Director, SME Sales Specialist (North America)

Job Title:

Director, SME Sales Specialist (North America)

Overview:

Who is Mastercard?
Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart, and accessible. Using secure data and networks, partnerships, and passion, our innovations and solutions help individuals, financial institutions, governments, and businesses realize their greatest potential.
Our decency quotient (DQ) drives our culture and everything we do inside and outside of our company. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.

Overview:
Across North America (U.S. & Canada), Small, and Medium Businesses (SMEs) are essential to economic growth, contributing significantly to employment and GDP. However, small businesses often face payment inefficiencies, relying on manual, cash, and check-based transactions that limit growth and financial access.
Mastercard is dedicated to enabling businesses to grow and thrive in a digital-first economy. Our rallying cry is “Empowering Every Business, Everywhere”—this segment is central to Mastercard’s growth strategy, given its importance in the payments ecosystem as both payers and acceptors of electronic transactions.

Role:
The SME team is looking for a Director, SME Sales Specialist to drive revenue growth and expand Mastercard’s presence in this segment. This role requires a full-cycle sales approach, complemented by product management responsibilities to support go-to-market execution.

Key Responsibilities:
Sales
• Own and execute a revenue-driven sales strategy to grow Mastercard’s SME segment share across North America.
• Develop and maintain a robust sales pipeline, leveraging data-driven insights to prioritize high-impact opportunities.
• Identify and engage potential customers through direct outreach, partnerships, and market intelligence.
• Understand SME pain points and tailor Mastercard’s solutions to address their unique challenges, including payment acceptance, spend management, and digital transformation.
• Position Mastercard’s SME product suite—both core and through strategic partnerships—to maximize client value.
• Manage the end-to-end sales process, from qualifying leads to negotiating contracts and closing deals.
• Expand Mastercard’s reach by developing and managing relationships with fintechs, acquirers, issuers, and other ecosystem players.
• Engage directly with customers and partners to position Mastercard solutions, negotiate deals, and drive conversions.
• Represent Mastercard at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the SME space.
• Track and analyze performance metrics, adjusting sales tactics and strategies as needed to exceed growth targets.

Product Management:
• Support go-to-market execution by collaborating with product, marketing, and partnerships teams to enhance Mastercard’s SME solutions.
• Analyze market trends, competition, and SME lifecycle journeys to inform product and sales strategies, driving differentiation and innovation.
• Identify and drive partnership opportunities to improve value propositions and expand distribution channels.
• Identify and drive innovation in B2B and supply chain finance, integrating Mastercard’s capabilities with key industry players.
• Develop sales enablement tools and training materials to support SME-focused sales colleagues.

All About You:
The ideal candidate for this position should
• Be passionate about “Empowering Every Business, Everywhere” and the idea of democratizing access to digital payments and financial tools for MSMEs.
• Have proven experience engaging internal and external commercial and technical stakeholders to drive solution development and adoption.
• Have a strong background in sales, business development, or account management within financial services, fintech, or payments.
• Have experience working with fintechs and alternative payment providers to drive innovation in B2B transactions.
• Possess strong relationship management, influencing, and communication skills.
• Be self-motivated, a quick learner, and able to manage multiple priorities in a fast-paced environment.
• Hold a Bachelor’s degree (required); advanced degree preferred.
• English required; knowledge of French or Spanish is a plus.