Sr. Director, US Consumer Fintech Account Executive

Job description

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 Team BackgroundThe U.S. Fintech Team is responsible for establishing, managing, and growing Visa’s relationships with a broad range of fintech clients across North America. The team partners with leading and emerging players across neobanks, brokerages, remittance providers, B2B and commercial fintechs, digital wallets, embedded finance platforms, BNPL providers, and crypto and digital asset companies. Our mandate is to help these clients scale by leveraging Visa’s network, products, and ecosystem while supporting innovation across payments and financial services. Within the Fintech Team, the Consumer Fintech Partnerships team focuses specifically on deepening Visa’s existing partnerships across the U.S. consumer fintech ecosystem. We manage Visa’s most strategic consumer fintech relationships and are the “growers” of the broader team — accountable for expanding share of business, launching new products, and sustaining long-term partnership value with established and emerging players alike. The team also serves as a bridge between the market and Visa’s internal product and strategy teams, ensuring ecosystem insights inform go-to-market execution and product development. Job DescriptionThe Senior Director, US Consumer Fintech Account Executive, owns a portfolio of 3-4 top-tier fintech partners — spanning international neobanks, US-outbound remittance platforms, and US-domestic consumer fintechs across investing, BNPL, and digital-first banking — and is accountable for driving revenue growth across that book. A strong grasp of the evolving consumer finance landscape — including how consumers today hold, move, borrow, and invest their money, and the technology and business models shaping where that is going — is critical to success in this role. This is a matrixed, cross-functional role, so the ability to navigate a complex organization and build strong internal relationships is a must. The team works day-to-day with specialized product groups, money movement sales, rules committees, client consulting, marketing and corporate communications, legal, and finance to get work done on behalf of clients. This role sits on the US Consumer Fintech Partnerships team and frequently engages the Fintech and US Executive Leadership teams, as well as senior leaders across Global Product, Sales, Partnerships, and other functions. You will join a team of senior account executives covering the full US Consumer Fintech book. This role is scoped as an individual contributor with a plan to fold in 1-2 direct reports within 12 months of hire, provided performance against the existing client set is strong. Reporting LineReports to: Head of US Consumer Fintech Accounts Skip-level: Head of US Fintech Additional responsibilities include:Contribute to the vision for the US Consumer Fintech team and own the strategic sales plan for the assigned portfolio, including delivery against OKRs and a sales revenue target. Identify and develop strategic partnerships with established fintechs and emerging digital challengers — typically with international presence and cross-border products or services — to drive long-term partner initiatives. Serve as a subject-matter expert on consumer issuing and money movement; partner with a portfolio of clients to deliver payment solutions that meet the needs of consumers remitting money across borders, holding and transacting in multiple currencies, investing, borrowing, and managing day-to-day spend. The team is responsible for selling across Visa’s full consumer suite — debit, credit, prepaid, and Visa Direct — alongside adjacent solutions including value-added services, consulting & analytics, and risk. Develop commercial proposals on renewals, extensions, and net-new business, in partnership with Finance, Legal, Pricing, and Compliance. Prioritize effectively to deliver on OKRs and revenue while building strong cross-functional partnerships, fostering existing client relationships, and identifying additional opportunities to expand current partnerships. Negotiate deals and renewals, and respond to RFPs, collaborating with internal and external stakeholders to maximize value for both Visa and the client. Model the standard of partnership, rigor, and client ownership expected of senior members of the Consumer Fintech Account team; mentor peers and, as the team grows, develop the next layer of talent. What success looks like in year oneYou will inherit a portfolio of 3-4 strategic fintech partners representing a mature book of business and an established client set, with real opportunity to deepen Visa’s position with several large and up-and-coming players. In your first year, success means delivering against your revenue target, building credibility with internal stakeholders across Product, Legal, Pricing, and Finance, and developing a clear point of view on where each account should grow over the next 2-3 years. If performance against the existing book is strong, you will have the opportunity to add 1-2 direct reports within 12 months. Qualifications Basic Qualifications12+ years of work experience with a Bachelor’s Degree, or 10+ years with an Advanced degree (Masters/MBA/JD/MD). Direct fintech and payments industry experience, including the ability to understand and anticipate how payment networks and the broader fintech ecosystem evolve. Demonstrated experience managing enterprise client relationships at a senior level. Preferred Qualifications15+ years with a Bachelor’s Degree, or 12+ with an Advanced degree. Grower track record — Demonstrated success growing enterprise fintech or payments relationships into larger, more productive partnerships over time — measured by sustained revenue realization against commitments, not just new deals signed. Able to drive accountability on both sides for execution and keep accounts on a growth trajectory through leadership changes at the client. Fluency with the fintech card program stack — BIN sponsors, program managers, processors, and the trade-offs between them — enough to hold a technical conversation with a client’s product and finance leaders. Complex, multi-stakeholder negotiations and relationships — Experience leading commercial negotiations and ongoing relationships that span legal, pricing, risk/compliance, product, and executive sponsors on both the client and company side. Able to hold the line on commercially material terms while keeping the broader relationship intact. Commercial deal structuring — Deep experience designing and negotiating the economics of multi-year payments agreements: incentive structures, pricing design, minimum commitments, and the trade-offs between them. Financial fluency to support deal P&L modeling in partnership with finance, pressure-test assumptions, and defend proposals through internal pricing, finance, and deal-review governance. Account reactivation — Experience reviving historically underpenetrated accounts (where there is clear whitespace Visa has not yet captured) and/or underperforming accounts (where a deal is in place but results are lagging) — including re-establishing executive relationships, diagnosing why prior investment stalled, and building a credible path back to growth. Minimum of 6 years in enterprise sales or business development, with a track record of 100%+ target and KPI attainment. Customer-centric view of the payment ecosystem (acceptance, iss