Director, Customer Success

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

The Director of Customer Success is responsible for the health, retention, growth, and overall success of a portfolio of strategic customer relationships. This leader oversees a team of Customer Success Managers and serves as the operational and commercial leader for their segment, ensuring customers realize measurable value while protecting and expanding revenue. The Director partners closely with Sales, Product, TAMs, Specialist Business Leaders, Operations, and Support to drive customer outcomes, manage risk, and identify growth opportunities.

Key Responsibilities

Customer Retention and Growth

Own renewal, retention, and expansion performance across assigned accounts.

Ensure customers achieve measurable business outcomes and realize value from Mastercard solutions.

Identify churn risks early and lead mitigation strategies.

Partner with Sales to drive expansion opportunities and support commercial negotiations.

Maintain accurate forecasts for renewals, risks, and growth opportunities.

Strategic Customer Leadership

Oversee a portfolio of high-value customer relationships through direct engagement and team leadership.

Act as an executive sponsor for strategic accounts.

Guide Executive Business Reviews and customer success planning.

Manage complex escalations and coordinate cross-functional resolution efforts.

Advocate for customer needs internally to influence product and service improvements.

People Leadership

Lead, coach, and develop a team of Customer Success Managers.

Establish clear performance expectations and accountability.

Conduct talent reviews, succession planning, and career development planning.

Foster a high-performance culture focused on customer outcomes, collaboration, and growth.

Support onboarding and ongoing development of Customer Success talent.

Cross-Functional Partnership

Collaborate closely with Sales, TAMs, Specialist Business Leaders, Product, Risk, Finance, Operations, and Support.

Drive alignment across customer-facing teams to ensure a consistent customer experience.

Support strategic initiatives, operating model improvements, and process enhancements.

Share customer insights to influence product roadmap and business priorities.

Operational Excellence

Establish disciplined account review and customer health management processes.

Ensure customer success plans, executive sponsorship plans, and engagement strategies are maintained across the portfolio.

Leverage data and analytics to identify trends, opportunities, and risks.

Maintain visibility into team performance, customer health, revenue outcomes, and forecast accuracy.

Success Measures

Gross Revenue Retention (GRR)

Net Revenue Retention (NRR)

Renewal attainment

Expansion pipeline generation

Customer health and adoption metrics

Executive engagement levels

Forecast accuracy

Escalation management effectiveness

Team engagement and development

Customer satisfaction and advocacy

Preferred Qualifications

8+ years of experience in Customer Success, Account Management, Consulting, or related customer-facing leadership roles.

3+ years of people leadership experience.

Experience managing enterprise customers, renewals, and expansion opportunities.

Strong executive communication and stakeholder management skills.

Proven ability to influence cross-functional teams without direct authority.

Experience within payments, identity, fraud, SaaS, data, or technology-driven organizations.

Scope of Responsibility

Lead a team of Customer Success Managers.

Own a significant portfolio of customer revenue and retention.

Drive quarterly business reviews, renewal planning, and risk management activities.

Partner with Sales to identify and support expansion opportunities.

Manage executive customer relationships and strategic escalations.

Ensure excellence in Salesforce, Gainsight, forecasting, and customer success operations.Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact [email protected] and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

Pay Ranges