Director, Account Management
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, Account ManagementThe Director, Account Management is a key leadership role within the Mastercard Direct Services team, responsible for managing and growing a portfolio of strategic customers across Caribbean emerging markets. The role is accountable for developing and executing long-term customer strategies that deepen Mastercard’s partnerships, expand portfolio share, and accelerate growth through the full breadth of Mastercard’s products, services, and capabilities.Serving as the primary point of contact and strategic relationship lead, the Director has end-to-end responsibility for each customer’s strategy, performance, and portfolio of initiatives with Mastercard. This includes building trusted relationships with senior customer stakeholders, identifying and developing new business opportunities, and mobilizing the appropriate Mastercard teams and capabilities to deliver differentiated value.
The Director is also responsible for maintaining strong internal alignment on account performance, strategic priorities, pipeline, opportunities, and potential risks. The role requires close collaboration across Mastercard to develop and execute opportunities that drive market share, payment volume, net revenue, and long-term customer value.
This role is responsible for leading strategic customer relationships and driving sustainable growth across a portfolio of key accounts. The successful candidate will develop and execute account strategies aligned with broader market and geographic priorities, with accountability for growing market share, payment volume, and net revenue.
The role requires a strong commercial leader who can build trusted relationships with senior customer stakeholders, identify new growth opportunities, and mobilize Mastercard capabilities across Core Payments, Services, Commercial, Acceptance, Digital, and other solutions to address customer priorities.
Key Responsibilities
- Own and deliver against **sales, payment volume, market share, and net revenue targets** across assigned accounts.
- Develop and execute comprehensive **account strategies and annual business plans** aligned with customer priorities and Mastercard's market strategy.
- Build and maintain strong relationships with **senior customer stakeholders and decision makers**, positioning Mastercard as a trusted strategic partner.
- Identify customer needs and translate them into **commercial opportunities and customized solutions** leveraging Mastercard's products, services, capabilities, and expertise.
- Maintain a strong pipeline of opportunities and drive disciplined **pipeline management, forecasting, and execution** at the account level.
- Develop compelling customer strategies, value propositions, proposals, and executive-level presentations.
- Analyze customers' businesses through **financial modeling, profitability analysis, forecasting, market intelligence, and competitive analysis** to identify opportunities for growth.
- Partner with customers to establish business objectives, execute against agreed annual plans, and regularly review progress and performance.
- Lead complex, cross-functional initiatives by coordinating internal partners across Product, Services, Finance, Legal, Marketing, Operations, and other relevant teams.
- Lead commercial negotiations and manage the **customer agreement process from strategy through execution**.
- Proactively identify and recommend Mastercard solutions that can improve customer economics, increase engagement, and create incremental value for both the customer and Mastercard.
- Maintain a strong understanding of market dynamics, competitive activity, customer priorities, and emerging payment trends to continuously identify new opportunities.
- Significant experience managing complex, strategic, or large customer relationships**, preferably within payments, financial services, banking, technology, or a related industry.
- Demonstrated success developing and executing sales and account strategies that deliver measurable revenue and business growth**.
- Strong knowledge of Mastercard's core products, solutions, services, rules, and broader capabilities, with demonstrated ability to apply them to customer opportunities.
- Proven experience identifying, structuring, and converting new business opportunities while growing existing relationships.
- Experience leading **complex customer negotiations and commercial agreements.
- Strong financial and analytical capabilities, including experience with business cases, forecasting, profitability analysis, and commercial decision making.
- Ability to operate effectively across a matrixed organization and influence internal stakeholders to deliver against customer priorities.
- Strong executive presence and communication skills, with the ability to engage credibly with senior customer and internal leadership.
- Demonstrated ability to balance relationship management, strategic thinking, commercial execution, and disciplined delivery.Corporate Security Responsibility
- 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.