Director, SME Sales Specialist (CPG Vertical)

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, SME Sales Specialist (CPG Vertical)

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. In the Consumer Packaged Goods (CPG) vertical, these SMEs include retailers, bodegas, independent grocers, and restaurants.

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 (CPG Vertical) to
drive revenue growth and expand Mastercard’s presence in this
segment. The primary focus of this role is on sales execution
and revenue generation, supported by product management
initiatives 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 CPG in 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 customers through market research, networking,
partnerships, and direct outreach.
• Industry Focus – Consumer Packaged Goods (CPG): Work
with CPG companies, distributors, and wholesalers to
digitize B2B payments and enable small businesses to
transition from cash, check, and ACH-based transactions to digital-first
ecosystems.
• Solution Innovation & Consultative Selling: 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.
• Represent Mastercard at industry events, conferences,
and networking opportunities to enhance brand visibility
and establish thought leadership in the SME and CPG spaces.
• Track and analyze performance metrics, adjusting sales
tactics and strategies as needed to exceed growth targets.

Product Management (Supporting Focus):
• Support go-to-market execution by collaborating with
product, marketing, and partnerships teams to enhance
Mastercard’s SME solutions.
• Develop business strategies to help CPG digitize payments,
streamlining B2B transactions for small businesses.
• 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.
• Collaborate with fintechs and technology partners to
design and implement digital payment and financing
solutions tailored for SMEs.
• Identify and drive innovation in B2B and supply chain
finance, integrating Mastercard’s capabilities with key
industry players.
• Develop sales enabl