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 Global SME Specialist Sales Alternative Distribution (Europe)
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
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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 Europe, Small and Medium Enterprises (SMEs) are a key driver of economic growth, representing a significant share of GDP and employment while fuelling local and cross-border trade. However, many SMEs in industries such as Trade & Logistics 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 payment's ecosystem as both payers and acceptors of electronic transactions
Role
We are looking for a Director, SME Sales Specialist of Alternative Distribution 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
• Own and execute a revenue-driven sales strategy to grow Mastercard's SME segment share across Europe
• Develop and maintain a robust sales pipeline, leveraging data-driven insights to prioritize high-impact opportunities
• Identify and engage potential SME customers through market research, networking, partnerships, and direct outreach
• Understand SME pain points and tailor Mastercard's solutions to address their unique challenges, including payment acceptance, spend management, and digital transformation
• Manage the end-to-end sales process, from qualifying leads to negotiating contracts and closing deals
• Expand Mastercard's reach by developing and managing relationships with fintech, acquirers, issuers, and other ecosystem players
• Drive post-sale adoption, ensuring customer satisfaction, and identifying opportunities for account expansion and upselling
• 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 innovation in B2B and supply chain finance, integrating Mastercard's capabilities with key industry players
All About You
The ideal candidate for this role should:
• Be passionate about empowering SMEs, helping them digitize payments and access financial tools
• Have a strong track record of engaging internal and external stakeholders to drive solution development and adoption
• Have a strong sales background, with experience in lead generation, pipeline management, deal negotiation, and revenue growth strategies
• Have experience in financial services and/or payments, with a deep understanding of competitive offerings, industry trends, and profitability drivers
• Possess trade & logistics industry expertise (required)
• Have experience working with fintech and alternative payment providers to innovate B2B transactions
• Be proficient in analytics tools such as Excel or Power BI
• Demonstrate strong relationship management, influencing, and communication skills
• Be self-motivated, adaptable, and able to manage multiple priorities in a fast-paced environment
Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:
- Abide by Mastercard's security policies and practices;
- Ensure the confidentiality and integrity of the information being accessed;
- Report any suspected information security violation or breach, and
- Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.