At a Glance
- Tasks: Lead SME Specialist Sales for wholesale trade, driving B2B payment growth.
- Company: Join Mastercard, a global leader in digital payments and innovation.
- Benefits: High-impact role with opportunities for travel and professional development.
- Other info: Collaborative environment with a focus on commercial growth and innovation.
- Why this job: Shape the future of B2B payments and make a real impact in the industry.
- Qualifications: Experience in payments, B2B sales, and strong relationship-building skills.
Our Purpose
Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.
Title And Summary
Director, SME Specialist Sales – UK (Wholesale Trade Focus)
Title And Summary
Director, SME Specialist Sales – UK (Wholesale Trade Focus)
About Mastercard
Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy by making transactions safe, simple, smart and accessible. Through secure data, partnerships and innovation, we enable businesses to grow and thrive.
Position Overview
We are seeking a commercially driven Director to lead SME Specialist Sales execution across whole sale trade verticals in the UK. The role is accountable for identifying, developing and converting high-value B2B payment flows, from Small and Medium Business to Wholesale trade industry suppliers into carded flows. Reporting into the European SME Specialist Sales leadership, this Director will act as the market-facing commercial lead for the UK, working closely with local market teams, and ecosystem partners to unlock card-based B2B payment flows. The role requires strong knowledge of B2B payments, AR/AP flows, working capital dynamics and the ability to translate operational pain points in wholesale trade and SME environments into clear commercial propositions.
Key Responsibilities
Commercial Delivery & GDV Growth
- Own and execute the SME Whole Sale trade plan for UK, aligned to the European GDV growth strategy.
- Build and convert a high-quality pipeline of wholesale trade and B2B payment opportunities.
- Identify invoice-based, account-to-account and manual payment flows where Mastercard solutions can drive card adoption and incremental GDV.
- Support complex deal origination, business case development, partner negotiation and commercial execution.
Market Coverage & Local Execution
- Develop market-specific sales plays for the UK, reflecting local payment behaviours, regulation, issuer priorities and SME needs.
- Partner with country teams to prioritise target verticals, accounts and ecosystem partners.
- Build trusted relationships with banks, fintechs, acquirers, ERP/accounting platforms and relevant trade ecosystem participants.
- Provide clear market feedback to European leadership on barriers, competitor activity and growth opportunities.
Client Value Proposition
- Position Mastercard solutions as tools to improve payment efficiency, reduce manual collections activity and support working capital optimisation.
- Engage with CFOs, Treasurers, Heads of AR/Collections and finance operations stakeholders to demonstrate commercial value.
- Create practical business cases showing impact on DSO, cost-to-collect, cash conversion and supplier/customer payment experience.
- Translate complex AR/AP and B2B payment flows into simple, compelling sales narratives for clients and partners.
Wholesale Trade & SME Segment Expertise
- Develop deep insight into wholesale trade value chains across the UK, including distributors, suppliers and high-volume B2B merchants.
- Identify repeatable sales motions where card solutions can replace or complement A2A, bank transfer, direct debit and manual processes.
- Capture learnings from local execution and contribute to reusable European playbooks.
Required Qualifications
Experience & Skills
- Experience in payments, AR/AP Wholesale trade industries, financial services, fintech, SME banking, B2B sales or working capital solutions.
- Demonstrated ability to deliver commercial growth, manage complex pipelines and execute multi-stakeholder deals.
- The ability to create value propositions, based on working capital metrics, from card based economics.
- Strong understanding of B2B payment flows, invoice cycles, AR/AP processes and working capital levers.
- Proven ability to sell to senior stakeholders across finance, treasury, payments, operations and commercial teams.
Knowledge & Expertise
- Knowledge of card acceptance, commercial cards, account-to-account payment alternatives and receivables digitisation.
- Understanding of SME and wholesale trade payment behaviours in the UK.
- Ability to build commercially credible value propositions using data, customer insight and operational pain points.
- Familiarity with ERP, accounting, invoicing or finance workflow platforms would be advantageous.
Personal Attributes
- Commercially sharp, execution-focused and comfortable operating with pace and ambiguity.
- Strong relationship builder with credibility across senior client and internal stakeholders.
- Analytical and structured, with the ability to turn data and customer insight into action.
- Collaborative team player able to influence across markets, functions and partner organisations.
Travel Requirements
- Willingness to travel across the UK, with occasional wider European travel as required.
What We Offer
- A high-impact commercial role focused on three of Mastercard’s most important European SME markets.
- The opportunity to shape how Mastercard grows in B2B, SME and wholesale trade payment flows.
- A visible role working across markets, partners and senior stakeholders to deliver measurable GDV growth.
Corporate Security Responsibility
- Abide by Mastercard’s security policies and practices;
- Ensure the confidentiality and integrity of the information being accessed;
- Report any suspected information security violation or breach, and
- Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.
Director, SME Specialist Sales – UK (Wholesale Trade Focus) in London employer: Mastercard
As a Senior Site Reliability Engineer at Connex, you will be part of a dynamic team dedicated to maintaining the UK's national payment infrastructure, where innovation and collaboration are at the forefront of our work culture. We offer a supportive environment that prioritises continuous improvement and professional growth, alongside competitive benefits and a commitment to work-life balance. Join us in making a meaningful impact in the financial services sector while enjoying the unique advantages of working in a cutting-edge technology space.
StudySmarter Expert Advice🤫
We think this is how you could land Director, SME Specialist Sales – UK (Wholesale Trade Focus) in London
✨Tap into Campus Networks
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Join finance-focused groups on platforms like LinkedIn and engage in discussions. This can really help you stand out from the crowd, allowing potential employers to see your knowledge and interest in industry trends. Plus, you might stumble upon job postings shared exclusively within the group.
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We think you need these skills to ace Director, SME Specialist Sales – UK (Wholesale Trade Focus) in London
Some tips for your application 🫡
Show Off Your Numbers!:In the banking and financial services world, quantifiable achievements are key. Make sure your CV highlights your grades in relevant subjects, any financial certifications you hold, and specific projects where you've delivered measurable results. Employers love to see how your skills translate into real-world success.
Tailor Your Cover Letter to the Role:When applying for a full-time position, your cover letter should make a direct connection between your experience and the job description. Don't just state your enthusiasm for finance—dive into how your background in banking or financial analysis sets you apart. Let your passion shine through while being specific about what you can bring to Mastercard.
Include Relevant Financial Software Experience:If you've worked with financial modelling tools or software like Excel, SAP, or specific analytical tools during your studies or internships, bring that up! Highlighting your proficiency can really make your application pop and show you're ready to hit the ground running in a full-time role.
Research and Reflect:Before hitting that 'apply' button on Mastercard's website, do a little digging. Look up their recent projects, values, and culture. Reflecting their ethos in your application can make a huge difference and show you’re genuinely interested in being part of the team!
How to prepare for a job interview at Mastercard
✨Brush Up on Financial Analysis Skills
Make sure you're well-versed in financial concepts and analytical techniques relevant to banking and financial services. Get comfortable with tools like Excel for modelling or financial forecasting, as technical questions in this area are common during interviews with Mastercard.
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Expect to tackle case studies that demonstrate your problem-solving skills in real-world banking scenarios. Familiarise yourself with the types of problems you might face—think risk assessments or investment evaluations—and be ready to articulate your thought process clearly.
✨Show Your Passion for Finance
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✨Network with Industry Professionals
Before your interview, reach out to current or former Mastercard employees on platforms like LinkedIn. They'll offer unique insights into the company's culture and the interview process, which can give us a delightful edge in showcasing a good fit for the team.
