The posting
About Us Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.
At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.
Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.
Job Description
Overview:
The Visa Commercial Solutions (VCS) team is a world-class commercial organization experiencing tremendous growth as we expand into new payment flows and continue to grow our core card solutions. B2B Acceptance and working capital solutions are critical enablers of commercial payments and key growth priorities for Visa.
The Senior Director, B2B Payments Partnerships & Growth will lead Visa’s North America strategy and market engagement with acquirers, payment facilitators (PayFacs), payment service providers (PSPs), processors, gateways, fintechs, and other acceptance enablers to accelerate B2B acceptance and commercial payment volume.
This market-facing leader will build and scale strategic partnerships that enable Visa to reach suppliers through the acceptance ecosystem. The Senior Director will lead the B2B commercial agenda with priority enablers, identifying opportunities across their merchant portfolios, developing joint growth strategies, and scaling supplier acceptance and commercial payment volume. The role will partner closely with Visa account executives and relationship owners.
Key areas of responsibility include:
Enabler Growth Strategy & Opportunity Development:
- Define and execute Visa’s North America strategy for driving B2B commercial payment growth through acquirers, PayFacs, PSPs, processors, gateways, fintechs, and other acceptance enablers.
- Prioritize enablers, merchant portfolios, verticals, supplier segments, and payment flows based on their potential to expand B2B acceptance and generate incremental commercial payment volume.
- Develop differentiated growth strategies by enabler type, including opportunities to embed B2B acceptance and working capital solutions into partner products and merchant propositions.
- Translate market and partner insights into Visa product, pricing, data, and commercialization priorities.
Enabler Partnerships & Commercial Development:
- Lead Visa’s strategic B2B engagement with priority acceptance enablers, building senior executive relationships across the North America acquiring and acceptance ecosystem.
- Establish B2B payments as a strategic growth opportunity for partners and develop joint strategies that expand supplier acceptance and generate incremental commercial payment volume.
- Originate and advance complex commercial opportunities from business-case development through structuring, launch, and execution, partnering across Visa Account Executives, Product, Pricing, Finance, and other functions.
- Influence partner product, sales, and commercial priorities to embed B2B acceptance and working capital solutions into their merchant strategies.
Enabler-Led Acceptance, Growth & Scale:
- Leverage enabler merchant portfolios, sales channels, platforms, technology, and data to identify and activate high-potential B2B suppliers and payment flows at scale.
- Develop strategies with partners to target priority suppliers, verticals, and use cases, including compelling value propositions centered on working capital, cash flow, collections, and operational efficiency.
- Build repeatable growth models that embed B2B acceptance into partner sales motions, products, and platforms and move opportunities from identification through activation and sustained payment volume.
- Own performance across priority enabler relationships, including pipeline development and conversion, supplier activation, incremental commercial payment volume, and revenue contribution.
- Partner closely with Visa’s Corporate Buyer and Supplier Enablement teams to align opportunities and determine the most effective route to market across direct and enabler-led channels.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
Qualifications
Basic Qualifications:
- 12 or more years of work experience with a bachelor's degree or at least 10 years of work experience with an Advanced Degree (e.g., Master's, MBA, JD, MD), or a minimum of 5 years of work experience with a PhD.
Preferred Qualifications
- 15 or more years of experience with a bachelor's degree or 12 years of experience with an Advanced Degree (e.g., Master's, MBA, JD, or MD); PhD with 9+ years of experience.
- 15 or more years of experience in payments, acquiring, commercial payments, merchant services, fintech, financial services or related industries.
- Significant sales, business development and partnership experience with a demonstrated ability to identify market opportunities, originate commercial opportunities and deliver measurable growth.
- Experience developing senior relationships with acquirers, PayFacs, PSPs, processors, fintech platforms or other participants in the merchant acceptance ecosystem.
- Strong understanding of acquiring, merchant acceptance and the economics and operating models that influence how merchants accept payments.
- Experience in commercial payments, B2B payments, commercial card, working capital solutions, supplier enablement or related businesses strongly preferred.
- Demonstrated ability to develop joint business strategies with large partners and translate those strategies into pipelines, commercial agreements and measurable business outcomes.
- Strong analytical and financial capabilities, including experience with portfolio analytics, opportunity sizing, business cases, pricing, incentives and deal modeling.
- Proven ability to operate in a highly matrixed environment and lead complex opportunities across Sales, Product, Finance, Pricing, Legal and other functions.
- Strong consultative selling skills with the ability to translate complex payment capabilities into compelling partner and merchant value propositions.
- Strategic and commercially oriented thinker with a challenger mindset and demonstrated ability to identify new avenues for growth.
- Exceptional executive communication, negotiation, presentation and relationship-management skills.
- Demonstrated ability to influence senior internal and external stakeholders without direct authority.
- Experience building new businesses, commercial capabilities or routes to market is highly desirable.
What Success Looks Like:
Success in this role will be demonstrated through:
- Growth in incremental B2B commercial payment volume generated through enabler-led channels.
- Increased supplier acceptance and activation across partner merchant portfolios.
- Development of strategic, productive relationships with priority acquirers and other acceptance enablers.
- Successful commercialization of repeatable growth models that can scale across partners, supplier segments and verticals.
- Strong partnership across Visa’s Buyer Conversion, Supplier Enablement, Product, Sales and client organizations to create an integrated B2B growth model.
Information for US Applicants
For roles located in the US, the estimated salary range for this position is $230,500 to $369,400 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity.Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.
Work Hours
Varies upon the needs of the department.
Travel Requirements
This position requires travel 5-10% of the time.
Mental/Physical Requirements
This position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.
Visa is an EEO Employer
Qualified applicants will receive consideration for employment without regard to race, color religion, sex, national origin, sexual orientation, gender identity, disability or protect veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with the EEOC guidelines and applicable local law, including the requirements of Article 49 of the San Francisco Police Code.
