Director, Value Added Services, Emerging Markets

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

Visa Acceptance Solutions (VAS) is seeking a strategic, consultative, and results-oriented sales leader to serve as a Director, Acceptance Solutions Sales Executive focused on Emerging Commerce & Regulated Digital Verticals.

This role will be responsible for driving growth, revenue, and market expansion across a portfolio of rapidly evolving merchant segments, including digital gaming, online wagering, daily fantasy sports, telehealth, digital healthcare, subscription wellness, debt repayment, and other emerging commerce verticals. These industries often present unique payment acceptance, fraud, dispute management, compliance, and customer experience challenges, creating opportunities for Visa to deliver differentiated value through the Visa Acceptance Solutions portfolio.

The ideal candidate combines enterprise sales expertise with a strong understanding of the payments ecosystem and experience engaging merchants operating in complex, regulated, or high-growth environments. This individual must be able to understand evolving client business models, identify strategic opportunities, and develop executive-level solution strategies that drive measurable business results.

As the primary industry specialist for these vertical markets, this role will partner closely with Visa's Generalist Sales organization, Product, Risk, Legal, Finance, Commercialization, Sales Engineering, and Marketing teams to drive revenue growth, influence go-to-market strategies, and establish Visa as a trusted advisor to leading merchants and platform providers.

The successful candidate will possess a demonstrated track record of enterprise sales success, executive relationship management, and leadership across complex, cross-functional initiatives.

Key Responsibilities:

Industry Growth Leadership

• Own and drive Visa Acceptance Solutions growth strategy across designated Emerging Commerce & Regulated Digital Vertical segments.
• Develop and execute market penetration strategies that increase bookings, revenue, and Visa wallet share.
• Identify emerging trends, market opportunities, regulatory developments, and competitive threats impacting assigned verticals.
• Serve as Visa's internal subject matter expert for assigned industries, partnering with Product and Commercialization teams to inform future solution development and market strategies.

Revenue Generation & Pipeline Development

• Achieve and exceed bookings, revenue, and pipeline targets through new client acquisition and expansion of existing relationships.
• Build, manage, and execute a robust sales pipeline through prospecting, networking, referrals, partner relationships, and industry engagement.
• Lead strategic opportunity planning, qualification, negotiations, and contract execution for complex enterprise sales engagements.
• Maintain accurate forecasting, opportunity management, and sales activity reporting within Microsoft Dynamics.

Executive Client Engagement

• Establish trusted relationships with C-suite executives, founders, payment leaders, risk teams, operations stakeholders, and product owners.
• Lead consultative discussions focused on payment optimization, fraud prevention, dispute reduction, authorization performance, tokenization, acceptance growth, and customer experience improvements.
• Develop and present executive-level business cases and value propositions demonstrating measurable client outcomes and return on investment.

Solution Selling & Deal Leadership

• Structure, negotiate, and close complex multi-product enterprise engagements that align client objectives with Visa business goals.

• Coordinate and lead internal resources including Sales Engineers, Product Specialists, Legal, Compliance, Finance, Risk, and Implementation teams.

• Deliver executive presentations, workshops, discovery sessions, demonstrations, and strategic planning engagements.

Cross-Functional Leadership

• Partner closely with Generalist Sellers and Account Executives to identify opportunities and accelerate pipeline development.
• Collaborate with Product, Marketing, Risk, Legal, and Commercialization teams to support market expansion initiatives.
• Provide market feedback and client insights that influence product roadmaps, commercialization priorities, and sales enablement efforts.
• Support the development of industry thought leadership, sales plays, customer success stories, and conference content.

Industry Representation & Ecosystem Development

• Represent Visa at industry conferences, trade associations, executive forums, and partner events.
• Develop strategic relationships across the payments ecosystem, including acquirers, payment facilitators, gateways, technology platforms, processors, industry associations, and solution partners.
• Act as an ambassador for Visa Acceptance Solutions within assigned vertical markets.

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

Basic Qualifications:

• 10 or more years of work experience with a Bachelor's Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications:

• 12 or more years of work experience with a Bachelor's Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD

• 12+ years of enterprise sales experience in payments, fintech, digital commerce, SaaS, or related industries.

• Significant enterprise sales experience within payments, fintech, software, merchant acquiring, acceptance technology, fraud prevention, risk management, or related industries.

• Proven success achieving and exceeding revenue goals through complex enterprise solution sales.

• Demonstrated ability to lead sophisticated sales cycles involving multiple decision makers and stakeholders.

• Strong understanding of merchant payments, acquiring, payment processing, and digital commerce ecosystems.

• Excellent communication, executive presentation, negotiation, and relationship management skills.

• Experience collaborating effectively within highly matrixed organizations.

• Demonstrated analytical and strategic problem-solving capabilities.

• Proficiency with Microsoft Office and CRM platforms, including Microsoft Dynamics.

• Experience selling into one or more of the following industry segments:

• Digital Gaming

• Online Sports Betting

• Daily Fantasy Sports

• Telehealth & Digital Health

• Subscription Commerce

• Debt Repayment

• High-Growth Digital Marketplaces

• Strong understanding of merchant risk, fraud, disputes, compliance, and payment optimization strategies.

• Knowledge of Visa Acceptance Solutions

• Experience selling into highly regulated industries.

• Ability to influence product strategy and commercialization initiatives through client and market insights.

• Established network within relevant merchant, fintech, and payments ecosystems.

• Ability to travel as needed to support client engagements, conferences, and internal Visa events.

Information for US Applicants

For roles located in the US, the estimated salary range for this position is $205,700 to $387,900 USD per year, which may include potential sales incentive payments (if applicable). If you are located in Colorado, the estimated salary range for this position is $ to $ USD per year. 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.

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.