Mastercard
Director B2B Travel Acceptance Solutions
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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 B2B Travel Acceptance Solutions
Role Overview
Mastercard is seeking a Director, B2B Travel Acceptance Solutions to help grow Mastercard’s position in B2B travel payments by expanding acceptance, commercialization, and solution adoption across the travel ecosystem.
This role sits at the intersection of business development, acceptance strategy, solution consulting, and product commercialization, driving the growth and adoption of Mastercard's B2B Travel Acceptance Solutions globally.
It is designed for a customer-facing leader who can build trusted relationships with travel intermediaries, airlines, hotels, GDS/travel technology platforms, issuers, acquirers, PayFacs, PSPs, and internal Mastercard stakeholders to deliver measurable growth in B2B travel acceptance.
The Director will be responsible for shaping and executing a global B2B Travel Acceptance Solutions agenda, working closely with The B2B Travel Acquiring and Acquiring Solutions team, regional teams, Global Acceptance + Merchant Solutions, Product, Customer Solutions/Solution Architects, Services, Finance, Legal, Risk, and account teams. The role will focus on scaling B2B travel acceptance through strategic ecosystem partnerships, solution design, market enablement, pipeline execution, customer engagement, and commercialization of Mastercard capabilities.
Location: London, Madrid, Waterloo
Key Responsibilities
- Drive the continued growth and strengthening of Mastercard's leadership position in B2B travel payments and acceptance solutions globally.
- Build, own, and drive the global B2B Travel Acceptance Solutions strategy across merchants, acquirers, PayFacs, PSPs, issuers, program managers, GDS, travel technology platforms, airlines, hotels, OTAs, and other ecosystem participants.
- Serve as the subject-matter expert for B2B travel acceptance solutions and flows, including virtual card/VCN acceptance, travel merchant needs, acquirer enablement, travel payment pain points, and Mastercard’s B2B travel value proposition.
- Lead acceptance commercialization across the travel ecosystem, including travel suppliers, acquirers, PayFacs, PSPs, and other strategic channel partners. This involves GTM strategy, bundled value propositions, market readiness, executive engagement, sales pipeline ownership, partner onboarding, certification, activation, and KPI monitoring.
- Partner with Product teams and Customer Solutions/Solution Architects to design end-to-end, customer-centric B2B travel acceptance propositions, leveraging Mastercard capabilities across acceptance, gateway, tokenization, optimization, fraud/risk, data, and services.
- Drive customer-facing solution consulting, including senior partner and customer workshops, value proposition development, business case support, solution scoping, RFP/proposal input, and tailored narratives that translate Mastercard capabilities into customer outcomes.
- Identify, negotiate, and develop new business opportunities and strategic partnerships that support Mastercard’s B2B Travel growth objectives and strategic priorities, in collaboration with the broader Mastercard B2B travel team.
- Capture customer, acquirer, and market insights and feed them back to product management and commercialization teams to improve product readiness, market enablement, sales narratives, implementation materials, and future roadmap priorities.
- Enable regional execution at scale by creating playbooks, implementation guides, sales materials, training content, customer narratives, and best-practice sharing across Mastercard teams and markets.
- Represent Mastercard externally and internally as a credible B2B travel acceptance thought leader, capable of engaging senior stakeholders, aligning cross-functional teams, and advancing complex opportunities in a global matrix environment.
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All About You
- Significant experience in payments, B2B travel payments, commercial payments, acceptance, acquiring, PayFac/PSP ecosystems, travel intermediaries, travel merchants, or related digital payment solution commercialization.
- Strong understanding of the B2B travel payment value chain, including issuers, acquirers, travel merchants, OTAs, hotels, airlines, GDS/travel technology platforms, program managers, and payment technology enablers.
- Strong solution-consulting orientation, with the ability to diagnose customer pain points, package capabilities into customer-centric propositions, and partner with technical/solution architects to build commercially viable solutions.
- Demonstrated ability to build customer relationships, lead business development, structure opportunities, support negotiations, and coordinate deal execution across Finance, Legal, Product, Risk, and regional teams.
- Proven commercialization and GTM capability, including sales enablement, market activation, customer value propositions, strategic workshops, and RFP responses.
- Excellent executive communication, storytelling, influencing, and stakeholder-management skills, with the ability to operate across regions, cultures, and matrixed teams.
- Analytical, results-oriented, intellectually curious, self-starting, and comfortable creating structure from ambiguity while moving opportunities from concept to execution.
- Collaborative leadership style, with a track record of building trust across internal teams, customer stakeholders, and ecosystem partners.
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Preferred Qualifications
- Bachelor’s degree required; MBA, advanced degree, or equivalent commercial/product/consulting experience preferred.
- Experience in global or regional payments, acceptance, acquiring, B2B travel, commercial card/virtual card, product commercialization, business development, solution consulting, or strategy.
- Deep knowledge of acceptance economics, merchant/acquirer enablement, payment processing, card acceptance, digital commerce, virtual card acceptance, and B2B travel payment flows.
- Experience working in global, matrixed environments and across cultures.
- Experience developing or scaling new product propositions, commercial frameworks, sales enablement content, or customer-facing solution narratives.
- Consulting, strategy, or solution architecture experience is preferred, particularly in complex client-facing and cross-functional environments.
- Experience with acquirers, PayFacs, PSPs, travel technology platforms, GDS, OTAs, airlines, hotels, or other travel ecosystem partners strongly preferred.
Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks come with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:
- 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.
- Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.
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