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About the Role

The Business Development Manager is a quota-carrying, revenue-producing role responsible for building and scaling the partnership motion across Mastercard Services. The role focuses on identifying, developing, negotiating, and launching new strategic platform partnerships to accelerate revenue growth and expand market distribution for Ethoca and other complementary solutions. This sales-first role targets new business acquisition through ecosystem partnerships with payment service providers, acquirers, issuer processors, gateways, fraud providers, orchestration platforms, subscription platforms, commerce platforms, and other strategic distribution partners across Mid-Market and Emerging Enterprise accounts. Success requires building executive relationships, identifying commercial opportunities, developing business cases, negotiating agreements, and driving new partner acquisition from prospecting through launch. Collaboration across regions and agility across time zones are essential. Primary performance expectations are pipeline creation and long-term revenue growth through strategic partnerships, measured by new business generation and commercial outcomes. The individual will develop a portfolio of strategic partner accounts, from opportunity identification and value proposition shaping through contracting, launch, and growth, requiring strategic thinking and rapid execution.

Responsibilities

Identify, qualify, and secure strategic partnership opportunities while building a robust pipeline of platform providers across issuing, acquiring, and merchant-enabler ecosystems.
Own the full sales cycle from prospecting and discovery through business case development, proposal creation, negotiation, and execution.
Consistently achieve and exceed annual bookings and revenue targets.
Develop and execute territory and account plans focused on long-term market expansion.
Design scalable partnership and commercial models, including reseller, referral, wholesale, embedded, marketplace, and revenue-share structures.
Evaluate market trends, competitive offerings, and emerging ecosystem opportunities to inform growth initiatives, product strategy, and partnership investments.
Build trusted relationships with senior stakeholders, including C-suite, product, commercial, and partnership leaders.
Lead strategic discussions on fraud prevention, dispute management, customer experience, payments innovation, and consumer engagement.
Deliver executive presentations, business reviews, and partnership proposals that advance customer objectives and commercial outcomes.
Partner cross-functionally to onboard new partners, drive post-contract activation, support go-to-market execution, and monitor launch performance.
Maintain deep expertise in payments, fraud prevention, chargeback management, Mastercard Services, and emerging industry trends.

Requirements

Experience in business development, strategic partnerships, enterprise sales, payments, fintech, SaaS, or related industries, with a demonstrated ability to originate and close net new business.
Proven record of achieving or exceeding revenue and bookings targets, supported by strong pipeline management and forecasting discipline.
Experience negotiating complex partnership agreements and navigating enterprise sales cycles with multiple stakeholders.
Expertise in consultative, value-based selling, with the ability to influence senior leaders internally and externally.
Ability to identify scalable growth opportunities, build repeatable partnership models, and balance short-term bookings objectives with long-term strategic value.
Strong commercial acumen, including experience developing revenue-based business cases, financial models, ROI analyses, and growth projections.
Ability to leverage data to identify opportunities, quantify value, support recommendations, and translate complex insights into clear commercial actions.
Strong understanding of payments, fraud, risk, disputes, acquiring, issuing, or related fintech ecosystems preferred.
Bachelor's degree required; advanced business or industry credentials a plus.

Skills

Business development
Strategic partnerships
Enterprise sales
Payments
Fintech
SaaS
Sales cycle management
Negotiation
Consultative selling
Value-based selling
Commercial acumen
Financial modeling
Data analysis
Fraud prevention
Dispute management
Payments innovation
Consumer engagement

Education Level

Bachelor's degree required
Advanced business or industry credentials a plus

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.
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.
Mastercard Services is a key differentiator for Mastercard, providing cutting-edge solutions that help our partners and customers achieve their objectives.
Centered on data-driven technologies and innovation, our services include data-driven solutions, loyalty and marketing platforms, security solutions, and open finance capabilities.

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.