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
SME Mid-Market Business Development Director
Role Purpose
Responsible for driving the commercial development and adoption of payment solutions for the Mid-Market segment, acting as a strategic bridge between the relevant issuer to which the candidate will be assigned and Mastercard. Primary objective is to foster the penetration of issuer’s card programs within their Mid-Market client portfolio. The candidate will identify business opportunities for the segment, generate qualified leads from within issuer’s client portfolio, may at times engage directly with issuer’s Mid-Market Business clients (mid-sized Companies) to influence solution adoption, and accelerate solution implementation and growth.
Key Responsibilities
•Identify, originate, and develop new business opportunities within the issuer’s Mid-Market SME segment aiming to increase Mastercard volumes.
•Generate qualified leads and commercial opportunities from within issuer’s Mid-Market client portfolio.
•Drive awareness and adoption of SME-focused solutions including through direct client engagement.
•Support issuer go-to-market product management and development efforts relative to Mastercard Mid-Market solutions in alignment with issuer and Mastercard
•Act as a SME segment expert, providing industry insights and market intelligence to support the issuer’s growth strategy and customer value proposition.
•As required, execute a Direct-to-Middle (D2M) engagement strategy, building relationships with decision-makers, influencers within target companies and B2B Platforms.
•Support opportunity prioritization and revenue growth initiatives.in alignment between issuer and Mastercard.
Client Engagement & Sales Support
•Participate in customer meetings, executive presentations, workshops, and strategic business reviews.
•Design and deliver training sessions for issuer sales teams and relationship managers
•Act as a subject matter expert during internal and external client discussions, helping position solutions and articulate business value • propositions.
•Support issuers' sales teams throughout the sales cycle, from opportunity identification to implementation and post-launch adoption.
•Provide market intelligence, customer insights, and competitive benchmarking to strengthen commercial discussions
All About You
•Experience developing and communicating business development strategies and value propositions to senior internal and external stakeholders.
•Strong experience in SME payments and Commercial Products, with solid knowledge of issuer dynamics and the Brazilian market.
•Experience working with Brazilian issuers, ideally in roles involving business development, product, consulting, or strategic account management.
•Solid understanding of the cards and payments ecosystem, with B2B payments experience strongly preferred.
•Ability to identify and develop new payment flows and business opportunities, translating client needs and data into tailored solutions and value propositions.
•Strong analytical skills, with the ability to analyze customer and portfolio data, identify opportunities, and turn insights into actionable commercial initiatives.
•Proven relationship management, negotiation, influencing, and business development skills, with the ability to build trusted partnerships with issuers and other ecosystem players.
•Strong business acumen and ability to work effectively across product, sales, services, and client teams.
•Ability to operate as a strategic and hands-on individual contributor, comfortable working closely with clients and driving initiatives from opportunity identification through execution.
•BA or BS required; MBA preferred.
•Portuguese as primary language and fluency in English required; Spanish is a plus.
Corporate Security Responsibility
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.