About Us Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.
At Visa, you'll have the opportunity to create impact at scale - tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.
Join Visa and do work that matters - to you, to your community, and to the world. Progress starts with you.
Visa will accept applications for this role until at least 11-20-2026
Job Description Role Summary:
The Latin America & Caribbean (LAC) Deal Team structures and manages the financial analyses supporting commercial proposals and advises decisionmakers on related risks, opportunities, and value creation. As the portfolio grows in scale and complexity, the team is evolving from a primarily transaction- and approval-focused model toward a connected Commercial Investment capability with stronger automation, analytics, portfolio intelligence, and client proposition quality.
The Director, LAC Deal Excellence will lead the transformation and modernization engine for the LAC Deal Team. The role will establish and manage three integrated capabilities: Product and Automation; Data, Analytics and Value; The Director will translate business needs into a prioritized roadmap, scalable products and workflows, reliable portfolio insight, reusable content, and client-ready propositions.
The successful candidate will operate at the intersection of Finance, Sales, Sales Excellence, Operations, Technology, Legal and Contract Management. The role requires strategic vision and hands-on execution, with the ability to bring structure to ambiguity, mobilize cross-functional teams, influence senior stakeholders, and deliver measurable adoption and business impact across diverse LAC markets.
Primary Outcome:
A scalable LAC Deal Excellence operating model that equips market teams and leaders with better tools, trusted insight, and consistent client-ready propositions, enabling faster preparation, stronger decisions, greater reuse, and improved execution across the deal lifecycle.
Essential Functions:
- Cross-Functional Orchestration and Governance:
- Serve as the primary bridge across Sales Excellence and Process Improvement, the Global iDeal team, and the LAC Deal Team, creating one coordinated agenda for deal tools, workflows, and continuous improvement.
- Clarify ownership, decision rights, dependencies, and handoffs for activities led by each team, without duplicating responsibilities or shifting established accountabilities.
- Establish governance routines that convert business needs and user feedback into aligned priorities, decisions, accountable owners, and transparent delivery plans.
- Escalate delivery risks, unresolved dependencies, capacity constraints, and policy or design decisions to the appropriate regional or global stakeholders.
Prioritization and Roadmap Management:
- Maintain an integrated LAC roadmap across global iDeal capabilities, Sales Excellence process initiatives, and LAC Deal Team improvements.
- Assess and sequence requests based on business value, user impact, risk, urgency, effort, dependencies, scalability, and alignment with regional and global priorities.
- Facilitate trade-off decisions and ensure that near-term fixes remain connected to the longer-term transformation architecture.
- Track commitments, milestones, decisions, and outcomes across contributors, providing clear visibility to LAC Deal Team leadership.
Ideal / Deal Performance Tracker, Excel Model and Tool Improvement:
- Represent LAC business needs with the Global Deal Operations, Global iDeal Team, translating user pain points and regional requirements into clear product feedback, enhancement requests, and use cases.
- Partner with global product owners on discovery, design validation, prioritization, testing, release readiness, and adoption, while the iDeal team retains ownership of the global platform and product delivery.
- Coordinate LAC participation in pilots and user acceptance testing, consolidating feedback and escalating defects or gaps that limit effectiveness.
- Use adoption, usability, quality, and cycle-time evidence to recommend improvements to tools and workflows.
- Partner with Global Deal Operations Team regarding policies and procedures updates including excel Deal Model.
- Develop new tools through AI to improve efficiency, quality and speed.
Sales Excellence and Process Improvement Partnership:
- Partner with Sales Excellence and Process Improvement owners to identify friction, simplify the sales-to-deal journey, and align process changes with LAC Deal Team requirements.
- Provide deal-process expertise, user evidence, and impact assessments while Sales Excellence retains ownership of the broader sales process and associated standards.
- Coordinate process design, documentation, pilots, communications, training, and implementation across impacted teams.
- Monitor whether process improvements reduce rework, improve handoffs, strengthen controls, and accelerate deal preparation and approval.
LAC Deal Team Enablement and Adoption:
- Work with Market Deal Advisors and LAC Deal Team leaders to surface recurring pain points, define practical requirements, and identify opportunities to improve tools and ways of working.
- Support the LAC Deal Team in adopting approved tools, workflows, standards, and automation through targeted communications, training and guidance.
- Create structured feedback loops between users and solution owners so that issues are resolved, enhancements are evidence-based, and lessons are reused across markets.
- Reinforce LAC Deal Team ownership of deal execution, financial analysis, recommendations, and approvals while enabling the team with better tools and processes.
Performance, Escalation and Continuous Improvement:
- Define and track a focused set of measures covering delivery progress, adoption, user experience, cycle time, quality, rework, and realized business impact.
- Provide concise, decision-ready reporting on roadmap status, dependencies, risks, and required leadership interventions.
- Build a continuous-improvement discipline that captures lessons, scales effective practices, and keeps regional needs connected to global product and process evolution.
This is an on-site position. An on-site position must be consistently performed at an assigned Visa office location and require daily commute to the office location.
Qualifications Basic Qualifications:
- 10 or more years of work experience with a bachelor's degree or at least 8 years of work experience with an Advanced Degree (e.g., Master's, MBA, JD, MD) or at least 3 years of work experience with a PhD.
- Progressive leadership experience in commercial finance, deal management, business transformation, product management, analytics, sales enablement, operations, strategy, or a related field.
- Demonstrated ability to define a strategy and translate it into a prioritized roadmap, operating model, governance, deliverables, adoption plan, and measurable business outcomes.
- Strong understanding of complex commercial deals, financial and value drivers, business cases, governance, approval processes, and end-to-end execution dependencies.
- Proven experience leading cross-functional transformation in a matrixed environment and influencing senior stakeholders without relying on direct authority.
- Strong analytical and problem-solving skills, including the ability to structure ambiguous problems, synthesize complex information, and communicate decision-ready recommendations.
- Excellent written, verbal, and executive presentation skills, with the ability to adapt content and storytelling for client, technical, operational, finance, and leadership audiences.
- Ability to lead multiple priorities across countries, functions, and time zones while maintaining quality, pace, controls, and stakeholder alignment.
- Fluency in English. Fluency in Spanish or Portuguese is required, with proficiency in the other language strongly preferred.
Preferred Qualifications:
- 12 or more years of work experience with a bachelor's degree or 8-10 years of experience with an Advanced Degree (e.g., Master's, MBA, JD, MD) or 6+ years of work experience with a PhD.
- Experience in payments, financial services, technology, B2B commercial models, client incentives, or complex enterprise contracting.
- Experience leading product, workflow, automation, AI, data, business intelligence, or digital transformation initiatives from discovery through adoption and value realization.
- Experience with deal-management, CRM, CPQ, workflow, contract-lifecycle-management, data-visualization, collaboration, or knowledge-management platforms.
- Working knowledge of financial modeling, portfolio performance measurement, process design, data governance, and executive dashboard development.
- Experience creating client proposals, value narratives, pitch materials, reusable commercial content, or sales-enablement assets.
- Proficiency with Excel and PowerPoint; experience with Power BI and familiarity with SQL, Python, low-code automation, or AI productivity tools is beneficial.
- Graduate degree in business, finance, economics, engineering, data/analytics, technology, or a related field is preferred.
- Leadership Profile
- Strategic and future-oriented, while willing to engage deeply enough to remove barriers and deliver.
- Commercially minded and client-focused, with strong financial discipline and respect for governance.
- Product-oriented, data-driven, and curious about how automation and AI can improve decision quality and user experience.
- Collaborative, diplomatic, and credible across functions, geographies, and levels of seniority.
- Comfortable challenging established ways of working and leading through ambiguity, iteration, and change.
- Committed to developing talent, building reusable organizational capability, and creating sustainable operating improvements.
Information for US Applicants For roles located in the US, the estimated salary range for this position is $147.100,00 to $ 235.400,00 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.
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 protect veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with the EEOC guidelines and applicable local law.
