Job Title:
Director, Business Development
Overview:
Overview:
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.
The Americas Business Development Fintech team supports Fintech's and traditional co-brand partners across the US, Canada and LAC and is responsible for cultivating new business with current and new partners.
The BD Team is specifically responsible for driving Mastercard market share by successfully winning new business deals (new to market and flips from competitive networks) and supporting renewal of existing deals for Mastercard.
The team works across functions within Mastercard (account management, digital, issuer, merchant, marketing, D&S, finance, legal) to bring the best of Mastercard to our potential partners. The role is goaled on driving new revenue and GDV for Mastercard and selling relevant bundled services to support partner success.
About the role:
In this high-profile role you will be primarily focused on growing Mastercard's Fintech co-brand market share across the Americas, specifically focused on the Small Business segment, ensuring the BD teams are cultivating senior external relationships with prospects, key current fintech/core co-brand partners and consultants. Additionally, you will be responsible for helping to inform the sales pipeline for all forms of payment products (i.e. credit, debit, prepaid, SMB, etc) co-brand programs for fintech and digital partners. The day-to-day responsibilities include:
Establishing day to day and senior business partner relationships and collaborate with partners to create opportunities for new payments business.
Driving Mastercard revenue growth and creating strategic brand / payments deals.
Leading negotiations with partners and with internal stakeholders and develop terms sheets and contracts.
Continuing to evolve the internal/external sales process and relationships to ensure the "Why payments" and "Why Mastercard" story resonates across key payments partners and regions; this includes custom creative solutioning for partners and bundling of services assets as relevant.
Developing deals and running financial models for key partners while partnering with digital, issuer, merchant, and finance teams. Ensure offers are compelling / secures the deal while maintaining the best possible return for MA. Assist in negotiating in line with Mastercard's strategic priorities, revenue and profitability targets.
Maintain up-to-date research on key trends and players in the fintech and SMB space and assist with developing a framework for identifying viable SMB prospects and flip co-brand opportunities.
Create persuasive presentation documents (pitch decks) that showcase Mastercard's capabilities and align with partner needs in a customized and relevant manner; support customer pitches as needed.
Manage Salesforce records and contract management process (ironclad), ensuring all opportunities are consistently updated.
Collaborate with appropriate internal Mastercard teams (Finance, Product, Data and Services, Marketing, Law & Franchise, Issuer, fintech and regional Partnership Teams, etc) and external partners (processors, bin sponsors, program managers) to execute deals post-win, including standing up co-brand products and ensuring cross-functional alignment and maximum support for launch efforts.
All About You:
Team player with can-do attitude
SMB experience highly preferred
Excellent interpersonal, creative presentation development and writing skills
Sound and mature business judgment with established strategic/conceptual thinking and strategic planning skills.
Ability to be flexible and work with unknowns.
Excellent project management skills, with strong problem solving, analytical, quantitative communication and organizational skills
Selling skills:
Strong influencing and negotiation skills
Ability to think from the perspective of the customer
Sharp business acumen
Possess excellent relationship management skills:
Effectively builds business partnerships with internal customers, proactively and as part of deal process
Builds consensus with others to gain cooperation
Develops and leverages key relationships
Understands the diverse needs and objectives of various stakeholders
Knowledge and experience of the small business and fintech space is strongly preferred
Demonstrated cross functional knowledge of card business, i.e. marketing, operations, risk. Can effectively represent Mastercard and its assets with external partners
Financial modeling and analytical capabilities
Bachelor's degree required.
To find US Salary Ranges, visit People Place. Under the Compensation tab, select "Salary Structures." Within the text of "Salary Structures," click on the link "salary structures 2025," through which you will be able to access the salary ranges for each Mastercard job family. For more information regarding US benefits, visit People Place and review the Benefits tab and the Time Off & Leave tab.