Director, Acceptance Solutions Sales Executive

Visa; Foster City (CA); Hybrid; USD 250,000 - 400,000; Full time

Job summary

Visa is seeking a Director, Indirect Sales Specialist to drive growth in the North America indirect partner segment. You will lead complex opportunities, collaborate with cross-functional teams, and navigate strategic client relationships across the payments ecosystem.

The role requires extensive field sales experience, strong communication and negotiation skills, and the ability to travel. Visa emphasizes in-office presence and strong collaboration with product and marketing teams.

Qualifications

• 10+ years of work experience in sales or related role with a Bachelor's degree or equivalent
• Proven track record in field sales and managing large, complex deals
• Excellent communication, presentation and negotiation skills
• Ability to travel extensively and work independently within a team environment

Responsibilities

• Demonstrate a deep understanding of financial services and acquiring industry trends
• Actively prospect, qualify, negotiate, and close opportunities within NA indirect partner segment
• Develop understanding of Visa solutions and position them with partner verticals
• Identify high-potential partners and build relationships with key decision-makers
• Ensure client/prospect satisfaction with proactive outreach and insights
• Prepare proposals and materials with cross-functional teams highlighting Visa capabilities
• Develop and execute indirect partner sales strategies aligned with Visa’s purpose
• Close deals and ensure client needs are met
• Maintain accurate sales activity data in CRM (Microsoft Dynamics)
• Collaborate with Product, Client Services, Finance and Technology for client experience

Skills

Sales leadership

Negotiation

Communication

Strategic accounts

Travel readiness

Education

Bachelor’s degree required

Tools

CRM software

Job description

About Us

Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.

At Visa, you'll have the opportunity to create impact at scale - tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.

Join Visa and do work that matters - to you, to your community, and to the world. Progress starts with you.

Visa will accept applications for this role until at least 11-18-2026

Job Description

Role Summary:

We are seeking a highly motivated and experienced sales Specialist focused on driving growth in the Indirect segment aligned to several of Visa's largest financial services partners in North America. The ideal candidate will have significant selling experience, able to understand and navigate the unique challenges brought forward by clients and prospects.

This role for Director, Indirect Sales Specialist is part of the larger Value-Added Services Sales function. Internally, the role requires collaboration with a wide range of cross functional teams, including but is not limited to Direct Merchant teams, Sales Operations, Product, Strategy, Client Services, Marketing and the Visa MSA Acquiring teams. Moderate to extensive travel is required for attendance of client meetings, conferences, and partner events.

Key Responsibilities

• Demonstrate a deep understanding of the financial service, acquiring industry, including emerging trends, regulatory changes, and the specific operational challenges they face.
• Actively prospect, qualify, negotiate, and close opportunities within the NA indirect partner segment.
• Develop/ demonstrate a comprehensive understanding of Visa's solutions and their application within the partner verticals/segments and build frameworks and positioning for how Visa solutions fit together alongside ecosystem capabilities.
• Identify high potential partners to target and cultivate relationships with key decision-makers within these organizations.
• Ensure high levels of client/ prospect satisfaction through proactive outreach with relevant insights and regular follow-ups.
• Partner with the Generalist Sales team to prepare proposals, presentations, and other sales materials that highlight Visa solutions' technical capabilities and advantages to address client needs.
• Develop and execute sales strategies tailored to the Indirect partner verticals/ segment that align with Visa's Purpose to uplift everyone, everywhere by being the best way to pay and be paid.
• Successfully structure, negotiate and close deals, ensuring that client needs are met.
• Ensure timely and accurate updates on sales activities are captured in Microsoft Dynamics, offering Insight into market trends and competitive analysis.
• Work collaboratively with various teams, including Product, Client Services, Finance and Technology, to ensure optimal client experience and continuous product improvement.

Essential Functions

• Accountable to driving and achieving booking and revenue lines through acquisition of net-new customers or upsell of existing clients.

• Understand clients' complex challenges/ problems and uses of Visa technology to drive solutions with said technology.

• Champion and lead from the front with Visa's value-based sales methodology, post-sale commercialization, mutual success planning with clients and across Visa to ensure client outcomes and Visa revenue realization.

• Partner with the deal and technical teams to prepare proposals, presentations, and other sales materials that highlight our solutions' technical capabilities and advantages.

• Engage with internal cross functional teams including Product Management, Product Development, Client Support and Product Marketing to relay market feedback and provide input into the commercialization, pricing, and design of new solutions.

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Travel - 50%

Qualifications

Basic Qualifications

• 10 or more years of work experience with a Bachelor's Degree or at least 8 years of work experience with an Advanced Degree (e.g., Master's, MBA, JD, MD) or at least 3 years of work experience with a PhD.

Preferred Qualifications

• 12 or more years of work experience with a Bachelor's Degree or 8-10 years of experience with an Advanced Degree (e.g., Master's, MBA, JD, MD) or 6+ years of work experience with a PhD.
• Proven track record in field sales or related role.
• Proven ability to navigate complex sales cycles and manage large, complex deal negotiations with strategic clients.
• Strong understanding of the financial services / acquiring space, including key players, competition, and trends.
• Proficient in CRM software.
• Excellent communication, presentation, and negotiation skills.
• Ability to travel extensively.
• Work independently as well as collaborate within a team environment.
• 10 or more years of experience with a bachelor's degree or 8 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD)
• Strong technical skills and ability to understand complex technological solutions and business issues.
• Deep understanding of the payments ecosystem including, risk, client experience and engagement, payment security and regulatory requirements.
• Natural ability to understand and articulate complex concepts in a clear and concise manner.
• Confident speaker with ability to present, interact, and connect with executives and engineers.
• Excellent analytical and problem-solving skills.

Information for US Applicants

For roles located in the US, the estimated salary range for this position is $249,700 to $400,200 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity.Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.

Work Hours

Varies upon the needs of the department.

Travel Requirements

This position requires travel 5-10% of the time.

Mental/Physical Requirements

This position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer

Qualified applicants will receive consideration for employment without regard to race, color religion, sex, national origin, sexual orientation, gender identity, disability or protect veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with the EEOC guidelines and applicable local law, including the requirements of Article 49 of the San Francisco Police Code.