Director, Retail Sales and Business Development

  • San Francisco, CA, USA
  • Full-time

Company Description

About Visa

Common Purpose, Uncommon Opportunity. Everyone at Visa works with one goal in mind – making sure that Visa is the best way to pay and be paid, for everyone everywhere. This is our global vision and the common purpose that unites the entire Visa team. As a global payments technology company, tech is at the heart of what we do. CyberSource, a Visa company, has been and continues to be a pioneer within the e-Commerce Payment Management world. Our VisaNet network is capable of handling over 65,000 transaction messages per second for people and businesses around the world, enabling them to use digital currency instead of cash and checks.

We are also global advocates for financial inclusion, working with partners around the world to help those who lack access to financial services join the global economy. Visa’s sponsorships, including the Olympics and FIFA™ World Cup, celebrate teamwork, diversity, and excellence throughout the world. If you have a passion to make a difference in the lives of people around the world, Visa offers an uncommon opportunity to build a strong, thriving career. Visa is fueled by our team of talented employees who continuously raise the bar on delivering the convenience and security of digital currency to people all over the world. Join our team and find out how Visa is everywhere you want to be.

“Visa will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of Article 49 of the San Francisco Police Code.”


Job Description

Director of U.S. Retail Sales and Business Development for North America (NA) Merchant, is responsible for executing and maintaining sales, CRM co-brand, and acceptance strategies for a significant portion of Visa’s mid-tier retail client portfolio. This position will require vision and creativity to increase Visa’s acceptance and co-brand revenues, grow Visa usage and drive new payment solutions to address opportunity areas for incremental business. This role will report to the Vice President of U.S. Retail Sales and Business Development – NA Merchant and will also work directly with key subject matter experts (SMEs) from functions across Visa such as Specialized Sales, Global Co-brand & Partnership Development, Product, Finance, Legal, Marketing, CyberSource, and Customer Support teams. Externally, this role will collaborate with senior client executives.


Key Responsibilities:

  • Consultatively prioritize merchant needs and deliver scalable solutions that address merchant pain points, grow the mutual business of Visa and our merchants, and help achieve key Visa financial and strategic objectives

  • Foster strong relationships within the merchant organizations, as well as within the Visa organization.

  • Proactively manage the ongoing needs of your merchants and provide guidance to internal teams to ensure high quality customer service on all matters ranging from strategic to executional.

  • Identify merchant investment & partnership opportunities that will jointly benefit merchants and Visa, develop appropriate business cases and forecasts, advocate for funding, track performance/return of invested funds, and use learnings to inform future investments. Gain alignment & merchant buy-in.

  • Collaborate with internal partners to further the Retail team strategy, identify and cultivate new merchant growth opportunities, and sell Visa products and services.  Collaborate with those partners to develop and implement account plans for priority accounts. 

  • Establish fluency in all Visa merchant-facing solutions.  Collaboratively define responsibilities for various merchant outcomes with internal partners.  Articulate merchant needs and influence product/capability road maps by leveraging merchant feedback.

  • Be a voice for the mid-tier Retail accounts and their needs/pain points/opportunities to all applicable Visa SMEs.

  • Participate in sales meetings, industry conferences and training activities.

  • Lead and/or support various ad-hoc internal projects as assigned.


The ideal candidate will have a minimum of 5+ years of relevant experience, including sales and/or co-brand relationship management for retail merchants.  The candidate should have a strong customer focus, an awareness of the trends influencing the retail industry, and a strong understanding of retailers’ acceptance costs and co-brand economics. The candidate should have a proven track record of selling to and managing retail clients/accounts, developing relationships, and driving solution sales.  The candidate should also have knowledge of the current and emerging retail payment ecosystems, as well as the economics driving Visa’s performance among Retail clients.

Director of U.S. Retail Sales and Business Development for NA Merchant must be an excellent collaborator and natural team player with superb influencing and interpersonal skills. The successful candidate will be a thought leader who is both strategic, as well as tactical; who is extremely organized with strong attention to detail, yet able to work in a fluid, creative, and innovative environment. 

In terms of the performance, personal competencies, academic and other skills required for the position, we would highlight the following:

Business Acumen

  • Curious with a strong analytic orientation and understanding of the Retail ecosystem

  • Strong executive presence and exceptional written and verbal communication skills

  • Strong technical skills including a strong understanding of Visa’s co-brand and acceptance products, services and economics and how they impact Retail clients


  • Exhibit strong thought leadership, analytical skills and ability to develop and sell net new strategies for her/his assigned accounts

  • Knowledge of key competitor actions and their implications and threats

  • An understanding of the organization's market position, opportunities, capabilities, and competitive threats

    Executing for Results

  • Strong project management skills:  organized, with excellent attention to detail

  • Balances urgent and effective action, commitment to excellence, and taking initiative to resolve problems; holds internal stakeholders accountable where appropriate

  • Credibility earned through strong track record of delivery and results

  • Capable of executing short-term (tactical) and long term (strategic) plans

    Sales Leadership

  • Ability to have difficult conversations when necessary

  • Decisiveness and an orientation to action

  • Live the Visa Leadership Principles in everything you do

    Building Relationships and Using Influence

  • Demonstrated ability to collaborate and influence successfully within a highly-matrixed organization.

  • Ability to influence and achieve alignment across a range of different opinions and interests

  • Strong communication, listening, and negotiation skills; able to convey and package important messages/business strategies and proposals in a clear and compelling manner to all audiences up to executive levels

  • Strong negotiation and contract execution skills

    Academic/Other Skills:

  • Bachelor’s degree required; MBA preferred

  • Proficient in Microsoft Word, Excel and Powerpoint

Additional Information

All your information will be kept confidential according to EEO guidelines.

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