TITLE AND SUMMARY

Director, Specialist Sales
Overview
In virtually every country in Latin America and the Caribbean, Micro, Small, and Medium Businesses (MSMEs) are the lifeblood of economic vitality. They represent ~95% of all companies, 67% of the workforce and ~55% of GDP. The Covid-19 pandemic only emphasized the importance of MSMEs to economic recovery and growth.
Mastercard is dedicated to enabling businesses to grow and thrive, stronger than before. Our rallying cry is “Empowering Every Business, Everywhere”. This segment is central to Mastercard’s growth strategy - not only because of their regional and global impact, but also because of the large role MSMEs play in the payment’s ecosystem as both payers and acceptors of electronic payments.
The LAC SME Products leadership team is looking for a Director, Micro, Small & Mid-Sized Business Specialist Sales for the Central American and Caribbean markets to help drive growth in the segment through the commercialization of our solutions and value proposition. This role involves identifying high-potential opportunities, engaging clients, supporting the development of value proposition assets, and building a strong and dynamic sales pipeline.
The ideal candidate is passionate about the Micro, Small & Mid-Sized Business segment (MSMEs), highly motivated, intellectually curious, analytical, and possesses an entrepreneurial mindset.
Role – Director, Micro, Small & Mid-Sized Business Specialist Sales

The selected candidate will:

• Lead and execute the MSME go-to-market strategy across CAB/CAM markets, focusing on both existing and new issuer partners and develop new distribution channels, to expand Mastercard’s footprint, support the growth and leadership in the SME segment.
• Partner closely with Sales teams to engage clients, identify high-potential opportunities, and build a strong and dynamic sales pipeline.
• Drive commercialization efforts by working cross-functionally with stakeholders from Finance and Business Development teams, Sales, Marketing, Franchise, and Customer Implementation teams to ensure seamless execution of MSME initiatives.
• Support client-facing negotiations, leading or co-leading key SME commercial agreements, and ensuring specific MSME incentives and alignment with Mastercard’s value proposition.
• Track and manage pipeline performance by using SFDC and commercialization tools and processes that enable timely follow-up, issue resolution, and traction across countries and clusters.
• Champion internal alignment across Divisional, Country Managers and their teams, and Sales Excellence to generate buy-in and momentum from all relevant stakeholders, including senior leadership.
• Develop and promote SME 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 SME needs and opportunities.

All About You

The ideal candidate for this position should:

• Be passionate about ‘empowering every business everywhere’ and the idea of democratizing access to powerful tools that help MSMEs thrive
• Have proven experience in engaging internal and external commercial and technical stakeholders to drive both solution development and adoption
• Have intermediate experience in financial services and/or payments with an understanding of competitive offerings, industry trends and profitability drivers
• MSME banking or MSME payment experience, international market knowledge/experience a plus
• Have a keen understanding of competitive offerings, industry trends and go-to-market considerations for Central American and Caribbean markets; ability to translate that understanding into meaningful action and enhancements
• Have demonstrated ability to work across divisional and regional boundaries; strong relationship management, influencing, presentation/verbal and communication skills
• Be self-motivated, a self-starter and a quick learner with ability to work independently and manage different priorities; thrives in a fast-paced environment; readiness to take-on stretch goals
• Undergraduate degree, preferably in Business, Engineering or Economics
• Masters degree is a plus
• Fluency in Spanish and English is required.

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.

All activities involving access to Mastercard assets, information, and networks comes 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