Director, Business Development Fintech & ISV (SMB) CEE

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 Life at Visa.

Job Description

The Visa Commercial Solutions (VCS) team creates and delivers products to Visa clients and accelerates the seamless delivery of our products. Our team provides an opportunity for Visa to diversify its revenue with differentiated products and solutions that deepen customer relationships and deliver innovative solutions across other networks.

This role will report into the Head of Visa Commercial Solutions in the CEE region. It is a unique opportunity to be part of expanding sales outside core Visa offerings in the fast‑moving world of payments.

The role will partner with regional leaders to achieve aggressive sales targets and contribute to the continued growth of VCS by driving new sales growth. Working in an agile environment, the person must be proactive in ensuring goals are achieved and skilled in pivoting as new information and opportunities arise.

What we expect of you, day to day

• Verticals oriented, fully end‑to‑end defining vertical strategies and clear GTM plans, working with BDs to execute.
• Includes LMM development and full suite of corporate solutions.
• Acts as a subject‑matter expert for assigned competence areas and range of solutions, supporting sellers and discussions with clients.
• Develops full GTM strategy for assigned verticals with quantified revenue potential and AANR potential.
• Executes with the Business Development team to support delivery of targets.
• Ensures efficient delivery of initiatives securing quick time to revenue.
• Secures proper market review to identify prospecting pipeline.
• Leads prospecting and new customer acquisition strategies that drive Visa Commercial Solutions.
• Works closely with Account Executives and Business Development leads across the CEE cluster to coordinate opportunities with overall customer success plan/account plan.
• Researches customer and market trends to identify new clients and opportunities, introduces innovative solutions, and positions Visa as a market leader.
• Assesses deal potential after identifying new opportunities based on strong Visa product/solution knowledge, and maintains cross‑functional relationships to pull in specialists/engineers where needed to drive deals forward.
• Anticipates and uncovers hidden client needs, giving them confidence that Visa can address their needs and jointly achieve business objectives.
• Leads with a client‑first sales mindset and creates custom, differentiated solutions that grow Visa and clients’ business.
• Maintains awareness of deal margins when negotiating and effectively sells and negotiates based on value to close deals quickly and effectively.
• Leverages internal (e.g., Legal, Finance, Risk & Compliance, Marketing) and external partnerships to bring the best of Visa to clients.

This is a hybrid position. The expectation of days in office will be confirmed by the hiring manager.

Qualifications

• Senior-level B2B sales experience, particularly in payments.
• Experience selling to fintech and bank customers.
• Wide local network in the CEE region within fintechs, financial institutions, and ISVs, and experience growing and developing the market.

Knowledge Focus Areas

• Knowledge of card issuing, payments, fintechs, and ISVs in general is a must.
• Deep knowledge of the various sales cycles and stages.
• Knowledge of the payments landscape and local players (e.g., banks, FIs, fintechs).

Skills and Competencies

• Effectively leads new customer acquisition activities and independently manages them throughout the entire sales cycle.
• Collaborates across Visa functions to solve complex problems and serves as the face of Visa to external partners.
• Passion for and interest in Payments and Commercial Solutions with client‑relationship building skills, presence, and knowledge of sales strategies and priorities.
• Proactive, resilient when faced with challenges, and able to execute on ambitious goals.
• Fluency in English; other languages relevant to the region are a plus.

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.

Seniority level: Director

Employment type: Full‑time

Job function: Business Development