Director, Business Development, Growth Segments

About the Role
The Growth Segments team is dedicated to innovating businesses that extend our reach to low-income consumers and micro-merchants. By enhancing core business capabilities and functionalities in these segments, we facilitate a shift from cash to digital payments and build domestic relevance in local economies. Our initiatives aim to create digital ecosystems that empower low-income groups to engage in secure and accessible digital transactions. In this context, we are seeking a Director of Global Sales for Growth Segments who will spearhead high-potential opportunities and complex solution sales in underserved and cash-intensive sectors, such as micro and small enterprises, rural communities, and agriculture value chains. This role is critical in transforming everyday payments and local commerce by fostering comprehensive digital payment ecosystems.

Responsibilities

• Identify, qualify, and develop new business opportunities for the company in underserved segments and cash-predominant sectors across multiple geographies.
• Build and lead initiatives that address market needs in areas like financial inclusion, small business digitization, rural commerce, agriculture ecosystems, micro-merchants, and emerging digital payment use cases.
• Strengthen the company's domestic relevance by developing initiatives that support national digitalization agendas and drive the shift from cash to digital payments.
• Manage long, complex sales cycles from opportunity origination through solution design, stakeholder alignment, commercial negotiation, implementation planning, and launch readiness.
• Create integrated value propositions for new segments by bridging the company's capabilities across issuing, acquiring, acceptance, digital payments, data, loyalty, cybersecurity, and technology.
• Collaborate with product teams to define customer value propositions, partner models, revenue opportunities, business cases, pricing approaches, implementation roadmaps, and scale-up plans.
• Adapt global priorities to local market realities, client needs, regulatory environments, and ecosystem maturity in collaboration with regional and market teams.
• Manage relationships with various customer and client profiles, including issuing and acquiring banks, fintechs, and technology providers, as well as support partnerships with government entities and organizations when necessary.
• Ensure practical execution of complex opportunities by coordinating with product, sales, market development, legal, compliance, risk, technology, implementation, and delivery teams.
• Develop proposals, business cases, and commercial materials that effectively communicate opportunities and the company's value proposition.
• Track pipeline progress, manage risks and dependencies, and capture market insights to support the transition of successful initiatives into repeatable commercial models.

Requirements

• Strong commercial experience in global or regional sales, business development, market development, or solution commercialization within payments, financial services, technology, or adjacent sectors.
• Proven ability to identify market opportunities, shape initiatives, build business cases, and move concepts from early-stage incubation to commercial execution and scale.
• Experience managing long and complex sales cycles across multiple geographies, with a capacity to navigate ambiguity and align stakeholders.
• Strong understanding of the company's core business areas, including issuing, acquiring, acceptance, digital payments, data, and technology.
• Effective collaboration with diverse customer and partner profiles, including banks, fintechs, and public-sector bodies.
• Demonstrated success in working across cross-functional teams including product, sales, legal, compliance, and risk.
• Comfort in operating in various markets and regulatory contexts, with a focus on commercial outcomes.
• Excellent communication skills with the ability to create compelling proposals and presentations.
• An entrepreneurial mindset, strong ownership, and agility to adapt partnership models to new segments and opportunities.

Corporate Security Responsibility
All activities involving access to the company's assets, information, and networks are associated with inherent risks. Therefore, it is essential for every individual working for or on behalf of the company to adhere to the following security responsibilities:

• Abide by the company's security policies and practices.
• Ensure the confidentiality and integrity of the information being accessed.
• Report any suspected information security violations or breaches.
• Complete all periodic mandatory security training as per the company's guidelines.