Commercial & Value Strategy Director

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

The Commercial & Value Strategy Director will be a key member of the North America Client Services (NACS) Business Strategy & Operations team, responsible for building and scaling a portfolio of monetizable Client Services offerings that advances NACS from a cost center toward a growth engine. This leader will define the service portfolio, pricing and packaging strategy, commercial enablement model, joint go-to-market approach with Visa Consulting & Analytics (VCA) and Global CS teams, and the revenue performance discipline required to accelerate profitable growth. Working across Client Services, Sales, VCA, Finance, Legal, and Pricing teams, the role will translate client needs and data-led insights into differentiated value propositions, repeatable sales plays, tiered service models, and standardized delivery paths that protect core revenue, enable expansion, and accelerate time-to-value.

Key Responsibilities:

• Build and manage a portfolio of monetizable NACS services, identifying priority client needs, market opportunities, and differentiated capabilities that can generate incremental revenue and deepen client relationships.
• Define the service portfolio strategy and roadmap, including offer architecture, target segments, and value propositions.
• Establish tiered service models by client segment, need, and complexity, balancing differentiated client value with scalable delivery, capacity requirements, service quality, and attractive unit economics.
• Design and activate segment-specific go-to-market strategies with VCA and global CS teams, including opportunity sizing, account prioritization and launch plans.
• Develop pricing and packaging strategies that reflect client value, competitive dynamics, willingness to pay, delivery cost, margin objectives, and strategic account considerations while protecting core revenue and enabling expansion.
• Lead development of commercial enablement assets and operating mechanisms, including sales plays, pitch materials, discovery tools, pricing guidance, proposal templates, contracting pathways and field training.
• Own the revenue performance framework for the services portfolio, defining targets and tracking pipeline, conversion, revenue, margin, retention, and realized client value.
• Lead portfolio and revenue reviews that surface performance, risks, dependencies, and opportunities; recommend actions to improve commercial outcomes.
• Develop repeatable feedback loops across clients, Sales, VCA, and delivery teams to strengthen product-market fit, improve client experience, and continuously refine the portfolio and go-to-market model.
• Mobilize cross-functional stakeholders and influence senior leaders without direct authority to move opportunities from concept through commercialization, launch, adoption, and measurable revenue impact.

This position is a Hybrid role to be based in our Foster City, CA office location. Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

Basic Qualifications:

• 10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD.

Preferred Qualifications:

• 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
• Demonstrated experience in commercial strategy, portfolio management, pricing, go-to-market, revenue growth, product commercialization, consulting, in a complex, matrixed organization.
• Proven ability to translate client needs and market insights into differentiated offerings, value propositions, pricing and packaging, sales plays, scalable delivery models, and measurable commercial outcomes.
• Experience in developing and implementing strategic programs in a business operations or management consulting environment.
• Experience in collaborating with cross-functional teams and senior leadership.
• Experience in conducting program analysis and performance evaluation.
• Experience in stakeholder management and relationship building.
• Experience in preparing program documentation and executive presentations.
• Experience in payments, fintech, or a related industry.
• MBA or equivalent advanced degree.
• Deep expertise in service portfolio strategy, value-based pricing, packaging, offer design, and commercialization across multiple client segments and delivery models.
• Strong commercial and financial acumen, including experience with market sizing, business cases, revenue forecasting, unit economics, margin management, and portfolio performance optimization.
• Track record of partnering with Sales and consulting or advisory teams to develop data-led value propositions, account strategies, pipeline, and repeatable cross-sell and upsell motions.
• Experience building commercial enablement programs and assets that equip client-facing teams to position value, qualify opportunities, navigate pricing, and convert demand into revenue.
• Proven ability to design tiered service models and standardized onboarding and delivery pathways that improve scalability, speed, quality, and profitability.
• Exceptional analytical, structured problem-solving, executive communication, and value-storytelling capabilities, with the ability to convert complex data into clear commercial recommendations.
• Proven ability to influence senior leaders and mobilize cross-functional teams without direct authority across regional and global stakeholders.
• Experience in payments, financial services, technology, professional services, consulting, or client services is preferred.

Information for US Applicants

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