Director, Digital Sales Market Development

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.

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Job Description

To help us deliver on our goals, our Europe Digital Sales Centre is accelerating its shift towards a digital-first, data-driven sales model, one that enables scale, precision, and speed across our growth accounts.

As part of this transformation, we are hiring a GTM Lead, a strategic role responsible for shaping how Visa identifies opportunities, builds commercial offerings, and orchestrates demand across untapped territories and client segments.

This is a leadership role in Visa’s Digital Sales Center in Madrid with a mandate to design and scale new market development motions from the ground up. This role will be responsible for the following duties

Territory Strategy & Market Development:

• Identify high-value, untapped micro-segments and territories across Europe using data, intent signals, and industry insights.
• Develop territory plays, market entry strategies, and scalable, repeatable motions that accelerate time to market for Digital Sales teams.
• Partner with regional leaders including GCMs to align territory priorities with regional growth objectives and Visa 2030 strategy.
• Translate white-space opportunities into actionable sales plays, qualified pipeline, and measurable revenue growth.

Product & Commercial Development:

• Translate market needs, industry trends and customer insights into clear commercial offerings and value propositions.
• Build partnership with Core Payments Product, CMS, VAS and Solutions teams to build GTM packages that are simple, repeatable and relevant to our growth territories.
• Drive “product-to-market fit” by ensuring every sales motion is backed by the strongest possible recommendation for each client type and maturity.
• Optimize end-to-end customer lifecycle and sales cycle, including decision-makers, buying triggers, barriers, and key conversion points, with the ability to improve both through targeted commercial motions, sales plays, and messaging.

Demand Management Planning & Campaign Orchestration:

• Lead the design and execution of targeted digital sales plays and outreach flows leveraging best practices in segmentation, sequencing, messaging and value articulation.
• Partner with B2B Marketing and Business Development Representatives (BDRs) to orchestrate omnichannel demand creation, qualification, and follow-up aligned to country and segment strategic plays.
• Ensure continuous performance review of campaigns to optimize ROI, conversion and pipeline velocity.
• Design pilots, establishing success metrics, testing hypotheses, and scaling successful commercial motions.

Data-Driven Insights & Sales Productivity:

• Collaborate with Data Analysts to build dashboards, predictive models, and insights that accelerate go-to-market decision-making.
• Leverage CRM, intent platforms, martech stack, market datasets and AI-powered tools to recommend where to focus, value proposition and prioritization scoring.
• Identify blockers to digital sales and specialists productivity and propose strategies for territory optimization, focus and automation.

Operational Excellence & Cross-Functional Alignment:

• Serve as the connective tissue between B2B Marketing, Demand Response, BDRs, Sales, Sales Excellence, Product, and Digital Sales teams. Standardize and scale GTM best practices, playbooks, and templates across Europe.
• Drive adoption, utilization, and continuous improvement of GTM plays and commercial motions through partnership with Sales Leadership and Enablement.
• Introduce new GTM motions, processes, and tools while securing leadership alignment and sustained seller adoption.
• Provide insight-driven recommendations based on market signals, performance analytics, and business outcomes.

This is an on-site position. An on-site position must be consistently performed at an assigned Visa office location and require daily commute to the office location.

Qualifications

Basic Qualifications:

• Strong analytical capability with proven experience using CRM, intent data, market insights and segmentation models.
• Prior experience in a full-cycle demand role, or related field with a focus on direct client sales.
• Experience in designing or executing digital-first sales plays or multi-channel demand programs.
• Demonstrated ability to turn market intelligence into actionable commercial recommendations on the back of performance and business growth projections
• Solid understanding of B2B GTM models, preferably in financial services, technology, SaaS or payments.
• Exceptional communication skills with the capacity to influence and inspire cross-functional leaders.

Preferred Qualifications:

• Deep curiosity for markets, customer behavior and emerging commercial patterns.
• Builder mentality — entrepreneurial, hands-on, unafraid to experiment and iterate.
• Demonstrated experience influencing senior stakeholders and driving through adoption of transformation
• Comfortable navigating ambiguity while delivering structure and clarity.
• Thrives in high-velocity, cross-functional, data-centered environments.
• Passionate about AI-enabled GTM and scaling what previously required human-heavy effort.
• Able to motivate and energize others.
• Knowledge of payments industry preferred

Visa is an EEO Employer

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa welcome and encourages application from persons with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.