Director, Business Development, U.S. Fintech Partnerships

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

The U.S. Fintech Business Development team is responsible for winning and growing Visa relationships across the fintech ecosystem. We work with companies spanning neobanking, brokerage and wealth, lending, remittance, B2B and commercial payments, digital wallets, embedded finance, BNPL, crypto and digital assets, and other emerging areas of financial services.

We are Visa's fintech "hunter" team, focused primarily on identifying and winning net-new business, including new fintech relationships and competitive opportunities. The team also manages select strategic fintech accounts, helping deepen relationships and identify new opportunities as clients scale.

We work closely with Visa product, strategy and other cross-functional teams to bring the right capabilities to clients and ensure market insights inform Visa's broader fintech strategy.

Job Description

As Director, Business Development, U.S. Fintech Partnerships, you will be responsible for winning and growing high-value fintech partnerships for Visa. You will identify opportunities, build senior client relationships, structure and negotiate complex commercial agreements, and lead deals from initial engagement through contracting and launch.

This is an enterprise-level, quota-carrying role with a strong emphasis on net-new business development. You will build a durable pipeline through both inbound opportunities and proactive, thesis-driven prospecting, including opportunities to win market share.

In addition to new business development, you will help manage relationships with a select group of large or strategically important fintech clients, identifying opportunities to grow the partnership and expand adoption of Visa capabilities.

The role spans Visa's fintech solutions, including card issuance, real-time money movement through Visa Direct, debit processing, risk and value-added services, and emerging payment capabilities.

This is a highly client-facing role. Candidates must be based in the San Francisco Bay Area or New York City, or be willing to relocate. Regular in-person client engagement, including hosting fintech executives and partners at Visa's San Francisco or New York offices, is an important part of the role.

Key Responsibilities

• Win net-new fintech business by identifying, developing and closing high-value partnerships across the U.S. fintech ecosystem.
• Own the end-to-end sales cycle, including prospecting, qualification, solutioning, commercial negotiations, contracting and coordination through implementation.
• Build and manage a robust pipeline of opportunities, prioritizing resources based on revenue potential, strategic importance and likelihood of conversion.
• Carry and deliver against a significant revenue target, including new client wins and competitive conversions.
• Develop a forward-looking view of emerging fintech segments and build relationships with promising companies before opportunities become broadly competitive.
• Manage relationships with a select portfolio of large and strategic fintech clients, developing senior-level relationships and identifying opportunities to expand Visa's role over time.
• Serve as a trusted partner to fintech executives, connecting client needs with Visa capabilities across issuing, money movement, processing, risk and other value-added services.
• Lead complex, multi-stakeholder deals across legal, finance, product, risk, compliance and implementation.
• Bring client and market insights back into Visa, influencing product priorities, go-to-market strategy and executive decision-making.
• Represent Visa externally with fintech founders, executives, investors and ecosystem partners, including through in-person meetings and client events.

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

Basic Qualifications:

• 10 or more years of work experience with a Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications:

• 12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
• Direct sales, business development, account management, or partnerships experience with substantial client-facing responsibility, including negotiation and management of senior external stakeholders.
• Demonstrated ownership of deals from prospecting through contracting and close, ideally involving large or complex commercial agreements.
• Payments or fintech experience, with exposure to card issuing, payment networks, issuer processors, program managers, sponsor banks, money movement or related infrastructure.
• Strong record of outbound business development, with the ability to build relationships and pipeline from a cold start.
• Experience developing and managing relationships with large, sophisticated clients after the initial sale, with a focus on identifying incremental growth opportunities.
• Understanding of the payments landscape, including card issuance, real-time money movement and emerging payment models.
• Ability to navigate complex deals and operate effectively within a large, matrixed organization.
• Strong commercial judgment, organization and attention to detail, with the ability to manage multiple high-value opportunities simultaneously.
• Executive presence and credibility with senior internal and external stakeholders.

Information for US Applicants

Work Hours

Varies upon the needs of the department.

Travel Requirements

This position requires travel 5-10% of the time.

Mental/Physical Requirements

This position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer