Director, Business Development

About the role

The Director, B2B Acceptance – LAC, is responsible for leading the regional strategy and execution to accelerate commercial payment acceptance across the ecosystem. This role focuses on unlocking new B2B payment flows, particularly within invoice-based and Accounts Receivable (AR) environments, by positioning card-based solutions as both payment efficiency enablers and working capital optimization tools.

Responsibilities

• Define and execute the regional B2B Acceptance strategy to remove operational and structural barriers to growth
• Identify and scale new payment flows currently underserved by cards, particularly in high-volume, invoice-based environments
• Provide thought leadership to global and regional product teams on B2B acceptance trends, merchant/acquiring dynamics, and fintech evolution
• Drive commercial payment volume growth across key B2B segments by activating issuer, acquirer, and fintech partnerships
• Originate and execute strategic deals that unlock incremental acceptance and expand commercial product portfolios
• Translate B2B payment pain points into clear revenue opportunities and scalable sales plays
• Work closely with Account Management teams, issuers, and acquirers to leverage acceptance assets and accelerate adoption
• Position Mastercard solutions as: Payment process efficiency tools, Working capital optimization levers within AR and collections functions
• Develop compelling business cases demonstrating value through: Accelerated receivables and improved cash conversion cycles, Reduction in Days Sales Outstanding (DSO), Lower cost-to-collect through digitization
• Engage directly with senior stakeholders (CFOs, Treasurers, Heads of AR/Collections) to drive adoption beyond traditional payments teams
• Build deep expertise across priority B2B verticals (e.g., wholesale trade, distribution, logistics, fuel, and high-volume supplier networks)
• Analyze value chains and payment flows, including invoice-driven collections and supplier-buyer relationships
• Identify opportunities where card solutions can replace or complement A2A transfers, bank payments, and manual processes
• Develop repeatable industry playbooks and scalable go-to-market approaches across LAC markets
• Act as the regional champion for Corporate Acceptance within the Corporate Solutions organization
• Collaborate cross-functionally to shape and deliver scalable products, solutions, and commercial frameworks
• Develop educational collateral and enablement tools to drive ecosystem-wide adoption
• Ensure efficient and strategic allocation of resources to maximize impact and deliver against regional objectives

Qualifications

• 8–12+ years of experience in B2B payments, merchant acquiring, working capital solutions, or business development
• Proven track record of delivering commercial payment volume growth and executing complex, large-scale deals
• Strong experience working with issuers, acquirers, fintechs, and corporate clients in B2B environments
• Demonstrated expertise in Accounts Receivable, collections, or invoice-based payment flows
• Deep understanding of: B2B payments ecosystem and commercial card solutions, Merchant & commerce landscape and acquiring economics, Working capital dynamics (DSO, liquidity, cash conversion cycles), Knowledge of alternatives to cards (bank transfers, A2A, RTPs) and how to position card solutions competitively
• Familiarity with ERP systems, accounting workflows
• Strong commercial acumen with ability to translate complex operational challenges into scalable solutions
• Executive-level communication and consultative sales skills, with experience engaging senior finance stakeholders
• Highly analytical and data-driven, with the ability to generate insights and inform strategy
• Strong project management skills and ability to execute in a matrixed organization
• Proven ability to collaborate and influence across diverse internal and external stakeholders
• Self-starter with an entrepreneurial mindset and strong ownership

Additional Requirements

• Languages: English required; Spanish required; Portuguese strongly preferred
• Travel: Willingness to travel across LAC markets

Pay

Pay ranges from $158,000 - $253,000 USD in Miami, Florida, assuming the role will be performed in the US. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience.