Director, U.S. Mid-Market, Partnerships & AI Innovation

Overview

The Mid-Market segment represents nearly one-third of U.S. GDP and is growing at ~12% year-over-year. These businesses are a critical engine of economic growth—driving innovation, job creation, and resilience. Yet, many—particularly in the lower Mid-Market—are underserved: too complex for small business solutions, but not fully addressed by enterprise offerings. To close this gap, Mastercard launched the Mid-Market Accelerator—a suite of purpose-built solutions tailored to this high-potential segment. The U.S. Mid-Market team is leading this effort, building and scaling innovative, customer-centric products that unlock growth for our customers while redefining the future of B2B commerce.

Role

• Analyze customer needs, market trends, and competitive landscape to inform partnership strategy aligned with Mastercard priorities
• Define U.S. Mid-Market Accelerator strategy based on ecosystem dynamics and segment needs, including AI, cross-border payments, stablecoins
• Lead build vs. partner vs. buy decisions and drive regional execution
• Identify, vet, and prioritize partners based on solution fit, strategic value, and operational readiness
• Support global teams in securing partnerships, including pricing, SOW alignment, program design, and region needs fit
• Translate partner capabilities into scalable, productized offerings with clear issuer and segment requirements
• Own GTM and commercialization strategy for the managed partnerships
• Develop business cases, manage pipeline, and drive opportunity prioritization and conversion
• Support issuer engagement through pitches, demos, and go-to-market assets
• Secure regional approvals (e.g., Studio, budget) to enable commercialization and benefit deployment
• Lead cross-functional execution across product, legal, tech, marketing, and operations for successful partner launches
• Manage contract alignment, including issuer terms, partner commercials, and legal frameworks
• Enable delivery and performance management
• Partner with global partnerships and partner on end-to-end implementation with issuers and partners to ensure successful launch
• Track pipeline, forecasts, and Salesforce reporting with accuracy and discipline
• Monitor post-launch performance, identify optimization opportunities, and drive adoption
• Lead training and enablement for internal teams, issuers, and partners
• Act as a central connector for the region across stakeholders to ensure seamless program execution

All About You

• Proven experience in product management, partnership development, and GTM commercialization
• Strong understanding of the fintech ecosystem, with a focus on mid-market segments and partnership models
• Experience with B2B payments (card & virtual card, non-card), including areas such as expense management, AP/AR, cash flow, and acceptance preferred
• Demonstrated ability to engage customers and partners to drive adoption and deliver value
• Structured, data-driven problem solver with a track record of translating insights into strategic recommendations
• Results-oriented with a bias for action and urgency to deliver tangible outcomes
• Excellent communication and influencing skills, with ability to operate effectively across senior stakeholders and cross-functional teams
• Bachelor’s degree required; MBA or equivalent preferred

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks come 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.