Director, Business Development
: Job Details :

Director, Business Development

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.

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.
• 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.

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 ...@mastercard.com 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.

Pay Ranges:

New York City, New York: $172,000 - $275,000 USD

Purchase, New York: $164,000 - $263,000 USD