Director, Specialist Sales SME

• Localize the SME/CNPF vision for DACH
• Drive together with financial institutions, FinTechs, acquirer and ISVs the evolutions of SME products available to SME customers in DACH
• Develop go to market approaches with the CSC, AMs and BD teams in alignment with the overall European strategy and drive sales in the cluster
• Own and drive market performance for countries via KPIs, dashboards, pipeline and win rates for your markets
• Enable field teams with clear narratives on the value created by solutions expressed in clear business cases and value to the customer
• Orchestrate best in class launches
• Prioritize sales actions based on DACH market relevance of new or enhanced SME services both Mastercard’s own or partner solutions and align with product, country leads and AMs/BD
• Refine positioning & roadmap for top priority customer and services considering DACH’s regulatory, competitive and customer landscape
• Accelerate time to market via ecosystem levers (partnerships, certifications, co marketing, implementation readiness and customer success)
• Share best practices on sales motions and implementation, support AMs during RFPs with competitive intelligence and custom-designed value propositions
• Drive business development across FI, FinTech and Alternative Distribution
• Own the SME segment for DACH: maintain a robust, accurately staged Salesforce pipeline for both direct and partner sourced opportunities
• Lead management and executive engagement with issuers, acquirers, Payfacs/ISVs and platform partners to capture new payment flows from supplier payments, expense management, receivables and cross border flows
• Deliver tangible outcomes aligned to Mastercard objectives (GDV, NR, signed optimizations, wins) and expand footprint into Commercial and New Payment Flows
• Lead cross functional execution
• Connect the dots across Product, Pricing & Interchange, Franchise, Legal, Customer Delivery and Marketing to unblock complex deals and launches
• Champion post launch success - monitor adoption and operational health
• run post mortems and embed learnings into enhancements
• Educate and inspire internal teams and the market on the SME solutions suite through pitches, narratives and thought leadership

• Experience in payments, banking, fintech or adjacent B2B services, with proven sales ownership (new wins, optimizations, portfolio growth)
• Account management / consultative selling proficiency
• Strategy/consulting exposure and project leadership with technology enabled solutions
• strong analytical and operator mindset
• Depth across issuing & acquiring, virtual cards, acceptance, receivables/payables, and SME SaaS/embedded finance models
• Fluent German and English (written and spoken)
• Master’s/MBA preferred
• Bachelor’s required
• Commercial acuity with the ability to build quantifiable business cases and articulate ROI to senior stakeholders
• Builder’s mindset - proactive, resilient, comfortable with ambiguity
• enterprise collaboration in a matrix environment
• Data driven - expert in pipeline hygiene, forecast accuracy, and performance analytics
• crisp storytelling (PowerPoint)
• Executive presence and negotiation skills
• trusted advisor to FI/FinTech and platform leaders

other languages a plus