of Mastercard's core products, solutions, services, rules, and broader capabilities, with demonstrated ability to apply them to customer opportunities.
• Proven experience identifying, structuring, and converting new business opportunities while growing existing relationships.
• Experience leading **complex customer negotiations and commercial agreements.
• Strong financial and analytical capabilities, including experience with business cases, forecasting, profitability analysis, and commercial decision making.
• Ability to operate effectively across a matrixed organization and influence internal stakeholders to deliver against customer priorities.
• Strong executive presence and communication skills, with the ability to engage credibly with senior customer and internal leadership.
• Demonstrated ability to balance relationship management, strategic thinking, commercial execution, and disciplined delivery.

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.