Senior Director, Small - Mid Market Product and Go to Market

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience #LifeatVisa.

Are you a strategic leader with a passion for solving complex problems? Do you thrive on driving innovation and collaborating with global teams? If so, we have an exciting opportunity for you!

We are looking for a dynamic Senior Director, Small - Mid Market Product and Go to Market, North America, to join our team. In this role, you will develop and lead segment, product, and go-to-market strategies, delivering innovative solutions to enable Visa bank and fintech partners to address the complex cash flow and working capital needs of Small Businesses and Middle Market companies in North America. This position offers a chance to collaborate with regional sales and account executives, global product teams, clients, and cross-functional stakeholders in a supportive and inclusive environment.

This role requires Executive Presence, Vision, Curiosity, Critical Thinking, Creative Problem Solving, and a broad understanding of the functional and operational aspects of the payments ecosystem, including networks, processors, issuers, fintechs, and end clients; B2B payment flows and operations (Issuing and Acceptance), procure to pay lifecycle, retail/treasury banking and the digital payment value proposition (e.g. credit, debit, prepaid, digital solutions).

Essential Functions:

• Strategic Leadership: Shape and drive a comprehensive go-to-market strategy for Small Business and Middle Market products, ensuring alignment with our Global product team. Bring your vision and critical thinking to guide the strategic direction of the segment.
• Market Insight Integration: Be the voice of the market by integrating market needs into the Global Product team. Transform these insights into actionable business requirements, personas, solution designs, market messaging, and other deliverables.
• Collaborative Solution Delivery: Lead and manage the operational aspects of product delivery, working closely with other Product Owners, Operational Regulatory, Interchange, Risk, and Compliance teams to ensure seamless implementation and performance.
• Rule and Pricing Strategy: Collaborate with various teams to influence rule changes and pricing for core products, as well as implementation strategies and performance considerations for technology platforms.
• Roadmap Prioritization: Partner with Global product and platform owners to prioritize roadmap items for the North America Market, ensuring alignment with our strategic objectives.
• Client Engagement: Work alongside Specialized Sales and Account Executives to develop and execute go-to-market plans, market messaging, and client-facing product discussions. Drive growth by finding new ways to solve business problems for Middle and Large companies, Issuers, Enablement Partners, and Fintechs.
• Customer Insight and Advocacy: Deeply understand customer needs, pain points, and behaviors. Be an advocate for the customer within the organization, ensuring that our products and solutions exceed their expectations.
• Customer Engagement: Engage directly with key customers and partners to gather feedback, understand their challenges, and ensure their needs are met through our product offerings and GTM strategies.
• Data-Driven Decision Making: Use data analytics and market research to inform product strategy, validate assumptions, and measure the success of GTM initiatives.
• Performance Metrics: Define and track key performance indicators (KPIs) to assess the effectiveness of product launches, market penetration, and overall product performance.
• Market Analysis and Competitive Intelligence: Conduct ongoing market analysis to identify trends, opportunities, and threats. Use this information to refine product strategies and maintain a competitive edge.
• Marketing Strategy and Campaigns: Collaborate with the marketing team to develop and execute integrated marketing campaigns that support product launches and drive customer acquisition. Ensure that product messaging and positioning are consistent with Visa’s brand and resonate with target audiences.
• Channel Strategy: Identify and develop new distribution channels and partnerships to expand market reach. Manage and optimize existing channels to ensure they are effectively contributing to sales and customer acquisition goals.
• Launch Planning and Execution: Develop and manage detailed launch plans, ensuring all cross-functional teams are prepared and aligned for successful product launches. Conduct post-launch reviews to assess the effectiveness of GTM strategies and identify areas for improvement.
• Customer Success and Support: Work with customer success and support teams to ensure a seamless onboarding experience for new customers and develop strategies to enhance customer retention and loyalty.
• Partnership and Ecosystem Development: Identify and establish strategic partnerships that can enhance the product offering and expand market reach. Engage with the broader payments ecosystem, including industry associations and regulatory bodies, to influence industry standards and practices.
• Stakeholder Communication: Communicate product and GTM strategies, progress, and outcomes to key stakeholders, including executives, sales teams, and other cross-functional teams.
• Cross-Functional Collaboration: Foster strong collaboration with Global Product, Marketing, Sales, Engineering, Customer Support, and other departments to ensure alignment and successful execution of GTM initiatives.
• Innovation: Encourage a culture of innovation within the team, welcoming new ideas and approaches to solving customer problems and capturing market opportunities.
• Continuous Improvement: Continuously evaluate and improve GTM processes, methodologies, and tools to enhance efficiency and effectiveness.
• People Leadership: Lead by example, inspiring and enabling your team to succeed in a matrixed environment. Foster a culture of strategic thinking, creative problem-solving, and operational excellence.

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
• Bachelor’s degree or equivalent work experience in Business, Marketing, Finance, or a related field.
• 15+ years of experience in product management, product development, or go-to-market strategy, preferably within the payments ecosystem.
• Proven track record of developing and implementing successful go-to-market strategies.
• Strong understanding of B2B payment flows and operations (Issuing and Acceptance), procure-to-pay lifecycle, retail/treasury banking, and the digital payment value proposition (e.g., credit, debit, prepaid, digital solutions).
• Ability to lead and manage teams in a matrixed environment, driving collaboration and alignment across regional and global market teams.
• Demonstrated experience in data-driven decision making, utilizing analytics and market research to inform strategy.
• Excellent communication and presentation skills, with the ability to convey complex concepts to diverse audiences.
• Strong executive presence, vision, curiosity, and critical thinking skills.
• Extensive experience in the payments industry, including deep knowledge of the functional and operational aspects of the payments ecosystem, such as networks, processors, issuers, fintechs, and end clients.
• Experience working with small to mid-market businesses and understanding their unique needs and challenges.
• Proven ability to influence rule changes and pricing strategies, with experience in collaborating with various teams to implement these changes.
• Strong background in market analysis and competitive intelligence, with the ability to identify trends, opportunities, and threats to refine product strategies.
• Experience in developing and executing integrated marketing campaigns that drive customer acquisition and ensure consistent product messaging.
• Successful track record of identifying and developing new distribution channels and strategic partnerships.
• Demonstrated ability to lead detailed launch planning and execution, ensuring cross-functional team alignment and post-launch analysis.
• Experience working with customer success and support teams to ensure seamless onboarding and enhance customer retention and loyalty.
• Strong network within the broader payments ecosystem, including industry associations and regulatory bodies.
• Proven ability to foster a culture of innovation, encouraging new ideas and approaches to solving customer problems and capturing market opportunities.
• Demonstrated commitment to continuous improvement, evaluating and enhancing GTM processes, methodologies, and tools.

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% 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 $181,100 to $332,950 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.