Director NAM SME Alternative Distribution Sales Specialist

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Overview
In North America, Small and Medium Enterprises (SMEs) are a key driver of economic growth, representing a significant share of GDP and employment while fueling local and cross-border trade. However, many SMEs in industries such as Trade & Logistics and Healthcare still rely on manual, cash, and check-based transactions, leading to inefficiencies and stunting growth.
Mastercard is committed to empowering every business, everywhere by enabling SMEs to thrive in a digital-first economy. This segment is central to Mastercard's growth strategy, given its role in the payments ecosystem as both payers and acceptors of electronic transactions.

Role
The North America SME team is looking for a Director, SME Sales Specialist to drive revenue growth and expand Mastercard's presence in this segment. This role is primarily focused on sales execution and revenue generation, with product management as a supporting function to enhance Mastercard's SME offerings.

Key Responsibilities
Sales (Primary Focus)
• Own and execute a revenue-driven sales strategy to grow Mastercard's SME segment share across North America.
• Develop and maintain a robust sales pipeline, leveraging data-driven insights to prioritize high-impact opportunities.
• Prospecting & Lead Generation: Identify and engage potential SME customers through market research, networking, partnerships, and direct outreach.
• Consultative Selling & Solution Innovation: Understand SME pain points and tailor Mastercard's solutions to address their unique challenges, including payment acceptance, spend management, and digital transformation.
• Pipeline Management & Sales Execution: Manage the end-to-end sales process, from qualifying leads to negotiating contracts and closing deals.
• Strategic Partnerships & Distribution Channels: Expand Mastercard's reach by developing and managing relationships with fintechs, acquirers, issuers, and other ecosystem players.
• Client Success & Growth: Drive post-sale adoption, ensuring customer satisfaction, and identifying opportunities for account expansion and upselling.
• Industry Focus - Trade & Logistics: Support port operators, logistics firms, and freight service providers in digitizing payments from SMEs, reducing cash dependency, and improving operational efficiency.
• Represent Mastercard at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the SME space.
• Collaborate with regional, divisional, and country teams to ensure sales readiness and training by developing necessary sales enablement tools for SMEs.
• Product Management (Supporting Focus)
• Support go-to-market execution by collaborating with product, marketing, and partnerships teams to enhance Mastercard's SME solutions.
• Analyze market trends, competition, and SME lifecycle journeys to inform product and sales strategies, driving differentiation and innovation.
• Identify and drive partnership opportunities to improve value propositions and expand distribution channels.
• Develop business strategies to help Trade & Logistics and Healthcare digitize payments, streamlining B2B transactions for small businesses.
• Collaborate with fintechs and technology partners to design and implement digital payment and financing solutions tailored for SMEs.
• Identify and drive innovation in B2B and supply chain finance, integrating Mastercard's capabilities with key industry players.

All About You
The ideal candidate for this role should:
Be passionate about empowering SMEs, helping them digitize payments and access financial tools.
Have a strong track record of engaging internal and external stakeholders to drive solution development and adoption.
Have a strong sales background, with experience in lead generation, pipeline management, deal negotiation, and revenue growth strategies.
Have experience in financial services and/or payments, with a deep understanding of competitive offerings, industry trends, and profitability drivers.
Possess logistics and healthcare industry expertise (required).
Have experience working with fintechs and alternative payment providers to innovate B2B transactions.
Be proficient in analytics tools such as Excel or Power BI.
Demonstrate strong relationship management, influencing, and communication skills.
Be self-motivated, adaptable, and able to manage multiple priorities in a fast-paced environment.
Hold a Bachelor's degree (required); advanced degree preferred.

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

Miami, Florida: $143,000 - $229,000 USD

San Francisco, California: $172,000 - $275,000 USD