Director, Small Business Sales Specialist

Overview

Mastercard operates globally across more than 200 countries, enabling economies and empowering people. We provide a diverse range of digital payment options designed to be secure, user-friendly, intelligent, and accessible. Through innovative technology, partnerships, and networks, we deliver unique products and services that help individuals, businesses, and governments unlock their full potential.

Role Summary

We are seeking a Director, Small Business Sales Specialist for our North America Small Business Segment team. This role is vital for expanding Mastercard's influence in the SMB market by engaging with clients, identifying growth opportunities, building a robust sales pipeline, and closing deals focused on small businesses.

Key Responsibilities

• Develop and lead the SMB market strategy across North America, targeting both current and new issuer partners, including new distribution channels, to increase Mastercard's SMB segment market share and leadership.
• Collaborate cross-functionally with the broader Commercial and New Payment Flows teams, including Transfer Solutions and Corporate Solutions, to cross-sell and promote various solutions.
• Work closely with Account and Business Development teams to identify high-potential opportunities, maintain a dynamic sales pipeline, and secure deals.
• Coordinate commercialization efforts by partnering with Product, Account Management, Marketing, Franchise, and Customer Delivery teams to execute SMB initiatives effectively and secure necessary resources.
• Promote an SMB-focused, customer-centric narrative within the organization and externally with customers and prospects.
• Lead and support client negotiations, ensuring inclusion of SMB-specific incentives in deals and alignment of Mastercard’s value proposition with client goals.
• Use Salesforce (SFDC) and other commercialization tools to monitor pipeline performance, ensure timely follow-ups, resolve issues, and maintain momentum regionally.
• Drive internal alignment across product groups, Finance, and Sales Excellence teams to obtain stakeholder buy-in and support, including across senior leadership.
• Formulate and advance SMB growth strategies that leverage best practices and scalable models to deliver measurable portfolio results.
• Enhance sales enablement by developing client-facing materials, training programs, and use-case content tailored to SMB needs.

Candidate Profile

• Passionate about enabling small businesses to grow and succeed.
• Extensive experience and knowledge in financial services and payments ecosystems.
• Proven record in establishing new enterprise relationships with partners unfamiliar with your solutions.
• Experienced in driving strategic direction and ownership in complex, matrixed, cross-functional environments.
• Recognized as a credible thought leader, collaborating with key customers on developing their payments and small business strategies.
• Adept at integrating products and solutions to fulfill specific segment demands.
• Understanding of the distinctive requirements and challenges faced by small businesses.
• Strong intellectual curiosity with a high degree of autonomy and proactive problem-solving approach.
• Ability to lead programs independently and coordinate across multiple functional teams.
• Demonstrates urgency and influential skills to drive results.
• Relentlessly motivated to achieve targeted outcomes.

Educational Requirement

Bachelor’s degree is preferred.

Diversity and Inclusion

Mastercard is committed to equal opportunity and inclusive hiring that respects diversity, including gender, sexual orientation, race, disability, veteran status, and other protected categories. Accommodations are available during the application and recruitment process upon request.

Corporate Security Policy

• All employees must adhere to Mastercard’s security policies to protect company assets, information, and networks.
• Ensure confidentiality and integrity of accessed information.
• Report any suspected security breaches promptly.
• Complete all mandatory security training as required.

Compensation and Benefits

The position offers a competitive salary range for the Toronto, Canada location between 138000 and 221000 CAD annually, with potential eligibility for a discretionary annual incentive program. Compensation is based on experience, location, and qualifications.