Director, Specialist Sales

Mastercard; Arlington (VA); On-site; USD 182,000 - 291,000; Full time

Benefits offered by this job

Insurance

401k

Paid time off

Tuition reimbursement

Fitness facilities

Holidays

Job summary

Mastercard seeks a Director, SME Sales Specialist to lead revenue growth in North America via channel partners. You will own the sales strategy, manage a robust pipeline, and engage with FinTechs, issuers, and acquirers to expand SME reach.

You’ll collaborate with product, marketing, and partnerships teams to drive go-to-market success and innovation in B2B payments. Bachelor’s degree required; English proficiency essential.

Qualifications

• Experience in sales, business development, or account management within financial services, fintech, or payments.
• Strong relationship management and communication skills.
• Bachelor’s degree required; advanced degree preferred.

Responsibilities

• Own and execute a revenue-driven sales strategy to grow Mastercard’s SME segment share across North America via channel partners.
• Develop and maintain a robust sales pipeline with data-driven insights to prioritize opportunities.
• Identify and engage potential customers through direct outreach, partnerships, and market intelligence.
• Understand channel partner pain points and tailor Mastercard solutions to their SME customers.
• Position Mastercard’s SME product suite to maximize client value and manage end-to-end sales processes.
• Expand Mastercard’s reach by building relationships with FinTechs, acquirers, issuers, and other ecosystem players.

Skills

Sales and business development

Account management

Relationship management

Communication

FinTech

Payments industry

English proficiency

Education

Bachelor's 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 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

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 consultative sales skill set to help channel partners utilize Mastercard offerings to support their SME customers.

Key Responsibilities

Sales

• Own and execute a revenue-driven sales strategy to grow Mastercard’s SME segment share across North America via channel partners.
• 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 Channel Partner pain points in servicing their small businesses 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 FinTech's, 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

• Support go-to-market execution by collaborating with product, marketing, and partnerships teams to enhance Mastercard’s SME solutions.
• 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.
• 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

• 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 FinTech's 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); advanced degree preferred.
• English required

Corporate Security Responsibility

• 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.

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

Compensation and Benefits

In line with Mastercard’s total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience.

Mastercard benefits for full time (and certain part time) employees generally include:

• insurance (including medical, prescription drug, dental, vision, disability, life insurance);
• flexible spending account and health savings account;
• paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave);
• 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire;
• 10 annual paid U.S. observed holidays;
• 401k with a best-in-class company match;
• deferred compensation for eligible roles;
• fitness reimbursement or on-site fitness facilities;
• eligibility for tuition reimbursement;
• and many more.

Mastercard benefits for interns generally include:

• 56 hours of Paid Sick and Safe Time;
• jury duty leave;
• on-site fitness facilities in some locations.

Pay Ranges

Purchase, New York: $182,000 - $291,000 USD

Arlington, Virginia: $182,000 - $291,000 USD