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About the Role

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. We are seeking a commercially driven Director to lead SME Specialist Sales execution across wholesale trade verticals in the UK. The role is accountable for identifying, developing, and converting high-value B2B payment flows from Small and Medium Businesses to Wholesale trade industry suppliers into carded flows.

Responsibilities

• Own and execute the SME Wholesale trade plan for UK, aligned to the European GDV growth strategy.
• Build and convert a high-quality pipeline of wholesale trade and B2B payment opportunities.
• Identify invoice-based, account-to-account and manual payment flows where Mastercard solutions can drive card adoption and incremental GDV.
• Support complex deal origination, business case development, partner negotiation and commercial execution.
• Develop market-specific sales plays for the UK, reflecting local payment behaviours, regulation, issuer priorities and SME needs.
• Partner with country teams to prioritise target verticals, accounts and ecosystem partners.
• Build trusted relationships with banks, fintechs, acquirers, ERP/accounting platforms and relevant trade ecosystem participants.
• Provide clear market feedback to European leadership on barriers, competitor activity and growth opportunities.
• Position Mastercard solutions as tools to improve payment efficiency, reduce manual collections activity and support working capital optimisation.
• Engage with CFOs, Treasurers, Heads of AR/Collections and finance operations stakeholders to demonstrate commercial value.
• Create practical business cases showing impact on DSO, cost-to-collect, cash conversion and supplier/customer payment experience.
• Translate complex AR/AP and B2B payment flows into simple, compelling sales narratives for clients and partners.
• Develop deep insight into wholesale trade value chains across the UK, including distributors, suppliers and high-volume B2B merchants.
• Identify repeatable sales motions where card solutions can replace or complement A2A, bank transfer, direct debit and manual processes.
• Capture learnings from local execution and contribute to reusable European playbooks.

Requirements

• Experience in payments, AR/AP Wholesale trade industries, financial services, fintech, SME banking, B2B sales or working capital solutions.
• Demonstrated ability to deliver commercial growth, manage complex pipelines and execute multi-stakeholder deals.
• The ability to create value propositions, based on working capital metrics, from card based economics.
• Strong understanding of B2B payment flows, invoice cycles, AR/AP processes and working capital levers.
• Proven ability to sell to senior stakeholders across finance, treasury, payments, operations and commercial teams.
• Knowledge of card acceptance, commercial cards, account-to-account payment alternatives and receivables digitisation.
• Understanding of SME and wholesale trade payment behaviours in the UK.
• Ability to build commercially credible value propositions using data, customer insight and operational pain points.
• Familiarity with ERP, accounting, invoicing or finance workflow platforms would be advantageous.
• Commercially sharp, execution-focused and comfortable operating with pace and ambiguity.
• Strong relationship builder with credibility across senior client and internal stakeholders.
• Analytical and structured, with the ability to turn data and customer insight into action.
• Collaborative team player able to influence across markets, functions and partner organisations.
• Willingness to travel across the UK, with occasional wider European travel as required.
• 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.
• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.

Skills

• B2B payments
• AR/AP flows
• Working capital dynamics
• Commercial propositions
• Sales plays
• Relationship building
• Data analysis
• Customer insight
• Operational pain points

Location

• UK

Work Type

• Full-time

Experience Level

• Director

About the Company

• Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy by making transactions safe, simple, smart and accessible. Through secure data, partnerships and innovation, we enable businesses to grow and thrive.
• Everyone wants easier ways to pay; we invent them. Checkout lines are slow; we speed them along. Merchants want more sales; we give them data and insights. People need financial access; we connect them. Corporate purchasing is complicated; we make it simple. Commuters are busy; we speed them on their way. Governments need greater efficiencies; we help create them. Small businesses are virtual; we give them access to a world of buyers. Retailers want to fight fraud; we provide the tools.