Sales Director, Visa Direct

Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

Visa Direct is a payment service that Visa provides to clients such as issuers, acquirers, processors, merchants and service providers to facilitate global money movement. Products and services allow clients to collect, hold, convert, and send funds globally across hundreds of currency pairs through a combination of card, account, and wallet rails.

Visa Direct supports over 65 real time money movement use cases including but not limited to: P2P, account to account (me-to-me) transfers, business to consumer disbursements, cross-border B2B payments, cross-border remittances and more.

The Visa Direct Sales Director will drive sales acceleration and be part of scaling Visa’s growing money movement ecosystem with enablers, merchants, and fintech’s.  

This role will be responsible for selling directly to potential clients across multiple segments, partnering with sales leaders to achieve critical sales targets, and contributing to the continued growth of Visa Direct.

We will be working in an agile environment so this person must be influential in demonstrating the value of Visa Direct, proactive in ensuring we achieve our goals, and skilled in pivoting and adjusting as new information and lessons learned come to light.

This is a matrix, cross functional role so organizational savvy, interpersonal skills, and effective communication are critical. Sales Directors are expected to interface with specialized product groups, account executives across enabler, merchant, and fintech organizations, client consulting, marketing, and corporate communications, legal, and finance to coordinate the end goal of achieving aspirational sales objectives.

Visa is looking for an individual who is a thought leader in strategy and business growth with a consistent track record of success in exceeding sales targets in fast paced environments with demanding timelines.

Responsibilities include:

Achieve or exceed Global and North America Visa Direct sales goals.

• Achieve annual sales goals of Visa Direct, in partnership with account executives and sales teams, and through direct client origination
• Take clients through the sales cycle from prospecting to solutioning to deal structure to contract and launch to realize net revenue
• Develop sales strategy for sales acceleration, including assessing high potential client targets, use cases, verticals, etc.
• Work with existing Visa Account Executives to cross-sell Visa Direct solution where a good fit exists
• Develop and nurture pipeline with unmanaged prospects in high priority industry verticals
• Develop joint pipeline with Visa Direct enablers to “co-sell” Visa Direct value proposition and accelerate deal/time to revenue

Work with cross functional partners across all regions to ensure we have what we need to be successful with our clients

• Work with local and global Visa Direct Product team to develop the go-to-market strategy and ensure we have the right value proposition and product construct to meet client needs
• Work with Marketing to ensure our client facing materials are excellent and help accelerate the learning and sales process
• Work with Communications to share progress and growth to external audiences through a communication plan, PR, conference events, etc.
• Represent Visa Direct at select conferences/tradeshows to provide education/thought leadership and engage with clients, prospects, and partners
• Work with Finance to ensure appropriate incentive structure and levers to drive client growth and commitment
• Work with Legal and contract management to structure agreements that keep our clients accountable and achieve desired partnership outcomes
• Work with Client Services to handoff from sale to implementation and ensure well run projects
• Lead regular pipeline review and problem-solving sessions with the sales teams and help problem solve when client plans are stalled

This is a hybrid position. Expectation of days in office 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
10 years of executive and consultative selling experiences with a Bachelor’s degree, including FI Relationship Manager, Cross border payments in a Bank or Fintech environment, Correspondent Banking and/or Banking FI Sales
Creative self-starter with a bias toward action and consistent track record for successfully developing, building, launching and commercializing payment products that delight customers
Highly skilled problem solver with a strong focus on delivering for clients
Excellent listening and communication skills, both verbal and written, and executive presence, must be able to collaborate with our most senior client executives
Ability to explain complex business and technical concepts to a broad audience in an approachable way to drive adoption
Accomplished sales leader with a demonstrated ability to set overarching sales strategy
Demonstrated thought leadership and the ability to think creatively and to identify new ways to approach common problems
Passionate about what you do and excited about the opportunity to transform payments working for the industry leader
Possess a high level of professionalism and leadership skills to build business relationships, trust and respect with business partners and suppliers
Strong team player, self-motivated and the ability to work independently at coordinating across functional activities, obtain consensus and elevate issues at critical junctures appropriately
Ability to operate in a highly matrixed environment
Financial payment industry knowledge required, push payments or real-time payments experience a plus
Foundational knowledge of open loop payment ecosystem including payfacs, acquirers, ISV’s, issuers, etc…

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.

Visa is an EEO Employer.  Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.  Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 200,600.00 to 291,150.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.