Director – Business Development

Job Description

We seek a strategic Sales Enablement leader to drive business development with processors, enablers, FinTechs, and trade associations, helping Community Financial Institutions achieve their goals. This role will identify and manage partnerships, secure agreements, and implement solutions supporting key OKRs like AANR and Community Growth Acceleration Program revenue, as well as client satisfaction. The position also ensures Visa product alignment for Community issuers and creates sales enablement resources to boost

Key responsibilities include:

• Develop and execute a comprehensive Community Business Development and partner engagement strategy to achieve core business objectives and drive sustainable growth.
• Build and maintain a robust pipeline of prospective partners, establishing strong relationships with industry leaders, processors, enablers, FinTechs, and trade associations.
• Lead and coordinate cross-functional initiatives, collaborating with internal teams and external stakeholders to deploy innovative solutions aligned with Community OKRs.
• Negotiate and finalize high-impact agreements, overseeing the complete deal lifecycle from initial engagement through delivery.
• Design and implement sales enablement tools and resources to empower Community Financial Institutions and enhance client satisfaction.
• Monitor key performance metrics and provide regular reporting to senior leadership, promoting accountability and continuous improvement.
• Champion Visa's product alignment and strategic initiatives, advocating for Community issuer needs while supporting accelerated revenue growth.
• Serve as a thought leader, sharing insights and best practices to elevate team performance and support scalable business development goals.
• Propose and manage Sales Plays (SPs) in partnership with NA Operations, driving engagement and performance on critical Community FI metrics.
• Identify, develop, and nurture executive-level relationships with Community partner leaders, including C-suite stakeholders.
• Collaborate with and motivate Visa leaders who manage relationships with partners outside of direct Community oversight to ensure strategic alignment and initiative success.

This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.

Qualifications

Basic Qualifications:

• 10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications:

• 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
• 10+ years of experience in Sales Enablement, Business Development, or Sales Strategy roles, preferably within payments, FinTech, or financial services industries.
• Proven success in building strategies from inception that deliver measurable revenue growth (AANR, ARR, or equivalent).
• Track record of planning, managing, and closing complex, competitive sales efforts, including negotiation, closure, and delivery management.
• Demonstrated experience cultivating C-level relationships and negotiating complex commercial agreements.
• Strong managing up abilities, including developing executive-level communications and delivering impactful presentations.
• Executive presence, with superior written and oral communication skills and presentation capabilities.
• Expertise in gathering and synthesizing market intelligence to create actionable go-to-market plans.
• Exceptional cross-functional leadership skills, able to influence without authority and motivate diverse teams.
• Excellent problem-solving skills with a strong focus on delivering client value.