Vice President, Specialist Sales

About the role

The VP, Issuer Specialty Sales, North America role is responsible for driving the sales of Ethoca products and services to top-tier issuers in North America, while working closely with Mastercard Account Managers and the Services Business Development team to accelerate market penetration, strengthen customer relationships, and deliver revenue growth.

This role requires operating effectively within a matrixed organization, leveraging the full breadth of Mastercard’s account relationship model, and partnering closely with internal product, technology, account management, and business development teams to accelerate sales, support implementations, and optimize client outcomes.

The VP will also serve as an ambassador for Ethoca at industry events and executive client engagements, positioning Mastercard as a strategic business partner, thought leader, and trusted advisor.

Responsibilities

• Drive the sales of Ethoca products and services to top-tier issuers in North America
• Work closely with Mastercard Account Managers and the Services Business Development team to accelerate market penetration, strengthen customer relationships, and deliver revenue growth
• Identify business opportunities and advance strategic issuer relationships
• Utilize a consultative sales approach and maintain the flexibility to adapt solutions and value propositions to meet both technical and business buyer needs
• Create long-term trusted relationships and drive measurable commercial results
• Operate effectively within a matrixed organization, leveraging the full breadth of Mastercard’s account relationship model, and partnering closely with internal product, technology, account management, and business development teams to drive results
• Serve as an ambassador for Ethoca at industry events and executive client engagements, positioning Mastercard as a strategic business partner, thought leader, and trusted advisor

Requirements

• Proven experience selling complex, recurring-fee SaaS or network-based solutions to financial institutions, with a strong preference for experience working with card issuers and a solid understanding of issuer business models and digital banking channels
• Strong knowledge of the payments ecosystem, including fintechs, digital disruption, disputes and chargebacks, fraud and risk management, and the evolving needs of issuers and their customers
• Demonstrated success leading complex sales initiatives, managing senior client relationships, and navigating large cross-functional organizations to gain adoption, accelerate decisions, and deliver commercial outcomes
• Ability to operate in a collaborative, matrixed environment and partner effectively with account management, product, technology, and business development teams to drive results
• Strong executive presence with excellent communication, presentation, negotiation, and influencing skills, and the ability to position Mastercard and Ethoca credibly with senior stakeholders
• Proven ability to thrive in a fast-paced, entrepreneurial, and results-oriented environment, while balancing strategic thinking with hands-on execution
• Track record of building trusted client relationships, identifying growth opportunities, and driving revenue in partnership with internal and external stakeholders
• Willingness to travel as needed to support client engagement, internal collaboration, and business development activities across North America

Qualifications

• Master's degree in Business Administration, Finance, Economics, or related field
• Minimum of 10 years of relevant experience in sales, preferably in the financial services industry
• Experience in managing and developing high-performing sales teams
• Proven track record of driving revenue growth and achieving sales targets
• Excellent interpersonal and communication skills, with the ability to build and maintain strong relationships with key stakeholders
• Ability to work independently and as part of a team
• Strong analytical and problem-solving skills
• Ability to manage multiple priorities and deadlines

Skills

• Strategic thinking and execution
• Consultative selling approach
• Collaboration and teamwork
• Client relationship management
• Financial analysis and forecasting
• Project management

Benefits

• Comprehensive health and wellness programs
• Flexible work arrangements
• Continuous learning and development opportunities
• Community involvement and volunteerism
• Employee resource groups
• Family-friendly policies
• Work-life balance initiatives

Pay

Pay ranges for this role may vary depending on location, job-related knowledge, skills, and experience. The base salary offered may also vary based on these factors.

Schedule

The role requires operating effectively within a matrixed organization, leveraging the full breadth of Mastercard’s account relationship model, and partnering closely with internal product, technology, account management, and business development teams to drive results. The role may require travel to support business needs.