Director, Cross-Border Business Development

Director, Cross-Border Business Development

The Director, Business Development is dedicated to the NAM region with a focus on driving commercial success of our referral agreement with Corpay XB B2B payments business in their market. This role sits at the intersection of sales, product management, and customer engagement, ensuring that Corpay's cross-border B2B products are effectively pitched to our FI partners, objections are handled appropriately, and sales are referred and then closed.

This role will report directly to the North America regional CNPF lead and have a dual line reporting into the Global Transfer Solutions organization to ensure speed, customer centricity and execution of partnership in a systemic manner.

As a Director of Business Development, you are a sales-driven professional with a deep understanding of local market dynamics, FI customer needs, payments & XB products positioning. You will work closely with Account Management teams, Transfer Solutions leads, and other key market stakeholders to execute the joint go-to-market strategy with Corpay cross-border business, drive volume and revenue growth, and ensure customer satisfaction as part of the referral agreement.

Key Responsibilities:

• Learn Corpay's Cross Border B2B Payments business value proposition and product solutions.
• Work with Regional CNPF Lead, Regional Transfer Solutions Lead, Regional President and Divisional Presidents to curate a target list of FIs by tier to refer to Corpay based on quality of Mastercard relationship, FI's current payment offering, FI's current payment providers/partnerships, customer base and market opportunity.
• Keep track of Mastercard Move product roadmap and discern Move sales opportunities if Corpay's Cross Border B2B Payments solution is not appropriate.
• Build relationship with Mastercard Account Management teams to promote the referral business. Work with account management to ensure the referral list is systematically maintained and executed, escalate if progress slows down
• Own end-to-end pipeline management, managing pipeline reporting. Monthly management review of FI sales Pipeline & client activity internally at regional level reporting into a global view. Attend meetings between account managers and FIs to ensure the topic is well introduced and accurately described
• Ensure full, quality handover details are provided to Corpay, with all the above information, plus FI stakeholder mapping. Attend joint meetings between account managers, FI and Corpay
• Closely track reasons for referral success/failure for internal stakeholders by maintaining lessons learned by actively engaging ad-hoc and during regular reviews with Corpay and Global teams

All About You:

• Demonstrated experience in business development and sales across the region, preferably in B2B payments
• In depth understanding of the payments industry, and specifically cross-border B2B payments
• Proven ability to develop and successfully execute on quantifiable business plans, experience in pipeline management through strong sales methodology adoption
• Strong business acumen with excellent negotiation capabilities and demonstrated influencing skills
• Ability to develop and maintain high quality relationships across stakeholders in organization and C-suite level of customers/partners
• Ability to thrive in a new and fast paced environment and work effectively in a highly matrixed organization
• Analytical skills combined with operational experience
• Superior presentation and communication skills
• Fluent in English, additional languages are a plus
• 25% Travel is required, as per customer/market needs

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact View email address on click.appcast.io and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

Pay Ranges:

Purchase, New York: $182,000 - $291,000 USD