Director, Specialist Sales

Our Purpose Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential. Title and Summary Director, Specialist Sales 1) Overview: Across LAC, Small and Medium Enterprises (SMEs) represent more than 90% of businesses and are often underserved by traditional financial institutions. Unlocking growth in this segment requires identifying new routes to market and capturing payment flows through distributors, platforms, fintechs, software providers, marketplaces, and trade ecosystems that already serve SMEs at scale. This role requires a strong commercial mindset and the ability to identify, develop, and convert new business opportunities across a diverse regional landscape. Success will depend on understanding partner business models and SME payment flows, uncovering customer needs, building compelling value propositions, and navigating complex sales cycles to translate opportunities into sustainable revenue and payment volume for Mastercard. Given the diversity of the region, the role requires balancing market-specific opportunities with scalable commercial models that can be replicated across countries, partners, and verticals. 2) Role Our SME team is looking for a Director, SME Sales Specialist in LAC to accelerate the origination, development, and conversion of strategic SME opportunities across the region. The role will focus on identifying new sources of SME payment flows, developing relationships with strategic partners, and leading opportunities throughout the commercial lifecycle—from prospecting and opportunity qualification through solution development, business case creation, negotiation, and closing. The Director will work closely with Mastercard's market teams and cross-functional partners to develop tailored commercial propositions that combine Mastercard's products, capabilities, partnerships, and services to address customer needs and unlock incremental GDV and revenue. The ideal candidate combines an entrepreneurial mindset with strong consultative selling, commercial, and analytical capabilities. The individual should be comfortable creating opportunities from white space, engaging senior decision-makers, navigating complex stakeholder environments, and maintaining strong ownership and momentum throughout the sales process. 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. •Develop relationships with strategic partners including fintechs, platforms, marketplaces, software providers, distributors, acquirers, and issuers. •Identify untapped payment flows and opportunities to replace cash, checks, transfers, and other traditional payment methods. 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. •Structure compelling commercial propositions that balance customer needs, Mastercard economics, and long-term growth potential. •Lead senior customer conversations, pitches, workshops, and commercial negotiations. Strategic Partnerships & Channel Distribution •Identify and develop new distribution channels and partnerships that expand Mastercard's reach into SME ecosystems. •Identify opportunities to embed Mastercard solutions into existing SME purchasing, payment, financing, and business workflows. •Develop scalable commercial models that can be replicated across markets, partners, and verticals. Cross-Functional Leadership & Execution •Partner with regional and market Sales teams and coordinate across Product, Finance, Legal, Services, Marketing, and Operations to advance opportunities. •Mobilize internal stakeholders, remove barriers, and maintain momentum throughout complex sales cycles. •Ensure an effective transition of closed opportunities into implementation and activation. Market & Commercial Strategy •Develop a strong understanding of SME ecosystems, payment flows, competitive dynamics, and emerging business models across LAC. •Identify priority verticals, partners, and use cases based on strategic fit and commercial potential. •Translate market insights and deal learnings into stronger sales strategies and repeatable commercial playbooks. 3) All About You •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 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.