Director, Cross-Border Business Development

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, Cross-Border Business Development

The Director, Business Development is dedicated to NAM region with a focus on driving commercial success of our referral agreement with Corpay XB B2B payments business in their market. This role sits at the intersection of sales, product management, and customer engagement, ensuring that Corpay’s cross-border B2B products are effectively pitched to our FI partners, objections are handled appropriately, and sales are referred and then closed.
This role will report directly to the North America regional CNPF lead and have a dual line reporting into the Global Transfer Solutions organization to ensure speed, customer centricity and execution of partnership in a systemic manner.
As a Director of Business Development, you are a sales-driven professional with a deep understanding of local market dynamics, FI customer needs, payments & XB products positioning. You will work closely with Account Management teams, Transfer Solutions leads, and other key market stakeholders to execute the joint go-to-market strategy with Corpay cross-border business, drive volume and revenue growth, and ensure customer satisfaction as part of the referral agreement.

Key Responsibilities:
Learn Corpay’s Cross Border B2B Payments business value proposition and product solutions. Learn about pre and post sales activities from Corpay such as onboarding and Implementation to be able to facilitate and expedite closing on deals.
Work with Regional CNPF Lead, Regional Transfer Solutions Lead, Regional President and Divisional Presidents to curate a target list of FIs by tier to refer to Corpay based on quality of Mastercard relationship, FI's current payment offering, FI's current payment providers/partnerships, customer base and market opportunity.
Keep track of Mastercard Move product roadmap and discern Move sales opportunities if Corpay’s Cross Border B2B Payments solution is not appropriate.
Build relationship with Mastercard Account Management teams to promote the referral business. Work with account management to ensure the referral list is systematically maintained and executed, escalate if progress slows down
Own end-to-end pipeline management, managing pipeline reporting. Monthly management review of FI sales Pipeline & client activity internally at regional level reporting into a global view. Attend meetings between account managers and FIs to ensure the topic is well introduced and accurately described
Ensure full, quality handover details are provided to Corpay, with all the above information, plus FI stakeholder mapping. Attend joint meetings between account managers, FI and Corpay
Closely track reasons for referral success/failure for internal stakeholders by maintaining lessons learned by actively engaging ad-hoc and during regular reviews with Corpay and Global teams

All About You:
Demonstrated experience in business development and sales across the region, preferably in B2B payments
In depth understanding of the payments industry, and specifically cross-border B2B payments
Proven ability to develop and successfully execute on quantifiable business plans, experience in pipeline management through strong sales methodology adoption
Strong business acumen with excellent negotiation capabilities and demonstrated influencing skills
Ability to develop and maintain high quality relationships across stakeholders in organization and C-suite level of customers/partners
Ability to thrive in a new and fast paced environment and work effectively in a highly matrixed organization
Analytical skills combined with operational experience
Superior presentation and communication skills
Fluent in English, additional languages are a plus
25% Travel is required, as per customer/market needs

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