Manager, Sales Excellence & Pricing – Ethoca

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

Manager, Sales Excellence & Pricing – Ethoca

Overview:

About Ethoca
At Ethoca, you can join a team of top business and technology innovators who are transforming the industry. We are changing the payments landscape and reinventing the way global merchants and issuers collaborate, through real-time data exchange, to create efficiencies and elevate consumer experiences. Our relentless customer focus is what makes us a multi award-winning business.
We believe that when people come together, it unlocks potential. Our collaborative environment enables our teams to deliver and develop solutions that provide safety, security, and convenience for our customers.
Ethoca is a place where risk-takers thrive, change makers excel, and innovators shape a better tomorrow. Innovation requires taking thoughtful risks and moving with speed and agility, so that’s what we do. We invite our employees to bring their hearts, minds, and whole selves to work every day to push boundaries and dream up new possibilities!

Ethoca, a Mastercard Company, is looking for a Manager, Sales Excellence & Pricing – Ethoca. This position will be based in Toronto, Canada.

Role:
As a Sales Excellence Manager, you will play a crucial role in optimizing sales processes, equipping teams with the right tools, and driving data-driven decision-making. You will collaborate with sales leadership to enhance performance through training programs, CRM enhancements, and strategic process improvements. Your expertise in analytics and sales enablement will help refine forecasting, streamline operations, and maximize efficiency. By leveraging technology, automation, and best practices, you will empower the sales team to exceed targets and deliver exceptional customer experiences. Your ability to work cross-functionally and implement scalable solutions will be key to driving sustainable revenue growth. This is a high impact role and requires working cross-functionally with other groups such as Account Management & Sales, Global and Regional Product teams, Salesforce BizApps, Finance and Legal teams.

Responsibilities:

1. Collaborate with the sales leadership team to formulate and execute operational sales strategies and processes that align with the company's objectives.
2. Utilize CRM systems & data analytics to assess sales performance, improve pipeline visibility, identify trends, strengths, weaknesses, and areas for improvement, and drive the plan around any improvements.
3. Enable sales reps with the necessary tools & resources to support their sales efforts effectively.
4. Create data-driven reports and dashboards to track key performance indicators (KPIs) and share actionable insights with sales leadership.
5. Collaborate with sales leadership to develop accurate sales forecasts, quota setting and territory planning. Manage Sales Incentive plans.
6. Conduct in-depth analysis of pricing data across Ethoca’s vast network of Issuers, Partners, Merchants, sales performance, and market dynamics to identify opportunities for pricing optimization. Utilize data-driven insights to recommend adjustments to pricing structures.
7. Work closely with Account Management to identify optimization opportunities and project manage these opportunities to a close.
8. Work with Data Science & Product teams to identify process/platform improvement opportunities within Alerts platform to drive more revenue.

All about you:

1. Experience in Sales Excellence, Sales Operations, or Sales Enablement.
2. Strong analytical experience with a data-driven approach.
3. Proven project management experience with a demonstrated record of success managing multiple projects.
4. Proven experience in pricing strategy development and analysis, preferably within a technology or software company is a plus.
5. Numbers oriented mindset along with strong financial and commercial acumen.
6. Able to work with cross-functional teams across multiple geographies and flexible with time zones.
7. Ability to assess business needs and develop a course of action that effectively integrates technical and business components.
8. Strong Microsoft Office skills (Excel/PowerPoint) in data compilation, aggregation and modeling is mandatory.
9. Understanding of Pre-Dispute & Dispute process and Mastercom & Ethoca platform, a plus.
10. Bachelor’s degree in business, Finance, Economics, or Engineering required. Master’s degree a plus.

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.