Senior Director - Financial Institution Sales, NA Visa Direct

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Position Summary 

Visa Direct is a money movement solution that Visa provides to clients (issuers, acquirers, processors, merchants and service providers) to facilitate domestic and cross-border fund transfers disbursements using debit card credentials, bank account information or digital wallet addresses around the world.  In the U.S., Visa Direct supports pull and push money movements, i.e., Original Credit Transaction (OCT) and consumer and business applications including real-time bank account funding (AFT), person to person (P2P) transfer, person to micro-business transfer (e.g., payments to landscaper), and funds disbursement (e.g., insurance claim disbursements).  Currently, the NA push payments market globally is estimated to be a USD13T opportunity and there is over USD700B in cross border payments originating from North America. Over the past years we have invested in establishing competitive payment rails and superior market readiness, and we are now ready to focus aggressively on cross border growth. 

Senior Director of Financial Institutions, North America Visa Direct, has ownership and accountability of regional bank and community bank sales opportunities across all Visa Direct product capabilities and endpoints (e.g. international collections, multicurrency wallet and FX services, disbursements to card, account and wallet).  This role will manage a team of sales professionals to own and deliver on aggressive sales targets against these highly visible and challenging client types.  

Purpose and Scope 

Own and deliver the entire annual sales target across regional banks and community banks. 

Develop and lead a team of sales professionals and establish clear organization model  

Support and engage senior Visa Account Executives to build, manage, and execute on a robust pipeline of sales opportunities across their accounts 

Directly engage with client executives to sell, close, and scale all aspects the Visa Direct money movement suite of capabilities 

Partner directly with FI technology providers or enablers to drive joint pipeline conversion  

Influence and drive commercialization strategy across clients’ AEs for the region and across cross-functional stakeholders (marketing, digital sales, comms, finance, etc.) for all use cases and VD capabilities 

Accountable for driving RFP’s and presentations for money movement including developing, managing, and coordinating pitch materials and financial incentives 

Provide market insights and client feedback to internal teams to influence Visa Direct strategy and product roadmap  

Collaborate with internal finance, legal, and deals team stakeholders to remove internal blockers and friction to speed sales execution and drive stronger commercial outcomes for the team 

Directly lead and engage global client sales opportunities (with client who reside in the NA region) while coordinating and collaborating with other regions and internal stakeholders to drive the best commercial outcomes for Visa globally 

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Basic Qualifications:

10+ years of work experience with a bachelor’s degree or at least 8 years of experience in payments, including cross border payments. Advanced degree (e.g., Masters, MBA, JD, MD).

Preferred Qualifications:

Self-starter with a bias toward action and proven track record for successfully developing, building, launching and commercializing domestic and cross-border payment products that delight customers.

Strong background of client and partnerships management, sales, and or business development preferably with banks and MSBs

Strong empathy for customers and understanding of value drivers in recurring revenue business models.

High impact leadership skills, including setting a clear vision and strategy, motivating, and coaching others, driving urgency and results.

Deep go to market knowledge and experience implementing and measuring operational metrics, leveraging data to identify trends in customer satisfaction and retention risk.

Excellent problem-solving skills with a strong focus on clients.

Demonstrated thought leadership and the aptitude to think creatively and identify new ways to innovate and differentiate products with evidence of tangible business results

Ability to inspire direct reports and influence those without direct management responsibility.

Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers.

Strong team player, self-motivated and the ability to work independently at coordinating cross functional activities, obtain buy-in and elevate issues at critical junctures appropriately.

Excellent communication skills, including verbal, written and presentation necessary.

Strong collaboration and influence skills to effectively lead cross-functional teams to drive deliverables, projects, and engagements to completion

Deep knowledge in consumer, business and merchant banking and according payments flows and systems

Work Hours:

Incumbent must make themselves available to support clients or partners in NA time zones.

Travel Requirements:

Position requires travel for work up to 40% of the time.

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 protected veteran status.  Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 290,9700 to 454,500 USD per year, which 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.