Director – Customer Growth

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, Customer Growth – Mastercard Move.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 disbursements and cross border payments?

The NAM Mastercard Move Partnerships team develops and maintains relationships with some of the largest merchants, fintechs, acquirers, and banks in the U.S. in support of their money movement needs. We bring innovative products and solutions to customers to enhance their money movement offerings with world class card and non-card capabilities alike.
We are seeking an experienced business development and sales expert to join the team to help win new business and sign new partners and customers. You will be responsible for forming strong relationships with existing customers and helping them scale their usage of these products by solutuonsing, upselling, cross-selling, and incentivizing incremental volume. This role provides a unique opportunity for a high-performing individual to drive real change and meaningful revenue, while transforming the way we engage with our key customers.

Job Description / Roles & Responsibilities
• Form relationships with key customers across the Mastercard Move portfolio in North America. Engage with customer on a regular basis to identify opportunities to scale via:
o Joint pipeline, referrals, RFP responses
o Open new use cases
o Open new receiving corridors / markets
o Reprice services as needed
o Cross-sell other relevant Mastercard services (e.g. consulting, open banking, fraud detection tools)
o Recommend best practices to customers
• Partner with product and accounts teams 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 requiredMastercard is an 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. 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 based on location, experience and other qualifications for the role and may be eligible for an annual bonus or commissions depending on the role. 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 new parent leave, up to 20 paid days bereavement leave), 10 annual paid sick days, 10 or more annual paid vacation days based on level, 5 personal days, 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, gender-inclusive benefits and many more.

Pay Ranges

New York City, New York: $164,000 - $263,000 USDPurchase, New York: $158,000 - $252,000 USD