Director - Global Services B2B Travel

Mastercard has a compelling opportunity to build and scale a differentiated Services business across the global B2B travel ecosystem within Commercial & New Payment Flows (CNPF).

We are seeking a strategic and entrepreneurial leader with deep, hands-on experience in the travel industry and a strong understanding of its business models, economics, commercial relationships and B2B payment flows.

This leader will define where Mastercard Services can create the greatest value for travel clients and partners, and drive the business from opportunity identification and services product ideation through commercialization and scale.

Key Responsibilities

• Define where Mastercard Services should play in B2B travel
• Own the global B2B Travel Services strategy, business agenda and prioritized roadmap, aligned with Global Travel and Services objectives.
• Apply deep industry expertise to identify unmet needs across online travel agencies, travel management companies, travel wholesalers and bed banks, airlines, hotels, travel technology providers, and their financial and payment partners.
• Understand how commercial models, distribution relationships and payment flows shape client economics and influence the adoption of new solutions.
• Assess opportunities by client demand, market potential, competitive differentiation, feasibility and financial return, balancing near-term growth with longer-term innovation.
• Translate global priorities into actionable plans reflecting regional market dynamics and client needs.

Turn industry needs into differentiated Services offerings

• Lead services opportunity discovery with clients and ecosystem partners, identifying challenges across payment strategy, supplier acceptance, cross-border flows, reconciliation, fraud, risk and operational efficiency.
• Develop compelling services value propositions and business cases that connect client needs with Mastercard’s capabilities and a clear commercial opportunity.
• Define which existing Services offerings can be scaled, which require industry-specific adaptation, and which gaps warrant new product development or partnerships.
• Partner with Product, data and analytics, innovation and Delivery teams to shape solution requirements, secure alignment on investment priorities, and bring offerings to market.
• Work with anchor clients to test concepts, validate willingness to pay, demonstrate measurable value and establish repeatable solutions.

Lead commercialization and business growth

• Develop and execute the B2B Travel Services go-to-market strategy, including target segments, buyer personas, positioning, packaging, pricing and sales enablement.
• Build and advance a qualified opportunity services pipeline with regional Sales and account teams, with clear accountability for commercial progress and business outcomes.
• Lead the Services dimension of strategic client engagements, from discovery and solution design through proposals and commercial agreement.
• Equip client-facing teams with industry-specific services narratives, use cases and tools that clearly articulate the value of Mastercard Services.
• Establish and track performance measures covering Services revenue, adoption, client impact and contribution to Mastercard’s broader B2B travel growth.

Drive execution from concept to scale

• Lead cross-functional execution across the offering lifecycle, maintaining momentum from initial prioritization through development, launch, delivery and expansion.
• Establish clear owners, milestones and success measures with Product, Sales, Delivery and regional stakeholders.
• Partner with Delivery teams to ensure offerings are implementable, commercially sustainable and deliver the intended client outcomes.
• Use market feedback and pilot results to refine offerings and inform decisions on further investment, adaptation or scale.
• Build senior industry relationships and represent Mastercard’s B2B Travel Services proposition in strategic client discussions and relevant industry forums.

Experience & Qualifications Required

• Deep, hands-on experience within the B2B travel ecosystem, gained through a travel business, travel technology provider, specialist travel payments company or a comparable industry role.
• Strong understanding of the travel value chain, including the relationships between intermediaries, suppliers, technology platforms and payment providers.
• Substantial knowledge of B2B travel payment flows and economics, including virtual cards, supplier acceptance, cross-border payments, settlement and reconciliation.
• Demonstrated success identifying industry needs and translating them into commercially viable services, products or solutions.
• Experience taking initiatives from concept through launch and adoption, with measurable commercial or client outcomes.
• Strong strategic and financial acumen, including opportunity sizing, business case development, prioritization and commercialization.
• Ability to engage senior travel industry stakeholders, challenge assumptions constructively and establish credibility through industry expertise.
• Entrepreneurial mindset and willingness to combine strategic leadership with hands-on execution in a growing business.
• Proven ability to influence and mobilize teams across Product, Sales, Delivery and regional organizations without relying on direct reporting authority.
• Excellent communication, relationship-building and negotiation skills.