Director, Business Development - Community Accounts

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 #LifeatVisa.

Job Description

We seek a strategic Sales Enablement leader to drive business development with processors, enablers, FinTechs, and trade associations, helping Community Financial Institutions achieve their goals. This role will identify and manage partnerships, secure agreements, and implement solutions supporting key OKRs like AANR and Community Growth Acceleration Program revenue, as well as client satisfaction. The position also ensures Visa product alignment for Community issuers and creates sales enablement resources to boost

Key responsibilities include:

• Develop and execute a comprehensive Community Business Development and partner engagement strategy to achieve core business objectives and drive sustainable growth.
• Build and maintain a robust pipeline of prospective partners, establishing strong relationships with industry leaders, processors, enablers, FinTechs, and trade associations.
• Lead and coordinate cross‑functional initiatives, collaborating with internal teams and external stakeholders to deploy innovative solutions aligned with Community OKRs.
• Negotiate and finalize high‑impact agreements, overseeing the complete deal lifecycle from initial engagement through delivery.
• Design and implement sales enablement tools and resources to empower Community Financial Institutions and enhance client satisfaction.
• Monitor key performance metrics and provide regular reporting to senior leadership, promoting accountability and continuous improvement.
• Champion Visa's product alignment and strategic initiatives, advocating for Community issuer needs while supporting accelerated revenue growth.
• Serve as a thought leader, sharing insights and best practices to elevate team performance and support scalable business development goals.
• Propose and manage Sales Plays (SPs) in partnership with NA Operations, driving engagement and performance on critical Community FI metrics.
• Identify, develop, and nurture executive‑level relationships with Community partner leaders, including C‑suite stakeholders.
• Collaborate with and motivate Visa leaders who manage relationships with partners outside of direct Community oversight to ensure strategic alignment and initiative success.

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 experience in Sales Enablement, Business Development, or Sales Strategy roles, preferably within payments, FinTech, or financial services industries.
• Proven success in building strategies from inception that deliver measurable revenue growth (AANR, ARR, or equivalent).
• Track record of planning, managing, and closing complex, competitive sales efforts, including negotiation, closure, and delivery management.
• Demonstrated experience cultivating C-level relationships and negotiating complex commercial agreements.
• Strong managing‑up abilities, including developing executive‑level communications and delivering impactful presentations.
• Executive presence, with superior written and oral communication skills and presentation capabilities.
• Expertise in gathering and synthesizing market intelligence to create actionable go-to-market plans.
• Exceptional cross‑functional leadership skills, able to influence without authority and motivate diverse teams.
• Excellent problem‑solving skills with a strong focus on delivering client value.

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.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 145,100.00 to 210,450.00 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.