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

Our Purpose Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential. Title and Summary Director, North American B2B Secular Shift – B2C Retail & Restaurants Director, North American B2B Secular Shift – B2C Retail & Restaurants There are approximately $8T of B2B Payments in the US & Canada still made by check – with the majority in the US. There are approximately $10T of B2B Payments made by ACH with no remittance data associated with them. Combined, these B2B Payments represent roughly 25% of the global B2B secular shift opportunity. 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, North American B2B Secular Shift – B2C Retail & Restaurants to help drive growth in the segment through the commercialization of our solutions and value proposition. This role involves engaging clients, identifying high-potential opportunities, building a strong and dynamic sales pipeline, and closing deals. Role – Director, North American B2B Secular Shift – B2C Retail & Restaurants In this role, the selected candidate will: • 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, expanding Mastercard’s footprint, growing market share, and expanding our leadership position in the B2C Retail & Restaurants segment. • Work cross-functionally across the broader Commercial and New Payment Flows team partner and cross-sell our solutions. • Partner closely with Account and Business Development teams to engage clients, identify high-potential opportunities, build a strong and dynamic sales pipeline and close deals. • Drive commercialization efforts by working cross-functionally with stakeholders from Finance, Sales, Marketing, Franchise, and Customer Delivery to ensure seamless execution of segment initiatives and adequate resources for its success. • Ensure our B2C Retail & Restaurants needs-based and customer centric narrative is driven throughout the organization and with our customers and prospects. • Support client-facing negotiations, leading or co-leading key deals, ensuring specific segment incentives are included in deals, and aligning Mastercard’s value proposition with client needs. • Track and manage pipeline performance by using SFDC and commercialization tools and processes that enable timely follow-up, issue resolution, and traction across the region. • Champion internal alignment across all product groups, Finance, Sales Excellence to generate buy-in and momentum from all relevant stakeholders, including senior leadership. • Develop and promote SMB growth strategies, identifying best practices and scalable models that drive measurable results in issuer portfolios. • Foster sales enablement by creating compelling client materials, training sessions, and use-case content tailored to SMB needs and opportunities. All About You You are a pragmatic change agent who thrives on turning long standing behaviors into meaningful growth. You combine a strong sense of urgency with the discipline to operate effectively inside a complex organization—and you are energized by driving visible, measurable impact. • B2C Retail & Restaurants Obsessed: You have a deep, hands on understanding of POS and Invoice Payments in the B2C Retail & Restaurants Segment, understand the systems and infrastructure that supports this segment,