Director, North American B2B Secular Shift – B2C Retail & Restaurants

About the Role

Mastercard’s Commercial & New Payments Flows North America (NAM) Business is responsible for driving Gross Dollar Volume (GDV) growth through secular shift. We are looking for a Director to lead and execute the B2C Retail & Restaurants Secular Shift go-to-market strategy across NAM, focusing on both existing and new issuer partners and new distribution channels. This role involves expanding Mastercard’s footprint, growing market share, and strengthening our leadership position in the B2C Retail & Restaurants segment.

There are approximately $8T of B2B Payments in the US & Canada still made by check—with the majority in the US—and approximately $10T of B2B Payments made by ACH with no remittance data. Combined, these represent roughly 25% of the global B2B secular shift opportunity. The selected candidate will drive growth in this segment through the commercialization of Mastercard’s solutions and value proposition.

Responsibilities

• Lead and execute the B2C Retail & Restaurants Secular Shift go-to-market strategy across NAM, targeting both existing and new issuer partners and distribution channels.
• Work cross-functionally with the broader Commercial and New Payment Flows team to partner and cross-sell solutions.
• Engage clients, identify high-potential opportunities, build a dynamic sales pipeline, and close deals in collaboration with Account and Business Development teams.
• Drive commercialization efforts by coordinating with Finance, Sales, Marketing, Franchise, and Customer Delivery to ensure seamless execution of segment initiatives.
• Ensure the B2C Retail & Restaurants needs-based and customer-centric narrative is consistently communicated across the organization and to customers.
• Support client-facing negotiations, leading or co-leading key deals to align Mastercard’s value proposition with client needs and include segment-specific incentives.
• Track and manage pipeline performance using SFDC and commercialization tools to enable timely follow-up, issue resolution, and regional traction.
• Champion internal alignment across product groups, Finance, and Sales Excellence to generate buy-in and momentum from all stakeholders, including senior leadership.
• Develop and promote SMB growth strategies, identifying best practices and scalable models to drive measurable results in issuer portfolios.
• Foster sales enablement by creating compelling client materials, training sessions, and use-case content tailored to SMB needs.

Qualifications

• B2C Retail & Restaurants Expertise: Deep, hands-on understanding of POS and Invoice Payments in the B2C Retail & Restaurants segment, including systems, infrastructure, payment options, and behavioral drivers for issuers and acquirers.
• Momentum-Driven: Operates with urgency, prioritizes effectively, and pushes through obstacles to keep initiatives moving forward.
• Catalyst for Transformation: Motivated by shifting entrenched behaviors, particularly moving legacy payment flows (cash, check, ACH) toward modern, card-based solutions.
• Commercial Acumen: Connects customer needs to business outcomes, identifies high-value use cases, and translates strategy into adoption and spend growth.
• Influential Leader: Leads through influence, aligning product, sales, marketing, and operations partners around shared goals and execution plans.
• Data-Guided and Customer-Centric: Balances quantitative insights with qualitative understanding to prioritize, make decisions, and communicate effectively with senior leaders.
• Ownership Mindset: Takes accountability for outcomes, learns quickly, and continuously raises the bar for results.

Benefits

• Insurance (medical, prescription drug, dental, vision, disability, life).
• Flexible spending account and health savings account.
• Paid leaves, including 16 weeks of new parent leave and up to 20 days of bereavement leave.
• 80 hours of Paid Sick and Safe Time, 25 days of vacation, and 5 personal days (pro-rated based on hire date).
• 10 annual paid U.S. observed holidays.
• 401k with company match.
• Deferred compensation for eligible roles.
• Fitness reimbursement or on-site fitness facilities.
• Tuition reimbursement.

Pay

Base salary ranges (USD) by location:

• Purchase, New York: $182,000 - $291,000
• Arlington, Virginia: $182,000 - $291,000
• Atlanta, Georgia: $158,000 - $253,000
• Miami, Florida: $158,000 - $253,000
• New York City, New York: $190,000 - $304,000
• O'Fallon, Missouri: $158,000 - $253,000

The successful candidate may also be eligible for an annual bonus or commissions, depending on the role.