Director, Merchant Business Development

Visa

. Manage a portfolio of approximately 20–25 strategic merchant relationships .

Posted 10/7/2026full-timeUnited StatesLead💰 $152,200 - $287,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing strategic merchant relationships and driving revenue growth within the U.S. payments ecosystem. Proficient in developing account strategies, negotiating complex agreements, and leveraging CRM and AI-enabled tools for sales productivity.

Highest-signal resume keywords

Strategic SalesAccount ManagementPayments Ecosystem KnowledgeCommercial NegotiationMicrosoft Dynamics Proficiency

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Business DevelopmentRelationship DevelopmentRevenue Growth ManagementPipeline DevelopmentComplex Agreement Management

Soft Skills

Executive PresenceCommunication SkillsAnalytical ThinkingStrategic ThinkingCollaboration

Tools & Technologies

Microsoft DynamicsSales Management ToolsAI-Enabled Sales ToolsData Analytics Tools

Industry Keywords

Merchant RelationshipsDebit Routing StrategiesCo-Brand ProgramsPayment VolumeValue-Added Services

About the role

Key responsibilities & impact

Manage a portfolio of approximately 20–25 strategic merchant relationships
Serve as primary Visa relationship owner and Account Executive
Drive revenue growth, payment volume, product adoption, and portfolio expansion
Develop and execute account strategies and plans
Build executive-level relationships across payments, finance, treasury, loyalty, digital commerce, and technology teams
Negotiate, execute, and manage commercial agreements, including Debit Routing Agreements
Manage Value-in-Kind opportunities from identification through measurement
Prospect, qualify, and advance co-brand credit and debit opportunities
Sell Visa products, value-added services, consulting, data, risk, acceptance, and emerging commerce solutions
Build and maintain opportunity pipelines and meet revenue and growth objectives
Maintain account, contact, pipeline, forecasting, and opportunity records in Microsoft Dynamics and other sales tools
Use AI-enabled sales tools, automation, and data insights to improve sales productivity and portfolio management
Lead commercial negotiations with Legal, Finance, Pricing, Product, and other stakeholders
Coordinate cross-functional account teams
Provide client, industry, and competitive insights to Visa leadership and product teams
Travel approximately 5–20% of the time
Work in an office setting

Requirements

What you’ll need

10 or more years of work experience with a Bachelor’s Degree, or at least 8 years of work experience with an Advanced Degree, or at least 3 years of work 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 managing executive-level client relationships and delivering 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 complex commercial agreements
Proven ability to develop pipeline, create executive-level business cases, and close complex opportunities
Experience leveraging CRM, sales management, AI-enabled productivity, and analytics tools
Excellent executive presence, communication, presentation, and influencing skills
Strong analytical and strategic thinking capabilities
Highly collaborative, self-motivated, and results-oriented
Proficiency in Microsoft Dynamics, Word, Excel, and PowerPoint
Ability to work at least 3 days in the office
Willingness to travel

Benefits

Comp & perks

Potential sales incentive payments (if applicable)
Bonus eligibility
Equity eligibility
Medical insurance
Dental insurance
Vision insurance
401(k)
FSA/HSA
Life Insurance
Paid Time Off
Wellness Program