Director Business Development - B2B Travel OTA

About the role

Mastercard is seeking a Director of Business Development to lead its B2B Travel strategy for Online Travel Agencies (OTAs) in the EEMEA region. The role focuses on driving adoption of Mastercard’s Wholesale Program and virtual‑card solutions, creating commercial constructs that generate volume and support long‑term payment innovation.

Key responsibilities

• Identify and prioritize high‑potential OTAs based on payment volume, strategic relevance and readiness for virtual‑card adoption.
• Originate, structure and negotiate OTA scheme deals that drive Mastercard Wholesale Program adoption and volume commitments.
• Build and manage the OTA sales pipeline, including opportunity sizing, revenue potential, deal stage tracking and risk reporting.
• Engage OTA commercial, finance, product, payments and treasury teams to understand payment flows and growth priorities.
• Position Mastercard’s B2B Travel value proposition, highlighting virtual cards, payment security, reconciliation, automation and working‑capital benefits.
• Coordinate with issuer, product, legal, finance, acceptance and GDS teams to move deals from prospecting through implementation.
• Support OTAs in transitioning from legacy payment methods to scalable virtual‑card payment models.
• Maintain market knowledge of OTA models, merchant‑of‑record trends, supplier payment flows and competitive dynamics.

Required profile

• Proven ability to build, own and drive a commercial sales strategy for B2B travel payments.
• Experience negotiating and structuring complex scheme deals with OTAs.
• Strong capability to manage a sales pipeline and communicate progress to senior leadership.
• Ability to collaborate across commercial, finance, product, payments and treasury functions.

Required skills

What we offer

• Opportunity to shape Mastercard’s B2B travel payment ecosystem.
• Competitive compensation and benefits package.
• Dynamic, innovative environment with global impact.