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Mastercard · 15 hours ago

Director, Business Development

Seattle, Washington

Full-time

Onsite

Senior Level, Lead/Staff

$158K/yr - $253K/yr

Mastercard powers economies and empowers people globally, and at Ethoca, they are transforming the payments landscape. The Director of Business Development will lead the Market Development Representative organization, focusing on building a modern revenue engine and fostering a high-performance culture.

FinanceFinancial ServicesInformation TechnologyPayments

Growth Opportunities

Responsibilities

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)

Implement multi-channel sequencing (Email, Phone, LinkedIn, Video) powered by intent data

Champion the adoption of our sales tech stack (Salesforce, Outreach, ZoomInfo, and Generative AI tools) to increase efficiency and remove administrative burden

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

Qualification

SaaS SalesBusiness DevelopmentTeam LeadershipAccount-Based MarketingData AnalyticsSalesforceGlobal MindsetTech NativeData StorytellerCoaching

Required

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