Director NAM SME Alternative Distribution Sales Specialist

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 NAM SME Alternative Distribution Sales Specialist

Job Description – Director, SME Sales Specialist (North America)

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. Through secure data and networks, strategic partnerships, and innovative solutions, we empower individuals, financial institutions, governments, and businesses to reach their full potential.
Our Decency Quotient (DQ) drives our culture and everything we do—inside and outside of our company. With a presence in over 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.


Overview
In North America, Small and Medium Enterprises (SMEs) are a key driver of economic growth, representing a significant share of GDP and employment while fueling local and cross-border trade. However, many SMEs in industries such as Trade & Logistics and Healthcare still rely on manual, cash, and check-based transactions, leading to inefficiencies and stunting growth.
Mastercard is committed to empowering every business, everywhere by enabling SMEs to thrive in a digital-first economy. This segment is central to Mastercard’s growth strategy, given its role in the payments ecosystem as both payers and acceptors of electronic transactions.


Role
The North America SME team is looking for a Director, SME Sales Specialist to drive revenue growth and expand Mastercard’s presence in this segment. This role is primarily focused on sales execution and revenue generation, with product management as a supporting function to enhance Mastercard’s SME offerings.


Key Responsibilities
Sales (Primary Focus)
• 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.
• Prospecting & Lead Generation: Identify and engage potential SME customers through market research, networking, partnerships, and direct outreach.
• Consultative Selling & Solution Innovation: Understand SME pain points and tailor Mastercard’s solutions to address their unique challenges, including payment acceptance, spend management, and digital transformation.
• Pipeline Management & Sales Execution: Manage the end-to-end sales process, from qualifying leads to negotiating contracts and closing deals.
• Strategic Partnerships & Distribution Channels: Expand Mastercard’s reach by developing and managing relationships with fintechs, acquirers, issuers, and other ecosystem players.
• Client Success & Growth: Drive post-sale adoption, ensuring customer satisfaction, and identifying opportunities for account expansion and upselling.
• Industry Focus – Trade & Logistics: Support port operators, logistics firms, and freight service providers in digitizing payments from SMEs, reducing cash dependency, and improving operational efficiency.
• Represent Mastercard at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the SME space.
• Collaborate with regional, divisional, and country teams to ensure sales readiness and training by developing necessary sales enablement tools for SMEs.
• Product Management (Supporting Focus)
• 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.
• Develop business strategies to help Trade & Logistics and Healthcare digitize payments, streamlining B2B transactions for small businesses.
• Collaborate with fintechs and technology partners to design and implement digital payment and financing solutions tailored for SMEs.
• Identify and drive innovatio