Mastercard

Compensation

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Job Title: Director, Business Development Overview: Overview At Ethoca, a Mastercard company, you can join a team of top business and technology innovators who are transforming the industry. We are changing the payments landscape and reinventing the way global merchants and issuers combat fraud and reduce costs, and increasingly, how we help elevate consumer experiences. Our relentless customer focus is what makes us a multi award-winning business. Role We are seeking a Director of Global Market Development to build, scale, and energize our Market Development Representative (MDR) organization across North America, EMEA, and APAC. You aren't just managing a lead generation team; you are architecting a modern revenue engine. You will bridge the gap between Demand Generation and Sales, utilizing intent data, AI tools, and Account-Based Marketing (ABM) strategies to drive high-quality pipeline. You will lead a team of individual contributors, fostering a culture of continuous learning, career progression, and high performance. What you will do • Pipeline Development: Own the global number. Develop and execute the strategy to meet quarterly and annual pipeline targets for both Inbound (SLA management) and Outbound (Strategic target accounts). • Move beyond "spray and pray." Implement multi-channel sequencing (Email, Phone, LinkedIn, Video) powered by intent data • Tech Stack Optimization: Champion the adoption of our sales tech stack (Salesforce, Outreach, ZoomInfo, and Generative AI tools) to increase efficiency and remove administrative burden. • Data & Analytics: Partner with RevOps to rigorously track metrics that matter: conversion rates, lead velocity, pipeline contribution, and Customer Acquisition Cost (CAC). • Manage MDRs across different time zones, respecting local cultural nuances and market differences. • Act as the primary feedback loop to Marketing. Validate lead scoring models, provide feedback on campaign resonance, and ensure alignment on ABM target lists. All About You • Solid experience in SaaS Sales or Business Development, with prior experience with people leadership role. • Global Mindset: Proven experience managing teams across multiple regions (EMEA/APAC experience is a major plus). You understand the difference between selling in Texas vs. Tokyo vs. London. • Tech Native: You are fluent in the modern sales stack. You understand how to leverage AI for personalization at scale, not just automation. • Data Storyteller: You don't just export spreadsheets; you interpret data to find bottlenecks and opportunities. You are comfortable presenting QBRs to the C-Suite. • Coach: You have a passion for developing talent. You lead with empathy and drive performance through motivation, not fear. To find US Salary Ranges, visit People Place. Under the Compensation tab, select "Salary Structures." Within the text of "Salary Structures," click on the link "salary structures 2025," through which you will be able to access the salary ranges for each Mastercard job family. For more information regarding US benefits, visit People Place and review the Benefits tab and the Time Off & Leave tab.