Director, Account Management

The Director, Account Management is a key leadership role within the Mastercard Direct Services team, responsible for managing and growing a portfolio of strategic customers across Caribbean emerging markets.

The role is accountable for developing and executing long-term customer strategies that deepen Mastercard’s partnerships, expand portfolio share, and accelerate growth through the full breadth of Mastercard’s products, services, and capabilities.

Key Responsibilities:

• Own and deliver against sales, payment volume, market share, and net revenue targets across assigned accounts.
• Develop and execute comprehensive account strategies and annual business plans aligned with customer priorities and Mastercard's market strategy.
• Build and maintain strong relationships with senior customer stakeholders and decision makers, positioning Mastercard as a trusted strategic partner.
• Identify customer needs and translate them into commercial opportunities and customized solutions leveraging Mastercard's products, services, capabilities, and expertise.
• Maintain a strong pipeline of opportunities and drive disciplined pipeline management, forecasting, and execution at the account level.
• Develop compelling customer strategies, value propositions, proposals, and executive-level presentations.
• Analyze customers' businesses through financial modeling, profitability analysis, forecasting, market intelligence, and competitive analysis to identify opportunities for growth.
• Partner with customers to establish business objectives, execute against agreed annual plans, and regularly review progress and performance.
• Lead complex, cross-functional initiatives by coordinating internal partners across Product, Services, Finance, Legal, Marketing, Operations, and other relevant teams.
• Lead commercial negotiations and manage the customer agreement process from strategy through execution.
• Proactively identify and recommend Mastercard solutions that can improve customer economics, increase engagement, and create incremental value for both the customer and Mastercard.
• Maintain a strong understanding of market dynamics, competitive activity, customer priorities, and emerging payment trends to continuously identify new opportunities.

Experience & Qualifications:

• Significant experience managing complex, strategic, or large customer relationships, preferably within payments, financial services, banking, technology, or a related industry.
• Demonstrated success developing and executing sales and account strategies that deliver measurable revenue and business growth.
• Strong knowledge of Mastercard's core products, solutions, services, rules, and broader capabilities, with demonstrated ability to apply them to customer opportunities.
• Proven experience identifying, structuring, and converting new business opportunities while growing existing relationships.
• Experience leading complex customer negotiations and commercial agreements.
• Strong financial and analytical capabilities, including experience with business cases, forecasting, profitability analysis, and commercial decision making.
• Ability to operate effectively across a matrixed organization and influence internal stakeholders to deliver against customer priorities.
• Strong executive presence and communication skills, with the ability to engage credibly with senior customer and internal leadership.
• Demonstrated ability to balance relationship management, strategic thinking, commercial execution, and disciplined delivery.