Director, Services Business Development – Global Financial Institutions

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

Director, Services Business Development - Global Financial Institutions

Location: Madrid

Role Overview

As Director, Services Business Development - Global Financial Institutions, you will be accountable for end to end sales ownership of Mastercard Services for strategic global Financial Institutions.

You will define the global sales approach, originate and shape complex opportunities, and ensure consistent execution across regions - working closely with Global Account Teams, Local Account Teams, and Services teams.

This role combines enterprise sales leadership, senior client engagement, and global deal orchestration.

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About Mastercard Services

Mastercard Services is a key growth engine for the company, delivering data driven insights, security and fraud solutions, identity, personalization, loyalty, and advanced consulting services.

The team operates globally, scaling proven capabilities while tailoring solutions to the needs of complex, fast moving customers.

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Key Responsibilities

Own Global Sales Strategy & Revenue

• Define and execute the global Services sales strategy for the client, aligned with Mastercard’s overall account priorities.
• Own global Services revenue targets, pipeline health, and deal progression.
• Identify, qualify, and prioritize the most valuable commercial opportunities across regions and business units.

Lead Complex Sales Opportunities

• Originate and lead large, multi country Services deals, from early opportunity shaping through contract closure.
• Structure value propositions that clearly articulate business impact, ROI, and differentiation.
• Coordinate pricing, scope, and commercial models in partnership with internal stakeholders.

Senior Client Commercial Engagement

• Lead senior level commercial conversations with global and regional client executives.
• Navigate complex decision making structures, multiple buyers, and evolving governance.
• Expand relationships from individual projects to broader, multi year commercial partnerships.

Drive a Scalable Sales & Engagement Model

• Establish a clear sales and engagement model across global and local teams to accelerate deal execution.
• Ensure clarity on opportunity ownership, roles, and revenue attribution.
• Enable cross market replication of successful sales motions and solutions.

Orchestrate Internal Teams to Win Deals

• Coordinate Services specialists, consulting teams, product partners, and delivery leads to build winning proposals.
• Ensure seamless transition from sales to delivery, while identifying upsell and cross sell opportunities.
• Act as the central point of accountability for Services commercial performance with the client.

Maintain High Quality & Commercial Rigor

• Ensure all proposals and engagements meet high standards of quality, clarity, and commercial discipline.
• Continuously link Services sales to tangible client outcomes and Mastercard value creation.
• Share best practices and lessons learned to strengthen Services BD capabilities globally.

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Experience & Qualifications

This role is suited for senior sales and business development leaders operating in complex enterprise environments.

Ideal background:

• Holds an undergraduate degree; an MBA from top tier school is preferred.
• 10+ years of experience in:

o Top strategy / consulting roles with strong commercial ownership and client facing sales exposure.

o enterprise B2B sales or business development roles

• Proven track record of closing complex, high value deals with large, global clients.
• Experience operating across multiple countries, stakeholders, and governance layers.
• Strong commercial mindset with the ability to combine strategic thinking and execution.

Key capabilities:

• Deal shaping and value based selling.
• Senior executive presence and negotiation skills.
• Structured thinking applied to sales strategy and opportunity management.
• Ability to lead without authority in matrixed organizations.

Languages:

• Fluent English and Spanish required.

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.