Director, Product Sales

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
Director, Product Sales
Do you enjoy building relationships with customers, negotiating and winning complex deals, and helping customers meet and exceed growth targets? Are you passionate about cutting edge innovation in domestic and cross border payments?
The North American Products and Innovation team develops innovative products and commercializes new business opportunities that go beyond Mastercard's traditional strength in card payments. Within that remit, our Mastercard Send and Cross-Border Services solutions meet today's demand for simple, certain, and cost-effective domestic and international payments.
We are seeking an experienced business development and relationship management expert to join the Disbursements and Remittances team in the North American region. You will be responsible for supporting our go-to-market for two priority products by forming strong relationships with existing customers and helping them scale their usage of these products. This role provides a unique opportunity for a high-performing individual to drive real change and transform the way we engage with our key customers.
Objective: Generate incremental Send and Cross-border Services revenue from existing portfolio customers by cross-selling, up-selling, optimizing and expanding partnership terms, and renewing existing agreements.
Job Description / Roles & Responsibilities• Form relationships with key customers across Send and XBS portfolios. Meet on a regular basis to identify opportunities to scale via:
o Joint pipeline, referrals, RFP responses
o Open new use cases
o New XB corridors / markets
o Reprice markets / services as needed
o Cross-sell C&I and D&S services (e.g. Finicity, Ekata, Advisors)
o Recommend best practices to customers• Partner with optimization team and CAMs to identify revenue growth opportunities. Deliver proposals and growth plans to customers• Create "best practices" materials and share with customers as necessary• Inform product roadmap by consolidating and sharing customer growth inhibitors with relevant product teams• Be the central point of contact for key customers for any discussions/negotiations related to new use cases, repricing, new partnership terms, volume growth, and optimization opportunities
All About You:
• Do you have experience in domestic or cross-border disbursements and money movement?• Do you have experience in sales of a complex payments product or service to financial institutions or fintech firms?• Do you have experience working with Treasury Services, Transaction Banking, Wholesale or Commercial Banking organizations?• Do you have a proven ability to manage complex sales processes with a wide range of prospects?• Do you have experience managing complex pricing and contract negotiations?• Are you able to lead conversations at both a business and complex technical level?• Expert relationship building and management skills. Ability to build trust with key customers and portray confidence, knowledge, and understanding of customer roadmaps and goals• Payments knowledge - either at a service provider (bank, PSP, fintech, payment network), a user/customer (corporate), or a payments network• Effective Communications - story telling, visual presentation, thinking on your feet, handling customer objections and questions, managing the conversation• Influencing/Value Selling - understanding prospect needs and how they define value, adapting your message to the audience, illustrating value over features• Sales- scoping, qualification, proposal writing, presentations, closing and customer agreements• Solutions Development - presenting solutions to solve real pain points, clearly communicating value• Self-starter / motivated to work independently and as an effective team member• Bachelor's degree, Master's preferred• Some travel 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 [email protected] 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.
Pay Ranges
New York City, New York: $190,000 - $304,000 USD