Director, Global SME Specialist Sales Alternative Distribution (Europe)

MasterCard; London; On-site; GBP 80,000 - 130,000; Full time

Job summary

A leading company seeks a Director for SME specialist sales to drive revenue growth across Europe. The role includes developing sales strategies, managing customer relations, and enhancing Mastercard's financial services. Candidates should have a robust sales background, particularly in CPG and financial services, along with analytical skills to support the sales process.

Qualifications

• Proven experience in sales and revenue growth.
• Experience in financial services/payments is essential.
• Consumer Packaged Goods (CPG) experience required.

Responsibilities

• Own execution of a revenue-driven sales strategy.
• Manage end-to-end sales process and close deals.
• Analyze performance metrics to exceed growth targets.

Skills

Sales Strategy

Lead Generation

Pipeline Management

Negotiation

Relationship Management

Analytical Skills

Education

Bachelor's degree

Advanced degree

Tools

Excel

Power BI

Job description

Job Title:

Director, Global SME Specialist Sales Alternative Distribution (Europe)

Overview:

Overview
Across Europe, 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. The primary focus of this role is on sales execution and revenue generation, supported by product management initiatives to enhance Mastercard’s SME offerings.

Key Responsibilities
Sales (Primary Focus)
• Own and execute a revenue-driven sales strategy to grow Mastercard’s alternative distribution SME segment share across Europe.
• Develop and maintain a robust sales pipeline, leveraging data-driven insights to prioritize high-impact opportunities.
• Prospecting & Lead Generation: Identify and engage potential customers through market research, networking, partnerships, and direct outreach.
• Industry Focus – Consumer Packaged Goods (CPG): Work with CPG companies, distributors, and wholesalers to digitize B2B payments and enable small businesses to transition from cash-based transactions to digital-first ecosystems.
• Solution Innovation & Consultative Selling: Understand SME pain points and tailor Mastercard’s solutions to address their unique challenges, including payment acceptance, spend management, and digital transformation.
• Pipeline Management & Sales Execution: Manage the end-to-end sales process, from qualifying leads to negotiating contracts and closing deals.
• 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 (Supporting Focus)
• Support go-to-market execution by collaborating with product, marketing, and partnerships teams to enhance Mastercard’s SME solutions.
• Develop business strategies to help CPG digitize payments, streamlining B2B transactions for small businesses.
• Analyze market trends, competition, and SME lifecycle journeys to inform product and sales strategies, driving differentiation and innovation.
• Identify and drive partnership opportunities to improve value propositions and expand distribution channels.
• Collaborate with fintechs and technology partners to design and implement digital payment and financing solutions tailored for SMEs.
• Identify and drive innovation in B2B and supply chain finance, integrating Mastercard’s capabilities with key industry players.
• 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 sales background, with experience in lead generation, pipeline management, deal negotiation, and revenue growth strategies.
• Have experience in financial services and/or payments, with an understanding of competitive offerings, industry trends, and profitability drivers.
• Have Consumer Packaged Goods (CPG) experience (required).
• Have experience working with fintechs and alternative payment providers to drive innovation in B2B transactions.
• Possess intermediate knowledge of analytics applications such as Excel or Power BI.
• Have 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); advanced degree preferred.
• English required; additional languages are a plus.