Description
The U.S. Fintech Business Development team at Visa is responsible for winning and growing relationships across the fintech ecosystem. As Director, Business Development, U.S. Fintech Partnerships, you will be responsible for winning and growing high-value fintech partnerships for Visa.
Key Responsibilities:
- Win net-new fintech business by identifying, developing and closing high-value partnerships across the U.S. fintech ecosystem.
- Own the end-to-end sales cycle, including prospecting, qualification, solutioning, commercial negotiations, contracting and coordination through implementation.
- Build and manage a robust pipeline of opportunities, prioritizing resources based on revenue potential, strategic importance and likelihood of conversion.
- Carry and deliver against a significant revenue target, including new client wins and competitive conversions.
- Develop a forward-looking view of emerging fintech segments and build relationships with promising companies before opportunities become broadly competitive.
- Manage relationships with a select portfolio of large and strategic fintech clients, developing senior-level relationships and identifying opportunities to expand Visa's role over time.
- Serve as a trusted partner to fintech executives, connecting client needs with Visa capabilities across issuing, money movement, processing, risk and other value-added services.
- Lead complex, multi-stakeholder deals across legal, finance, product, risk, compliance and implementation.
- Bring client and market insights back into Visa, influencing product priorities, go-to-market strategy and executive decision-making.
- Represent Visa externally with fintech founders, executives, investors and ecosystem partners, including through in-person meetings and client events.
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
- Direct sales, business development, account management, or partnerships experience with substantial client-facing responsibility, including negotiation and management of senior external stakeholders.
- Demonstrated ownership of deals from prospecting through contracting and close, ideally involving large or complex commercial agreements.
- Payments or fintech experience, with exposure to card issuing, payment networks, issuer processors, program managers, sponsor banks, money movement or related infrastructure.
- Strong record of outbound business development, with the ability to build relationships and pipeline from a cold start.
- Experience developing and managing relationships with large, sophisticated clients after the initial sale, with a focus on identifying incremental growth opportunities.
- Understanding of the payments landscape, including card issuance, real-time money movement and emerging payment models.
- Ability to navigate complex deals and operate effectively within a large, matrixed organization.
- Strong commercial judgment, organization and attention to detail, with the ability to manage multiple high-value opportunities simultaneously.
- Executive presence and credibility with senior internal and external stakeholders.
This is a highly client-facing role. Candidates must be based in the San Francisco Bay Area or New York City, or be willing to relocate. Regular in-person client engagement, including hosting fintech executives and partners at Visa's San Francisco or New York offices, is an important part of the role.
Estimated salary range for this position is $179,000 to $287,000 USD per year, which may include potential sales incentive payments (if applicable). Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.