Senior Director - Financial Institution Sales, NA Visa Direct

Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

Position Summary 

Visa Direct is a money movement solution that Visa provides to clients (issuers, acquirers, processors, merchants and service providers) to facilitate domestic and cross-border fund transfers disbursements using debit card credentials, bank account information or digital wallet addresses around the world.  In the U.S., Visa Direct supports pull and push money movements, i.e., Original Credit Transaction (OCT) and consumer and business applications including real-time bank account funding (AFT), person to person (P2P) transfer, person to micro-business transfer (e.g., payments to landscaper), and funds disbursement (e.g., insurance claim disbursements).  Currently, the NA push payments market globally is estimated to be a USD13T opportunity and there is over USD700B in cross border payments originating from North America. Over the past years we have invested in establishing competitive payment rails and superior market readiness, and we are now ready to focus aggressively on cross border growth. 

Senior Director of Financial Institutions, North America Visa Direct, has ownership and accountability of regional bank and community bank sales opportunities across all Visa Direct product capabilities and endpoints (e.g. international collections, multicurrency wallet and FX services, disbursements to card, account and wallet).  This role will manage a team of sales professionals to own and deliver on aggressive sales targets against these highly visible and challenging client types.  

Purpose and Scope 

Own and deliver the entire annual sales target across regional banks and community banks. 

Develop and lead a team of sales professionals and establish clear organization model  

Support and engage senior Visa Account Executives to build, manage, and execute on a robust pipeline of sales opportunities across their accounts 

Directly engage with client executives to sell, close, and scale all aspects the Visa Direct money movement suite of capabilities 

Partner directly with FI technology providers or enablers to drive joint pipeline conversion  

Influence and drive commercialization strategy across clients’ AEs for the region and across cross-functional stakeholders (marketing, digital sales, comms, finance, etc.) for all use cases and VD capabilities 

Accountable for driving RFP’s and presentations for money movement including developing, managing, and coordinating pitch materials and financial incentives 

Provide market insights and client feedback to internal teams to influence Visa Direct strategy and product roadmap  

Collaborate with internal finance, legal, and deals team stakeholders to remove internal blockers and friction to speed sales execution and drive stronger commercial outcomes for the team 

Directly lead and engage global client sales opportunities (with client who reside in the NA region) while coordinating and collaborating with other regions and internal stakeholders to drive the best commercial outcomes for Visa globally 

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Qualifications

Basic Qualifications:

10+ years of work experience with a bachelor’s degree or at least 8 years of experience in payments, including cross border payments. Advanced degree (e.g., Masters, MBA, JD, MD).

Preferred Qualifications:

Self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing domestic and cross-border payment products that delight customers.

Strong background of client and partnerships management, sales, and or business development preferably with banks and MSBs

Strong empathy for customers and understanding of value drivers in recurring revenue business models.

High impact leadership skills, including setting a clear vision and strategy, motivating, and coaching others, driving urgency and results.

Deep go to market knowledge and experience implementing and measuring operational metrics, leveraging data to identify trends in customer satisfaction and retention risk.

Excellent problem-solving skills with a