Enterprise Account Executive - Mastercard Identity

Mastercard; Atlanta (GA); On-site; USD 141,000 - 197,000; Full time

Job summary

Mastercard Identity in Atlanta, GA seeks a Director, Specialist Sales to own a named Enterprise book and drive new-logo acquisition for fraud, payments, and identity data solutions. You will lead consultative, multi-threaded sales cycles with senior fraud, risk, and engineering leaders and partner with regional teams to close and expand deals.

You will source and qualify a robust pipeline, forecast accurately against quota, and represent Mastercard Identity at industry events, shaping identity

Qualifications

• Enterprise selling experience with large accounts.
• Direct selling experience in fraud, payments or identity to technical buyers.
• Track record of running consultative, multi-threaded sales cycles with senior leaders.
• Ability to build pipeline independently, not rely on inbound leads.

Responsibilities

• Own new-logo acquisition and expansion across a named Enterprise book.
• Sell to Fraud, Payment Risk, and Trust & Safety leaders who decide on identity data builds vs buys.
• Run value-led, consultative sales cycles connecting Mastercard Identity data to a prospect's fraud and automation problems.
• Collaborate with Mastercard account teams and Product & Technology to close and expand deals.
• Prospect and self-source pipeline into net-new Enterprise accounts in fraud-intensive industries.
• Build and defend a qualified pipeline with clear economic buyers and timelines.
• Navigate technical and business buyers to build consensus and drive adoption.
• Represent Mastercard Identity at events and with prospects as a trusted advisor on identity fraud trends.

Skills

Enterprise sales

New-logo hunting

Consultative selling

Multi-threaded deals

API/data products

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

Enterprise Account Executive - Mastercard Identity
Title and Summary
Director, Specialist Sales

Overview

About Mastercard Identity
Mastercard Identity (formerly Ekata) helps the world's largest companies see through fraud before it happens. Our API and web-based portal products deliver identity enrichment data that sharpens the precision and recall of customers' fraud models, processes, and rules, cutting third-party and identity fraud, reducing false positives, and increasing automation so fewer good customers get held for manual review.
Mastercard Identity is looking for a Director, Specialist Sales, to backfill an open territory on our Enterprise team.

Role

This role is within the Mastercard Identity organization and will be focused on the largest online businesses and Fintechs.

• Own new-logo acquisition and expansion across a named book of Enterprise accounts.
• Sell directly to Fraud, Payment Risk, and Trust & Safety leaders who own the build vs. buy decision on identity data.
• Run point-of-view-led, consultative sales cycles that connect Mastercard -Identity's data to a prospect's specific fraud loss, false-positive, and automation problems.
• Operate collaboratively within Mastercard's broader account relationship model, partnering with regional Mastercard account teams and Identity's central Product & Technology teams to close and expand deals.

• Prospect and self-source pipeline into net-new Enterprise accounts in fraud-intensive industries (marketplaces, e-commerce, gaming, financial services, on-demand/gig platforms).
• Build and defend a qualified pipeline using a structured qualification framework, with clear economic buyers, business consequences, and decision timelines on every deal.
• Multi-thread every opportunity: no single-threaded deals carried into forecast.
• Navigate technical and business buyers (fraud ops, data science, engineering, risk leadership) to build consensus and drive adoption.
• Represent Mastercard Identity at industry events and with prospects as a trusted advisor on identity fraud trends and the regulatory landscape.
• Forecast accurately and manage a rolling pipeline against quota, in partnership with sales leadership.

Experience

• Enterprise selling/hunting experience, carrying and exceeding an individual new-business quota against large ($500M+ revenue) accounts.
• Direct selling experience in fraud, payments, or identity, ideally with API/data products sold to technical and risk buyers.
• Track record of running consultative, multi-threaded sales cycles with Fraud, - - - Payment Risk, or Trust & Safety leaders, not just IT or procurement.
• Comfortable navigating long, technical sales cycles involving data science and engineering evaluation.Ability to build pipeline independently rather than relying primarily on inbound or SDR-sourced leads.

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

• 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.

Pay Ranges

• Seattle, Washington: $162,000 - $227,000 USD
• Arlington, Virginia: $162,000 - $227,000 USD
• Atlanta, Georgia: $141,000 - $197,000 USD
• Boston, Massachusetts: $162,000 - $227,000 USD
• Chicago, Illinois: $141,000 - $197,000 USD
• Miami, Florida: $141,000 - $197,000 USD
• Purchase, New York: $162,000 - $227,000 USD
• Remote - Idaho: $141,000 - $197,000 USD
• Remote - Montana: $141,000 - $197,000 USD
• Remote - Utah: $141,000 - $197,000 USD

Job Posting Window

Posting windows may change based on the volume of applications received and business necessity. Candidates are encouraged to apply expeditiously.