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Senior Manager, U.S. Merchant Business Development at Visa · US - San…
Job Description
Senior Manager, U.S. Merchant Business Development
Location: US - San Francisco, CA
About Us
Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.
At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world.
Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.
Job Description
The Senior Manager, U.S. Merchant Business Development is responsible for managing a portfolio of approximately 10-15 strategic merchant relationships across the industry verticals managed by the U.S. Merchant team. This role serves as a primary Visa relationship owner, responsible for driving revenue growth, expanding executive relationships, and aligning client priorities with Visa's broad portfolio of products and services. This position is well suited to an existing seller seeking to broaden their account ownership and selling experience, or to a commercially oriented professional with strong analytical or operational experience who is ready to transition into a front-line, client-facing sales role.
In addition to an assigned portfolio, the Senior Manager will maintain and actively pursue a prioritized list of high-potential opportunities that emerge throughout the fiscal year. These opportunities may span multiple industries and revenue streams and require close partnership with internal stakeholders to advance and close.
The Senior Manager will develop and execute account strategies that grow Visa payment volume and revenue through Visa products and value-added services, Debit Routing Agreements, co-brand opportunities, and Value-in-Kind engagements. This individual will represent Visa to client stakeholders, support commercial discussions, and coordinate cross-functional teams to deliver client and Visa objectives.
The role requires a proactive seller who can balance relationship management, pipeline development, and operational excellence while leveraging AI to improve sales productivity, portfolio management, and prioritization.
Essential Functions
The Senior Manager will:
- Serve as the primary Account Executive and relationship owner for a portfolio of approximately 10-15 strategic merchant clients.
- Maintain and actively pursue a prioritized list of high-potential prospects outside the assigned portfolio, qualifying and advancing opportunities based on revenue potential, strategic value, and likelihood of execution.
- Develop and execute account plans that strengthen client relationships, expand executive engagement, and drive revenue growth.
- Prioritize client opportunities and allocate time and resources based on revenue potential, strategic value, and likelihood of execution.
- Build relationships across client organizations, including payments, finance, treasury, loyalty, digital commerce, and technology teams.
- Lead or support the negotiation, execution, and ongoing management of commercial agreements, including Debit Routing Agreements and other strategic revenue-generating partnerships.
- Own the end-to-end management of Value-in-Kind (VIK) across applicable accounts, including opportunity identification, client engagement, execution, activation, and measurement of business outcomes.
- Prospect, qualify, and advance co-brand credit and debit opportunities in partnership with issuer and internal Visa stakeholders.
- Drive sales of Visa products, value-added services, consulting, data, risk, acceptance, and emerging commerce solutions, including agentic commerce.
- Build and maintain a robust pipeline of opportunities while meeting revenue, product adoption, and portfolio growth objectives.
- Maintain high-quality account, contact, pipeline, forecasting, and opportunity records within Microsoft Dynamics (MSD) and other sales management tools, ensuring strong data integrity and reporting accuracy.
- Utilize AI-enabled sales tools, automation, and data insights to improve prospecting, client engagement, portfolio coverage, pipeline management, and scalable programs such as VIK.
- Coordinate cross-functional account teams to deliver a seamless client experience and maximize the value of Visa's relationship with assigned accounts.
- Provide strategic client, industry, and competitive insights to Visa leadership and product teams.
- Travel up to 20% of the time, generally averaging approximately one client-facing trip per month.
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
Qualifications
Basic Qualifications:
- 8 or more years of relevant work experience with a Bachelor Degree or at least 5 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 2 years of work experience with a PhD
Preferred Qualifications:
- 9 or more years of relevant work experience with a Bachelor Degree or 7 or more relevant years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 3 or more years of experience with a PhD
- Experience in strategic sales, business development, account management, relationship development, payments, or related client-facing commercial roles.
- Experience supporting merchants within one or more industries represented across the U.S. Merchant organization is a plus.
- Demonstrated success developing client relationships and contributing to revenue growth objectives.
- Strong understanding of the U.S. payments ecosystem, including merchants, issuers, acquirers, debit routing strategies, and co-brand programs.
- Experience negotiating and managing commercial agreements.
- Proven ability to develop pipeline, create business cases, and advance complex sales opportunities.
- Experience leveraging CRM, sales management, AI-enabled productivity, and analytics tools to improve sales effectiveness and portfolio performance.
- Excellent communication, presentation, and influencing skills.
- Strong analytical and strategic thinking capabilities with the ability to translate client needs into commercial opportunities.
- Highly collaborative, self-motivated, and results-oriented with the ability to operate effectively in a matrixed organization.
- Proficiency in Microsoft Dynamics, Word, Excel, and PowerPoint.
Information for US Applicants
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 protect veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with the EEOC guidelines and applicable local law, including the requirements of Article 49 of the San Francisco Police Code.