Director, Product Sales

About This Role

This director role focuses on driving customer growth within the cross-border payments and remittances sector, specifically with Money Transfer Operators (MTOs) and remittance providers across North America. It involves building strategic customer relationships, addressing business challenges, and scaling MTO businesses through innovative payment solutions. The position offers a unique opportunity to collaborate with various internal teams to execute strategic growth initiatives.

Responsibilities

• Manage and grow a portfolio of strategic Money Transfer Operators (MTOs) and remittance providers across North America
• Develop and execute multi-year customer growth strategies to increase transaction volumes, revenue, and customer profitability
• Identify and commercialize new money movement opportunities across domestic and cross-border payment flows
• Expand Mastercard's money movement solutions by introducing new payment corridors, use cases, and customer segments
• Build trusted executive relationships and position Mastercard as a strategic partner to customers
• Lead commercial negotiations, including renewals, pricing strategies, business cases, and long-term partnership agreements
• Partner closely with Product, Customer Delivery, Operations, Compliance, Finance, Legal, and Marketing to accelerate execution and remove barriers to growth
• Monitor business performance through transaction volumes, approval rates, corridor performance, customer profitability, and other operational KPIs
• Represent the voice of the customer internally by influencing product priorities and identifying opportunities to improve the customer experience
• Maintain an accurate pipeline and business forecast while ensuring execution against growth objectives

Requirements

• 7+ years of experience managing strategic customer relationships within remittances, money transfer, cross-border payments, fintech, or financial services
• Strong understanding of the global remittance ecosystem, including Money Transfer Operators, payment processors, correspondent banking, digital wallets, and payout networks
• Proven track record of growing strategic accounts and delivering measurable commercial results
• Experience negotiating complex commercial agreements and developing executive-level business cases
• Deep knowledge of cross-border payment networks, payout ecosystems, foreign exchange, and global remittance corridors
• Experience working with leading Money Transfer Operators (MTOs), digital remittance providers, fintechs, or payment platforms
• Familiarity with the regulatory, compliance, and operational requirements applicable to money movement businesses
• Strong analytical and problem-solving skills, with the ability to translate customer insights into actionable growth strategies