Senior Director, Regional North America Commercial Cards Account Lead

About Visa

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. We are 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.

Global Clients Team Overview

The Global Client Team is a high-performing exception to Visa’s regional operating model, providing a differentiated sales and service model for a select group of Visa’s largest global clients. These clients have significant business operations across three or more Visa regions, possess the capacity for substantial growth with Visa, and value a strategic partnership orientation. This team is meticulously structured to deliver seamless global support, intensely focusing on assisting global account executives and meeting client needs. This approach has led to net revenue growth across all three Visa business lines at nearly double Visa’s overall growth targets for these clients over the past two years. Accounts within the Global Client Team include global financial institutions, enablers, and remitters.

The Senior Director, Regional North America Commercial Cards Account Lead reports to the VP, Global Commercial Lead and is responsible for driving differentiated business growth performance for Visa’s largest regional business with this client.

Specific Responsibilities

Proven Relationship and Business Development

• Manage and orchestrate all North America client business relationships at a regional and market level, ensuring Visa remains the partner of choice for growing share, expanding sales, and delivering enterprise net revenue.
• Drive superior engagement with client executives while effectively managing day-to-day account responsibilities.
• Influence a wide variety of internal business partners to ensure Visa stakeholders are aligned across all client interaction points, delivering targeted support, strategic roadmaps, and meeting targets.
• Provide leadership and focus to drive results as “One Visa,” navigating complex buyer decision-making.
• Lead the development of the North America client account plan and drive global and in-market engagements in collaboration with key stakeholders to achieve plans and meet annual global sales targets.

Comprehensive and Deep Commercial Card and Payments Knowledge

• Possess fluency across all payment and money movement types, along with a comprehensive understanding of the North American payments’ ecosystem.
• Prior issuing sales and/or product development experience in B2B Payments, Commercial Products, Virtual Card, Accounts Payable/Accounts Receivables systems, and/or ERP systems is highly desired.
• Expertise and general digital fluency across Visa’s platforms for wallets, directories, money movement, crypto/stablecoin, AI standards, and VAS is welcome.

Financial and Deal Acumen

• Demonstrated ability to direct deal analytics and collaborate with regional and Global Deals teams to structure and navigate complex deals.
• Present deal strategy and economics to regional deal review and GPIC teams throughout the deal pipeline.
• Manage contract delivery, ensuring contractual targets and obligations are met or exceeded, including a proactive, growth-oriented approach to contract extensions, renewals, and amendments.

Team Success Orientation – Enable and Champion a Collective Success Model

• Demonstrate thought leadership and enable flawless execution.
• Support a team culture that amplifies Visa’s Leadership Principles and champions an innovative DNA across the organization.
• Exhibit an interest in and curiosity to develop AI skills and embed them within the team’s work.
• Manage and activate cross-functional teams, including Visa Commercial Solutions, Deals, Legal, Marketing, and Finance, orchestrating Visa’s best North America resources to win new business.
• Foster a culture of positivity, encouraging breakthrough thinking and ambition, where collective success is enabled and celebrated.
• Provide mentorship for team members at earlier stages of their careers.

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., Masters/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., Masters, MBA, JD, or MD), or a PhD with 9+ years of experience.
• MBA or Advanced Degree is highly desirable.
• Experienced sales leader with a proven track record of business growth.
• Natural collaborator, with excellent communication skills and strong executive presence.

Additional Information

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.

Key skills/competency

• Account Management
• Commercial Cards
• B2B Payments
• Business Development
• Financial Acumen
• Payments Technology
• Client Relationships
• Strategic Partnerships
• Team Leadership
• North American Market