Director, Solutions Commercial Payments (Visa Government Solutions) in Westminster

Visa Government Solutions (VGS) is responsible for taking all Visa solutions (Consumer, Commercial Money Movement Solutions (CMS) and Value Add Solutions (VAS)) to the public sector vertical. This is a strategic global business for Visa, established relatively recently, with a support team based in London and dedicated sales teams based in all five Visa global regions. This role will focus solely on supporting global growth for Visa Commercial Solutions (VCS) within the London-based Centre of Excellence (CoE) for Visa Government Solutions.

This will include solutions for travel and entertainment (T&E), procurement, employee benefits, fleet, fuel & mobility, expense, compliance and audit tools, government-backed SMB loans or export agency schemes, with governments, humanitarian aid organisations and higher education as key global clients. The role is multi-faceted as the candidate will be responsible for identifying and executing new strategies to grow Visa's Government Commercial Payments business and serves as a thought leader, collaborator and motivator to regional teams and resources across the business.

Working with the Global Head of VGS Commercial Payments, the common goal will be to help identify strategies, technical solutions and partnerships that support the transformation of government expenditure and positioning Visa as the leading partner and provider to governments globally in G2B procurement, travel and fleet payments and money movement solutions. The scope of this role is global and broad. You will be encouraged to think laterally, understand different markets, regulatory and economic impacts on the opportunity for Visa to be successful in Government to Business payment flows.

You will be required to support in the identification, development and execution of cross-functional plans to champion Visa's role in large ecosystem plays. Key partners in this role could also be tech enablers, marketplace providers, ERPs, system integrators, travel management companies (TMCs), e-invoicing providers, Visa issuers and acquirers. Above all else, the successful candidate must possess critical thinking skills, be forward thinking, easily build networks across Visa and the industry.

You will be knowledgeable across all Visa G2B Payment solutions as well as understanding key principles of the payments industry, the importance of 2-sided models and industry regulations and economics. Importantly, you'll be skilled at developing internal and external business development strategies and then execute on those with staff from across the organisation.

This role will have the following responsibilities:

• Work with the dedicated global VGS sales teams daily to drive growth on VGS Government to Business (G2B) solutions.
• Develop and own new segment and vertical sales strategies that utilise existing Visa solutions, enhanced solutions or combination of Visa and external partnerships to position Visa competitively to gain share.
• Partner with the Global Head of Commercial Payments, VGS to inform global and regional Visa Commercial Solutions (VCS) teams of product and software gaps, required enhancements and supporting prioritisation business cases.
• Partner seamlessly with other Visa teams on developing 2-sided model strategies which serve both Government buyers and industry sellers, driving enhanced revenue outcomes for Visa.
• Utilise industry knowledge and experience to identify external commercial enabler partnerships for Visa, work with the VGS partnership teams globally on the development of the commercial framework and go-to-market sales strategy.
• Identify critical gaps or challenges in Visa solutions that may include pricing, requirements, rule constructs and in some cases regulatory engagement and works with the appropriate internal Visa teams to develop remediation or competitive responses.
• Develop and maintain a deep understanding of Visa capabilities across a wide range of relevant areas not just limited to Visa commercial solutions (VCS) and acceptance products, but also wider areas of the business including consumer solutions, agentic commerce & stablecoins, as an example.
• Take the lead for the Commercial Payments VGS team on discovering and developing new ways for AI and Chat GPT solutions to enable change in public sector payment strategies.
• Drive new ideas on thought leadership within commercial payments and work with our sales enablement teams to develop collateral to publish externally.
• Establish new ways to impart technical knowledge to the global VGS sales organisation in order to drive education and increased opportunity awareness on all things commercial payments.

This is a high-impact, high-visibility Director role for someone who is already seasoned in commercial payments and comfortable operating globally and strategically in a matrixed organisation. This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Qualifications:

• Experience in commercial cards, B2B payments, or commercial issuing.
• Experience at a scheme, a large global issuer, a travel/ERP platform, or a B2B fintech.
• Some pre-sales & solutioning experience.
• Familiarity with government procurement, compliance frameworks, or public-sector GTM.
• Comfort managing complex, multi-market strategy initiatives without direct authority.
• Experience building payment flows with two-sided network economics.

Knowledge Focus Areas:

• Deep knowledge of the global payments industry.
• Ability to collaborate strongly across the internal matrix organisation especially with VCS to drive the VCS sales strategy to government.
• Strong focus on solutioning, commercialisation and GTM strategy. Extensive experience of working with Issuers for commercial payments.
• Ideally with a robust understanding of how public sector sales and public agencies operate.

Skills & Competencies:

• The skillset for this role is complex. Deep knowledge of commercial payments is a minimum requirement, but the candidate ideally needs to have the ability to digest detailed processes, understand where Visa solutions will improve these processes & succinctly be able to tell this story to key stakeholders on a global scale.
• The ideal candidate will bring passion for and interest in Payments, Fintech, with client-relationship building skills, presence, knowledge of Government strategies and priorities. This is a proactive candidate that is resilient when faced with challenges and has the ability to execute on ambitious goals.

About Visa:

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.