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
Manager, Territory & Incentives Operations
Overview:
Mastercard is investing in a transformation of our global sales incentives across plan design, data transformation, systems implementation and operations. This transformation is a critical step in modernizing how we reward performance, scale our selling motions, evolve pipeline performance and support sustained growth. This initiative upgrades sales incentives across the enterprise to market‑benchmarked, globally aligned programs, while significantly improving transparency, governance, and operational efficiency.
We seek a self-motivated, structured problem solver with a strategic mindset and the ability to establish strong relationships both internally and externally.
This role offers broad exposure to P&C, Sales, and finance innovation, in support of sales growth within a highly collaborative team.
The Manager, Territory & Incentives Operations will play a key role in the transformation and subsequent operations for the enterprise sales incentives territory structure and crediting logic. This includes developing and implementing globalized frameworks and practices for customer assignments and strategic territory development across our global business lines, verticals and their regional partners. Cross-functional responsibilities include collaboration and impact analysis with sales incentives, reporting and process improvements underpinned by business insights and analytics.
Role:
The role holder report to the Director, Territory and will support:
• Global territory ownership & governance: Development of the regional, generalist, specialist, and overlay assignments, ensuring clear coverage, non-duplication, and consistent global standards.
• Customer lifecycle coverage mapping: Territory coverage alignment to customer lifecycle stages (acquire, grow, retain, expand) ensuring appropriate role engagement and handoffs.
• System of record accuracy: Ensure completeness and accuracy of territory, account, and assignment data in the system of record, including data quality controls and change management.
• System of record operations: Partnership with the SAP ICM team to ensure alignment on data integration, versioning, approvals, and downstream alignment with compensation plans and reporting.
• Customer structure alignment: Ensure territories and coverage align to franchise, legal entity, and finance customer hierarchies to support crediting, forecasting, and reporting integrity.
• Coverage effectiveness analytics: Analyze average revenue size, capacity, and ROI by role and segment to inform optimal role-to-customer alignment and coverage models.
• Unassigned customer deployment: Regularly identify and deploy unassigned or orphaned customers to appropriate sellers on a defined cadence to minimize coverage gaps.
• Cross-functional coordination: Partner with Sales, Finance, Incentives, and Sales Enablement across Core and CNPF and Global Sales Excellence to support annual planning, in-year changes, and downstream impacts to quotas and incentives.
The ideal candidate should have:
• Experience in designing and operating standardized program frameworks and governance structures
• Ability to translate insights into actionable plans
• Strong business acumen and commercial awareness
• Strategic and collaborative work approach across various business lines, functions, and regions
• Excellent managerial, interpersonal, written, and verbal communication skills
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.
