Director, Specialists Sales

Mastercard Inc.; Purchase (NY); On-site; USD 182,000 - 291,000; Full time

Job summary

Mastercard Inc. seeks a Director, SME Sales Specialist to drive revenue growth in North America through channel partnerships and strategic initiatives. The role requires consultative sales skills to enable channel partners and SME customers to adopt Mastercard solutions.

The candidate will work across product, marketing, and partnerships to analyze market trends, expand distribution, and deliver value across the SME segment. Strong relationship management is essential.

Qualifications

• Bachelor's degree is required; advanced degree preferred.
• Strong background in sales, business development, or account management.
• Experience with FinTechs and alternative payment providers.
• Excellent relationship, influencing, and communication skills.
• Ability to manage multiple priorities in a fast-paced environment.

Responsibilities

• Own and execute a revenue-driven sales strategy for Mastercard's SME segment via channel partners.
• Develop and maintain a data-driven sales pipeline to prioritize opportunities.
• Identify and engage potential customers through direct outreach and partnerships.
• Understand channel partner pain points and tailor Mastercard solutions.
• Position SME product suite to maximize client value.
• Manage end-to-end sales from qualifying leads to closing contracts.
• Expand Mastercard's reach with FinTechs, acquirers, issuers, and other ecosystem players.
• Engage with customers and partners to position solutions and drive conversions.
• Represent Mastercard at industry events to enhance brand visibility and thought leadership.
• Track performance metrics and adjust tactics to exceed targets.
• Collaborate with product, marketing, and partnerships teams to enhance SME solutions.
• Identify market trends and drive partnerships to improve value propositions.

Skills

Sales Experience

Business Development

Account Management

FinTech Payments

Education

Bachelor's degree

Advanced degree preferred

Tools

CRM systems

Data analytics

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, Specialists Sales

Job Description Summary

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

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 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 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.

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.

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; and on-site fitness facilities in some locations.

THIS POSTING RELECTS ONE OR MORE CURRENT VACANCIES ON OUR TEAM, AND MASTERCARD INTENDS TO FILL THIS POSITION BY 01/25/2027. If the fill date has passed, Mastercard intends to fill this position as soon as possible.

Pay Ranges

Purchase, New York: $182,000 - $291,000 USD San Francisco, California: $190,000 - $304,000 USD

Everyone wants easier ways to pay; we invent them. Checkout lines are slow; we speed them along. Merchants want more sales; we give them data and insights. People need financial access; we connect them. Corporate purchasing is complicated; we make it simple. Commuters are busy; we speed them on their way. Governments need greater efficiencies; we help create them. Small businesses are virtual; we give them access to a world of buyers. Retailers want to fight fraud; we provide the tools.