Our Purpose
Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.
Title and Summary
Director, Business Development – Cardholder Benefits (LAC)
We are seeking a commercially driven, execution-focused Director for the Commercialization of our Cardholder Benefits in the LAC Region, responsible for expanding commercial opportunities, and accelerating sales across issuers, partners, and emerging segments.
This leader will be accountable for driving new revenue growth through structured commercialization strategies, proactive expansion of our benefits portfolio, engaging new segments, and leading RFP responses and support for the division.
The ideal candidate will operate across Sales, Account Management, and Product teams, translating customer needs and commercial opportunities into actionable strategies that deliver measurable financial impact.
Key Responsibilities
Commercial Strategy, Sales & Revenue Protection
• Own and execute the commercial strategy to protect and ensure the renewal of existing cardholder benefit programs, ensuring continuity of recurrent revenue across all regional issuers and segments.
• Lead commercial negotiations, pricing frameworks, and renewal cycles across the client portfolio.
• Build and maintain a strong pipeline to generate new sales opportunities within existing clients, as well as across new customer segments and emergent verticals.
• Anticipate threats to current products or revenue, developing mitigation plans that safeguard business performance.
New Business Development
• Lead and proactively identify new sales opportunities across existing clients, new customer segments, and emerging verticals to drive incremental revenue growth.
• Partner with Sales and Account teams to identify cross-sell and upsell opportunities, ensuring strong conversion rates.
• Develop compelling narratives to win new business.
• Lead the end-to-end RFP process for the region, from opportunity assessment to proposal development and commercial positioning.
Cross-Functional Leadership & Commercial Alignment
• Serve as the central bridge between Sales, Accounts, Product, and Operations to guarantee seamless execution of commercialization strategies.
• Translate client insights, competitive intelligence, and market needs into clearly defined commercial requirements for Product and Go-To-Market teams.
Revenue Diversification & Market Expansion
• Identify, evaluate, and operationalize new revenue-generating opportunities across the cardholder benefits ecosystem—insurance, lifestyle benefits, loyalty offers, digital services, and more.
• Partner with Product, Legal, and Finance to define monetization models, build business cases, and deliver commercially viable new offerings.
• Shape and execute go-to-market strategies for new solutions, ensuring strong adoption and financial impact.
Market Engagement & Client Leadership
• Build and maintain strong relationships with key issuers, partners, and ecosystem stakeholders across the G. South region.
• Represent the company in industry forums, senior client discussions, and commercial engagements, championing our regional benefits strategy.
• Continuously monitor competitive trends, regulatory shifts, and consumer behavior to inform pricing and commercial strategy.
Qualifications
• 10+ years of experience in commercial strategy, product commercialization, sales, or client-facing roles in financial services, fintech, loyalty, or insurance.
• Proven track record in sales leadership, commercial negotiations, and revenue management.
• Deep understanding of the financial services industry and cardholder value propositions across South American countries.
• Demonstrated success in leading cross-functional teams and executing complex, multi-party initiatives.
• Strong commercial acumen, analytical skills, and executive communication capabilities.
• Fluency in English and Spanish.
• Availability to be in the office 3x per week.
Preferred Attributes
• Experience working with card issuers, card networks, loyalty ecosystems, insurance/benefit providers, or fintech platforms.
• Ability to navigate complex stakeholder environments and influence decisions at senior levels.
• Entrepreneurial, growth-oriented mindset with strong customer-centric instincts.
• Ability to handle commercial complexity and build innovative, revenue-generating solutions.
Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:
Abide by Mastercard’s security policies and practices;
Ensure the confidentiality and integrity of the information being accessed;
Report any suspected information security violation or breach, and
Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.
