Sales Director - Travel and Hospitality

Mastercard; Arlington (VA); On-site; USD 150,000 - 230,000; Full time

Benefits offered by this job

Insurance (including medical, dental,

401k with company match

Paid parental leave

Flexible spending account

Health savings account

Paid leaves (including 16 weeks)

Paid vacation days

Probation

Job summary

Mastercard is seeking a Sales Director for Travel and Hospitality in the USMD Services Business Development team. You will lead the commercial strategy, manage senior client relationships and shape Mastercard solutions to expand our Services business.

You will own a portfolio of strategic opportunities across Consumer Acquisition & Engagement, Business & Market Intelligence, Open Finance and Security Solutions, partnering with product, marketing and delivery teams to drive growth.

Qualifications

• Demonstrated success in B2B consultative sales and strategic account leadership.
• Ability to translate market dynamics and client priorities into a focused commercial strategy.
• Proven ability to build pipeline and close multi-stakeholder opportunities.

Responsibilities

• Define and execute the Services commercial strategy for an assigned vertical or large territory, identifying priority clients and growth themes.
• Own senior client relationships and complex commercial opportunities from discovery to delivery.
• Shape commercial agenda with value propositions and integrated Mastercard solutions.

Skills

B2B consultative sales

Executive relationship management

Strategic account leadership

Negotiation

Industry knowledge travel hospitality

Education

Bachelor’s degree or equivalent

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

Sales Director - Travel and Hospitality

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.

As a member of our USMD Services Business Development team, you will lead the commercial strategy and growth agenda for a set of key Travel and hospitality clients. You will combine deep industry knowledge, consultative sales expertise and senior relationship management to identify market opportunities, shape relevant Mastercard solutions and expand our Services business.

As a Senior Managing Consultant, you will own a portfolio of strategic client relationships and complex commercial opportunities across Mastercard’s Services portfolio, including Consumer Acquisition & Engagement, Business & Market Intelligence, Open Finance and Security Solutions. You will represent the needs of your vertical or territory across Mastercard, influencing product and go-to-market priorities

Responsibilities

• Define and execute the Services commercial strategy for an assigned vertical or large territory, identifying priority clients, market opportunities, buying centers and growth themes.
• Own senior client relationships and complex commercial opportunities, from initial demand creation and consultative discovery through solution development, negotiation, contracting and transition to delivery.
• Shape the commercial agenda by developing industry-specific value propositions, sales narratives and integrated solutions that connect client priorities with Mastercard capabilities.
• Build and maintain a strong pipeline, delivering against sales and revenue goals while balancing near-term opportunities with long-term account and market development.
• Act as the voice of the vertical or territory within Mastercard, translating client, market and competitive insights into recommendations for product development, enhancement and commercialization.
• Influence Product, Marketing, Delivery, Finance, Legal and account teams to align resources, overcome barriers and bring the strongest Mastercard solutions to market.
• Represent Mastercard with senior and C-suite stakeholders, establishing trusted relationships and advancing strategic discussions across complex client organizations.
• Contribute to broader Services growth through thought leadership, team mentorship, and sales enablement.

Requirements

• Demonstrated success in B2B consultative sales, business development or strategic account leadership, including ownership of complex opportunities and commercial results.
• Deep experience in relevant industries, with the ability to translate market dynamics, client priorities and competitive trends into a focused commercial strategy.
• Proven ability to build pipeline, develop strategic accounts and progress complex, multi-stakeholder opportunities through negotiation and contracting.
• Experience selling data, analytics, insights, consumer engagement, cybersecurity, technology-enabled solutions or professional services.
• Strong executive presence and demonstrated success building trusted relationships with senior and C-suite stakeholders.
• Ability to develop compelling value propositions and integrated solutions that address complex client and industry needs.
• Experience influencing product direction or go-to-market priorities by translating client and market needs into actionable recommendations.
• Strong commercial judgment, analytical problem-solving and negotiation skills.
• Ability to lead through influence across Product, Marketing, Delivery, Finance, Legal, account teams and other internal stakeholders.
• Experience mentoring or coaching colleagues and strengthening the capabilities of a broader sales team.
• Bachelor’s degree or equivalent practical experience.

Benefits

• Insurance (including medical, prescription drug, dental, vision, disability, life insurance)
• Flexible spending account and health savings account
• Paid leaves (including 16 weeks new parent leave, up to 20 paid days bereavement leave)
• 10 annual paid sick days
• 10 or more annual paid vacation days based on level
• 5 personal days
• 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
• Gender-inclusive benefits
• Many more

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.