Director, B2B Strategy & Strategic Initiatives

The Director, B2B Strategy & Strategic Initiatives – Visa Direct North America will lead the definition and execution of Visa Direct’s B2B strategy and serve as a central driver of Visa’s most critical, cross‑portfolio strategic initiatives tied to the multi‑year plan.

This role sits at the intersection of strategy, commercialization, pricing, and execution. The Director will lead a high‑performing team responsible for translating enterprise strategy into prioritized initiatives, aligned investments, and measurable commercial outcomes. They will partner closely with Product, Segment GTM, Sales, Pricing, Finance, and other Visa business units to ensure Visa Direct’s B2B strategy is cohesive, scalable, and executable across domestic and international markets.

This leader brings deep expertise in the B2B payments ecosystem and technology stack, with a strong understanding of domestic and cross‑border B2B flows, platforms, and client operating models.

B2B Strategy:

• Define and drive Visa Direct’s end‑to‑end B2B strategy across domestic and international markets, including use‑case prioritization, client archetypes, and ecosystem positioning.
• Partner across Visa business units to integrate B2B solutions spanning cards, accounts, value‑added services, and emerging rails.
• Translate market dynamics, client needs, and competitive landscape into clear strategic choices and execution plans.

Strategic Initiatives Execution:

• Lead complex, cross‑portfolio initiatives and special programs that require deep strategic thinking, executive alignment, and coordinated execution across products, regions, and segments.
• Act as a trusted thought partner to senior leadership on high‑impact, ambiguous initiatives tied to Visa’s multi‑year growth agenda.

Commercial Strategy & Business Planning:

• Support commercialization strategy, including annual and multi‑year planning, investment prioritization, and alignment to revenue and growth objectives.
• Own the synthesis of strategy into executive‑ready narratives, operating plans, and decision frameworks.

Strategic Pricing Initiatives:

• Provide centralized leadership for pricing and incentive strategy and execution across Visa Direct solutions, including enabler pricing and targeted commercial programs.
• Partner with Finance, Sales, and Product to ensure pricing strategies are aligned to growth objectives and market realities.

Commercialization Operating Engine:

• Run the core operating rhythm that keeps Product Strategy, Segment GTM, and Sales aligned and accountable.
• Establish performance tracking, governance forums, and decision cadences to ensure strategic priorities translate into execution and results.

People Leadership:

• Lead, coach, and develop a high‑performing strategic initiatives team.
• Foster a culture of accountability, collaboration, and execution excellence.

This is a hybrid position. Expectation of days in office 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

10+ years of experience in payments, financial services, or fintech, with significant exposure to B2B payments.

Deep understanding of the B2B payments ecosystem and technology stack, including domestic and international B2B flows, platforms, and operating models.

Proven experience leading complex, cross‑functional initiatives in large, matrixed organizations.

Strong commercial acumen with experience in strategy, commercialization, pricing, and business planning.

Demonstrated ability to influence senior stakeholders and drive alignment across product, sales, finance, and GTM teams.

Exceptional strategic thinking, structured problem‑solving, and executive‑level communication skills.

Experience building and leading high‑performing teams.

Prior experience working within or closely with ERP, treasury, or enterprise finance platforms (e.g., SAP, Oracle, NetSuite, Workday, Microsoft Dynamics), including exposure to how payments integrate into AP/AR, procurement, cash management, and reconciliation workflows.

Background in commercial banking, B2B fintech, payments networks, or enterprise software, with hands‑on experience partnering with banks, PSPs, processors, or platform providers serving SMB and mid‑market clients.

Experience shaping or executing B2B payments strategies that leverage multiple rails (card, account‑to‑account, real‑time payments, cross‑border) and address client needs around speed, certainty, data richness, and reconciliation.

Familiarity with ISO 20022 migration impacts, rich remittance data standards, and how evolving data requirements enable straight‑through processing and improved client outcomes.

Experience with pricing and incentive design in B2B or enterprise payments, including client‑specific pricing, volume‑based incentives, and ecosystem‑driven commercial models.

Consulting background (strategy, payments, or financial services) or equivalent experience leading enterprise‑scale transformation initiatives with senior executive stakeholders.

Exposure to global B2B payments and cross‑border operating models, including FX, regulatory considerations, and region‑specific market practices.

Experience building commercialization infrastructure (e.g., insights platforms, calculators, playbooks, narratives, performance dashboards) that scale go‑to‑market execution across large sales and GTM organizations.

MBA or advanced degree in business, finance, economics, or a related field.

Additional Information

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.  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 will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for this position is 207,500.00 to 332,400.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.