Description
Mastercard is seeking a Director, Specialist Sales to lead the origination, development, and conversion of strategic SME opportunities across Latin America and the Caribbean (LAC).
The successful candidate will have a strong commercial mindset and the ability to identify, develop, and convert new business opportunities across a diverse regional landscape. They will understand partner business models and SME payment flows, uncover customer needs, build compelling value propositions, and navigate complex sales cycles to translate opportunities into sustainable revenue and payment volume for Mastercard.
Key Responsibilities:
- Sales Origination & Pipeline Development: Identify, originate, and prioritize high-potential SME opportunities across markets, verticals, and distribution channels. Build and manage a strong pipeline focused on generating incremental GDV and revenue for Mastercard.
- Consultative Selling & Deal Development: Understand partner business models, strategic priorities, economics, and customer pain points to develop tailored value propositions. Lead opportunities across the full sales cycle, from initial engagement and solution design through business case development, negotiation, and closing.
- Strategic Partnerships & Channel Distribution: Identify and develop new distribution channels and partnerships that expand Mastercard's reach into SME ecosystems.
- Cross-Functional Leadership & Execution: Partner with regional and market Sales teams and coordinate across Product, Finance, Legal, Services, Marketing, and Operations to advance opportunities.
- Market & Commercial Strategy: Develop a strong understanding of SME ecosystems, payment flows, competitive dynamics, and emerging business models across LAC.
Requirements:
- 8+ years of experience in Sales, Business Development, Strategic Partnerships, Commercial Strategy, Payments, Fintech, or related roles.
- Proven track record originating, developing, negotiating, and closing complex B2B opportunities.
- Strong consultative selling and negotiation skills, with the ability to translate customer needs into compelling commercial propositions.
- Strong commercial and financial acumen, including business case development and opportunity economics.
- Demonstrated ability to build and manage a high-quality pipeline and navigate complex sales cycles.
- Strong executive communication, storytelling, and stakeholder management skills.
- Ability to influence and coordinate cross-functional teams without direct authority.
- Experience in payments, fintech, financial services, SaaS, marketplaces, B2B ecosystems, or technology preferred.
- Experience working across LAC and understanding the region's SME and commercial ecosystem.
- Entrepreneurial, self-motivated, and comfortable operating in ambiguity and building opportunities from white space.
- Bachelor's degree required.
- Proficiency in Spanish and English required