Director, Business Development, Growth Segments

About the role

Mastercard's Growth Segments team incubates businesses that extend its reach to low-income consumers and micro-merchants, driving a shift from cash to digital payments and formalizing the economy. The Director, Business Development, Growth Segments leads complex solution sales that drive adoption of scalable Mastercard offerings in underserved and cash-intensive sectors such as micro and small enterprises, rural communities and agriculture value chains. The role reports to the VP Sales, Growth Segments.

Key responsibilities

• Identify, qualify and develop new business opportunities in underserved segments and cash-predominant sectors across multiple geographies.
• Build and lead new Growth Segments initiatives covering financial inclusion, small business digitization, rural commerce, agriculture ecosystems and emerging digital payment use cases.
• Manage long, complex sales cycles from opportunity origination through solution design, stakeholder alignment, commercial negotiation, implementation planning and launch readiness.
• Bridge Mastercard's core capabilities (issuing, acquiring, acceptance, digital payments, data, loyalty, cybersecurity, technology) into integrated value propositions.
• Partner with the product team to define the customer value proposition, partner model, revenue opportunity, business case, pricing approach, implementation roadmap and scale-up plan.
• Work with regional and market teams to adapt global priorities to local realities, regulations and ecosystem maturity.
• Manage relationships with banks, fintechs, technology providers, sector-specific enterprises, government entities and international organizations, supporting the partnerships team when relevant.
• Coordinate across product, sales, market development, legal, compliance, risk, technology, implementation and delivery teams.
• Develop senior-level proposals, business cases and commercial materials, track pipeline progress and manage risks and dependencies.

Required profile

• Strong commercial experience in global or regional sales, business development, market development or solution commercialization in payments, financial services, technology or adjacent sectors.
• Proven ability to move ideas from early-stage incubation to commercial execution and scale.
• Experience managing long, complex sales cycles across multiple geographies.
• Understanding of Mastercard's core business areas or comparable capabilities.
• Ability to work with diverse partners and across cross-functional teams.
• Excellent communication and executive storytelling skills.