Director, SME Sales Specialist (LAC)

Director, SME Sales Specialist (LAC)

Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy, making transactions safe, simple, smart, and accessible for everyone, everywhere. Through secure data, innovative solutions, and strong partnerships, we help individuals, financial institutions, governments, and businesses unlock their greatest potential. Our decency quotient (DQ) is at the heart of our culture, shaping how we operate both within our company and in the broader world. With a presence in 210+ countries and territories, Mastercard is committed to building a sustainable, digital-first economy that drives growth for all.

Across Latin America and the Caribbean (LAC), Micro, Small, and Medium Enterprises (SMEs) play a critical role in economic development, contributing significantly to GDP, employment, and trade. However, many SMEs continue to rely on cash and manual payment methods, leading to inefficiencies, financial exclusion, and missed growth opportunities. At Mastercard, our mission is to empower every business, everywhere by enabling SMEs to transition into the digital economy. Given their importance in the payments ecosystem as both payers and acceptors, SMEs are a core focus of Mastercard's growth strategy in LAC.

The LAC SME team is seeking a Director, SME Sales Specialist to drive revenue growth and expand Mastercard's presence in this segment through a comprehensive sales and business development approach. This includes:

• Prospecting & Lead Generation – Identifying and engaging potential SME customers through market research, partnerships, networking, and direct outreach.
• Solution Innovation & Consultative Selling – Understanding SME pain points and positioning Mastercard's payment acceptance, spend management, and digital transformation solutions to address their needs.
• Value Proposition Development – Enhancing and positioning Mastercard's SME product suite, both core offerings and solutions developed through strategic partnerships.
• Pipeline Management & Sales Execution – Managing the end-to-end sales process, from qualifying leads to negotiating contracts and closing deals.
• Strategic Partnerships & Distribution Channels – Expanding Mastercard's reach by developing relationships with fintechs, acquirers, issuers, and other ecosystem players.
• Client Success & Growth – Driving post-sale adoption, ensuring customer satisfaction, and identifying opportunities for account expansion and upselling.

Responsibilities:

• Develop and execute a sales-driven strategy to increase Mastercard's SME segment share across Latin America and the Caribbean.
• Build and maintain a strong sales pipeline, using data-driven insights to prioritize high-impact opportunities.
• Engage directly with SME clients and partners to position Mastercard solutions, negotiate deals, and drive business growth.
• Collaborate with cross-functional teams—including Product, Marketing, Partnerships, and Market Development—to refine go-to-market strategies and enhance SME engagement.
• Track and analyze market trends, sales performance, and competitive landscape, adjusting strategies as needed to exceed growth targets.
• Identify and develop partnership opportunities to improve Mastercard's SME value proposition and expand distribution channels.
• Work closely with fintechs and technology partners to design and implement digital payment and financing solutions tailored for SMEs.
• Drive innovation in B2B payments and supply chain finance, integrating Mastercard's capabilities with key industry players.
• Represent Mastercard at industry events, conferences, and networking opportunities, strengthening brand visibility and thought leadership in the SME space.
• Support sales colleagues in customer negotiations to advance Mastercard's SME objectives.

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.