Director, Business Development

About this role

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, Business Development

Director, B2B Acceptance – Latin America & Caribbean (LAC) Role Overview 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. The role requires deep expertise in B2B payments, supplier/merchant dynamics, and acquiring economics, along with the ability to translate operational inefficiencies into scalable commercial opportunities. The Director will work cross-functionally with issuers, acquirers, fintechs, and internal stakeholders to drive acceptance growth, develop market-leading value propositions, and deliver measurable business impact across LAC. Key Responsibilities Strategy & Market Leadership • 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 Commercial Growth & Ecosystem Activation • 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

Client Value Proposition (Payments + Working Capital) • Position Mastercard solutions as: o Payment process efficiency tools o Working capital optimization levers within AR and collections functions • Develop compelling business cases demonstrating value through: o Accelerated receivables and improved cash conversion cycles o Reduction in Days Sales Outstanding (DSO) o Lower cost-to-collect through digitization • Engage directly with senior stakeholders (CFOs, Treasurers, Heads of AR/Collections) to drive adoption beyond traditional payments teams Industry & Use Case Development • 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 Internal Leadership & Enablement • 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

Experience & Qualifications Experience • 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 Knowledge & Expertise • Deep understanding of: o B2B payments ecosystem and commercial card solutions o Merchant & commerce landscape and acquiring economics o Working capital dynamics (DSO, liquidity, cash conversion cycles) • Strong knowledge of alternatives to cards (bank transfers, A2A, RTPs) and how to position card solutions competitively • Familiarity with ERP systems, accounting workflows Skills & Capabilities • 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

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@

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