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About the Role
Mastercard Identity is seeking a Director, Specialist Sales to join our Enterprise team. This role focuses on acquiring new logos and expanding business within the largest online businesses and Fintechs, selling directly to leaders in Fraud, Payment Risk, and Trust & Safety. You will conduct consultative sales cycles, connecting Mastercard Identity's data solutions to client challenges in fraud loss, false positives, and automation.
Responsibilities
- Prospect and self-source pipeline into net-new Enterprise accounts in fraud-intensive industries (marketplaces, e-commerce, gaming, financial services, on-demand/gig platforms).
- Build and defend a qualified pipeline using a structured qualification framework, with clear economic buyers, business consequences, and decision timelines on every deal.
- Multi-thread every opportunity; no single-threaded deals carried into forecast.
- Navigate technical and business buyers (fraud ops, data science, engineering, risk leadership) to build consensus and drive adoption.
- Represent Mastercard Identity at industry events and with prospects as a trusted advisor on identity fraud trends and the regulatory landscape.
- Forecast accurately and manage a rolling pipeline against quota, in partnership with sales leadership.
Requirements
- Enterprise selling/hunting experience, carrying and exceeding an individual new-business quota against large ($500M+ revenue) accounts.
- Direct selling experience in fraud, payments, or identity, ideally with API/data products sold to technical and risk buyers.
- Track record of running consultative, multi-threaded sales cycles with Fraud, Payment Risk, or Trust & Safety leaders, not just IT or procurement.
- Comfortable navigating long, technical sales cycles involving data science and engineering evaluation.
- Ability to build pipeline independently rather than relying primarily on inbound or SDR-sourced leads.
Location
- Seattle, Washington
- Arlington, Virginia
- Atlanta, Georgia
- Boston, Massachusetts
- Chicago, Illinois
- Miami, Florida
- Purchase, New York
- Remote - Idaho
- Remote - Montana
- Remote - Utah
Work Type
- Remote
- Onsite
Experience Level
- Enterprise selling
- Direct selling
Salary/Compensations
- Seattle, Washington: $162,000 - $227,000 USD
- Arlington, Virginia: $162,000 - $227,000 USD
- Atlanta, Georgia: $141,000 - $197,000 USD
- Boston, Massachusetts: $162,000 - $227,000 USD
- Chicago, Illinois: $141,000 - $197,000 USD
- Miami, Florida: $141,000 - $197,000 USD
- Purchase, New York: $162,000 - $227,000 USD
- Remote - Idaho: $141,000 - $197,000 USD
- Remote - Montana: $141,000 - $197,000 USD
- Remote - Utah: $141,000 - $197,000 USD
Benefits
- Insurance (including medical, prescription drug, dental, vision, disability, life insurance)
- Flexible spending account and health savings account
- Paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave)
- 80 hours of Paid Sick and Safe Time
- 25 days of vacation time
- 5 personal days
- 10 annual paid U.S. observed holidays
- 401k with a best-in-class company match
- Deferred compensation for eligible roles
- Fitness reimbursement or on-site fitness facilities
- Eligibility for tuition reimbursement
About the Company
- Mastercard powers economies and empowers people in 200+ countries and territories worldwide.
- 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.
- Mastercard Identity (formerly Ekata) helps the world's largest companies see through fraud before it happens.
- Our API and web-based portal products deliver identity enrichment data that sharpens the precision and recall of customers' fraud models, processes, and rules, cutting third-party and identity fraud, reducing false positives, and increasing automation so fewer good customers get held for manual review.
Equal Opportunity
- Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law.
- We hire the most qualified candidate for the role.
- In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.
- All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must: 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.