Sr Director, B2B Fintech Account Management

The Senior Director, B2B Fintech Account Management will engage internal and external partners to drive revenue and ensure that priority client and prospect deals are recognized, implemented, and converted into revenue. This leader owns relationships with a portfolio of partners, spanning fintechs to enterprise platforms, to deliver value for the industry and for Visa. A strong grasp of the evolving B2B payments landscape including new behaviors, stores of value, frameworks for money movement, and transaction environments will be critical.

This is a matrixed, cross-functional role, so organizational savvy and interpersonal skills are a must. The team interfaces with specialized product groups, financial institution sales, client consulting, marketing and corporate communications, legal, and finance to coordinate toward ambitious objectives. This role sits on the B2B Fintech Partnerships team and frequently engages the Fintech Leadership team, as well as senior leaders across Global Product, Partnerships, and other functions. This is a people-leader role with one direct report.

This role will manage an existing, and growing, portfolio of clients across B2B verticals and specialized use cases, including accounts payable/accounts receivable (AP/AR), spend management, embedded finance, SMB services, and business banking platforms.

Additional responsibilities include:

• Set the vision and implement strategic sales plans across the B2B Fintech team, develop and deliver on OKRs (objectives and key results), including a sales revenue target.
• Identify and develop strategic partnerships with key fintechs, emerging mid‑market digital natives, and established enterprise technology partners to drive long‑term partner initiatives.
• Serve as a subject‑matter expert on B2B payments and Visa’s offerings for fintechs, partner with a portfolio of clients to provide payment solutions that meet the needs of growth corporates, large enterprises, multinationals, governments, public‑sector entities, and small businesses around the world. The team is responsible for selling a suite of Commercial products, encompassing core products such as Fleet, Travel, Purchasing, Virtual Cards, and Small Business, as well as adjacent solutions beyond B2B, including value‑added services and consulting & analytics.
• Prioritize effectively to deliver on OKRs and revenue while building strong cross‑functional partnerships, fostering existing client relationships, and identifying additional opportunities to expand current partnerships.
• Negotiate deals and renewals, and respond to RFPs, collaborating with internal and external stakeholders to maximize value for both Visa and the client.
• Coach and develop talent to consistently produce strong people‑leadership outcomes.

 

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

Basic Qualifications

• 12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications

• 15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience or expanding leadership roles with experience in product management
• Bachelor's or Master's degree in Computer Science, Information Technology, Business, economics, marketing, strategy or a related field/experience
• Visa or financial and payment industry knowledge required. Someone who can understand and foresee how payment networks evolve
• At least 6 years' experience structuring and launching multi-year B2B product and revenue-driving relationships.
• Proven track record of leading and managing a team with 100%+ target and KPI attainment in a high-growth environment.
• Minimum of 6 years experience in enterprise sales or business development
• Strategic and analytic skills, with the capability to clearly communicate a vision to their team, the Company and our clients.
• High executive presence, must be able to interface with our most senior client executives
• Ability to explain complex business and technical concepts to broad audiences in an approachable way to influence and drive adoption
• Business acumen and commercial sense
• Customer-centric mindset / view on the payment ecosystem (e.g., acceptance, issuance, fintech players) what do they need and how it is evolving
• Diversity of thought and experience with an interest in continually seeking new perspectives and feedback, taking an inclusive approach, and engaging diverse points of view
• Operate effectively across a matrixed organization (functions & geographies) to drive positive outcomes
• Cultivate deep partnerships with current and potential industry players (e.g., cloud providers, financial institutions, government entities) to provide compelling solutions
• Effective leadership and people management skills, with a focus on developing diverse, high performing teams and fostering an inclusive culture that is collaborative and inquisitive
• Strong team player, self-motivated with the ability to work independently, coordinate across functional activities, and obtain buy-in and elevate issues at critical junctures appropriately
• Work across product teams including Value-added services, New Flows, and other corporate functions to influence and create change
• Ability to inspire and influence others without direct management responsibility

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer.  Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.  Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 207,600.00 to 301,150.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.