B2B Travel – Senior Director North America and LAC Business Development

In the past three years, Visa has established a team to focus on the global B2B travel ecosystem. The team is responsible for developing the strategy for the provision of services to the travel intermediary market globally. This has included building out a best-in-class product suite specifically for the industry. The team has successfully built commercial relationships with players focussed on travel including issuers, merchants, GDS, fintechs and travel integrators and continue to expand coverage globally.   

What's exciting about joining the Visa B2B Travel team?

• We're a relatively new growth team within Visa with a global reach and remit 
• You’ll be supporting strategic travel industry clients on high impact projects in key regions
• We partner with industry stakeholders and fintechs to develop innovative new solutions
• The team is a key part of Visa’s focus on new payment flows as growth driver for our business
• Given the nature of the sector, it will drive Visa core values especially as a purpose-led brand with social and economic impact.

This is a unique opportunity to be part of this exciting team within Visa, working on one of the company’s most important strategic priority areas. This role, reporting to the VP of Global B2B Travel, will be responsible for identifying, implementing, and leading on sales opportunities across  North America and LAC. 

The ideal candidate will be able to work independently and efficiently in a dynamic, fast-paced environment, translating high-level directives into detailed deliverables. We are looking for a highly motivated individual who excels in hands-on environments, capable of diving into the work, taking ownership, and driving transformational results. The candidate should possess excellent interpersonal skills, executive presence, and the ability to communicate effectively at all levels of the organization – both externally and internally.

Essential Functions

• Own the development and execution of the sales strategy for the North American and LAC regions to support B2B Travel overall targets. 

• Develop and execute strategies to build a robust sales pipeline for the North America and LAC regions, focusing on accelerating revenue growth and acquiring new clients.
• Collaborate across Visa, in particular the local North American and LAC teams, to drive the business results effectively. 
• Utilize market research and customer insights to identify opportunities and prioritize target accounts for pipeline development.
• Cultivate relationships with key stakeholders, including potential and existing clients, industry influencers, and strategic partners, to expand Visa’s network in the sector and deliver on the opportunities.
• Drive continuous optimization of the sales process, including lead qualification, opportunity management, and pipeline forecasting, to maximize conversion rates and velocity.
•  Act as a strategic partner to clients and prospects by offering insights, education, expertise, and support in solution design and go-to-market strategies.
• Provide a client perspective on new business proposals, solutions, and processes, working with various departments within Visa, including Product, Client Services, and Marketing, to ensure client and market needs are met.
• Lead internal senior executive engagement to secure buy-in and investment for client initiatives and deals.
• Act as a key member of the Global B2B Travel leadership team to  contributing as a regional subject matter expert to Visa’s overall  B2B travel strategy
• Represent Visa at external travel industry events and build presence and reputation through speaking and thought leadership opportunities.
• Stay abreast of industry trends, competitive dynamics, and market developments, providing insights and recommendations to inform pipeline strategy and execution.
• Lead by example in fostering a culture of innovation and collaboration, driving continuous improvement and excellence.

Think you have what it takes?

• If you are interested in a career that will challenge and inspire you – we’d love to hear from you!

This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.

Basic Qualifications
12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications
15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience

Demonstratable track record of sales success through planning, managing and closing complex client or partner deals including managing deals from identification, negotiation, to closing and through to delivery.

Superior strategic thought leadership, analytical skills and ability to develop and sell new strategies to clients to deepen client relationships.

Experience in strategy, business development and account management in the payments and ideally with expertise in B2B travel payments.

Preferably strong relationships within the travel ecosystem and detailed knowledge of the trends and technologies shaping B2B travel.

Preferred understanding of the commercial payments solutions evolution and how these are utilized within Travel.

Experience managing partner or client relationships with demonstrable trouble shooting / problem solving skills and bias towards action.

Politically astute with the executive presence and credibility to build senior client and internal stakeholder relationships to achieve Visa team objectives. 

Ability to structure, manage, and coordinate complex cross-enterprise, goal oriented, objectives with multiple stakeholders at senior levels.

Strong interpersonal and collaboration skills with the ability to influence across Visa’s highly-matrixed structure, including cross-functionally (product, marketing, finance etc) and regionally.

Outstanding executive communication skills (written, oral & presentation) with an ability to explain complex business and technical concepts to broad audiences in an approachable way.

Employee base in North America (preference Atlanta or Dallas). Travel within North America and LAC plus globally will be required.

Fluency in Spanish highly preferred

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel up to 20% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer.  Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.  Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 228,800.00 to 331,800.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.