Senior Manager, U.S. Merchant Business Development

Build and grow strategic merchant relationships with Visa in San Francisco. This Senior Manager role focuses on driving revenue growth across a portfolio of approximately 20-25 strategic merchant clients, while serving as a primary relationship owner to expand executive engagement and unlock new commercial opportunities. You will lead account strategy, manage key agreements and Value-in-Kind (VIK), and use AI-enabled tools to improve prospecting, pipeline management, and sales productivity.

Compensation: USD 153,700 - 246,200 per year.

What you’ll do

• Act as the primary Account Executive and relationship owner for a portfolio of approximately 20-25 strategic merchant clients.
• Maintain and pursue a prioritized list of high-potential prospects outside the assigned portfolio, qualifying and advancing opportunities based on revenue potential, strategic value, and likelihood of execution.
• Develop and execute account plans that strengthen client relationships, expand executive engagement, and drive revenue growth.
• Prioritize client opportunities and allocate time and resources based on revenue potential, strategic value, and likelihood of execution.
• Build relationships across client organizations, including payments, finance, treasury, loyalty, digital commerce, and technology teams.
• Lead or support the negotiation, execution, and ongoing management of commercial agreements, including Debit Routing Agreements and other strategic revenue-generating partnerships.
• Own end-to-end management of Value-in-Kind (VIK) across applicable accounts, including opportunity identification, client engagement, execution, activation, and measurement of business outcomes.
• Prospect, qualify, and advance co-brand credit and debit opportunities in partnership with issuer and internal Visa stakeholders.
• Drive sales of Visa products and solutions, including value-added services, consulting, data, risk, acceptance, and emerging commerce solutions, including agentic commerce.
• Maintain a robust pipeline while meeting objectives for revenue, product adoption, and portfolio growth.
• Keep account, contact, pipeline, forecasting, and opportunity records up to date within Microsoft Dynamics (MSD) and other sales tools to ensure strong data integrity and reporting accuracy.
• Use AI-enabled sales tools, automation, and data insights to improve prospecting, client engagement, portfolio coverage, pipeline management, and scalable programs like VIK.
• Coordinate cross-functional account teams to deliver a seamless client experience and maximize Visa’s value with assigned accounts.
• Provide strategic client, industry, and competitive insights to Visa leadership and product teams.
• Travel up to 20% of the time, generally averaging approximately one client-facing trip per month.

What you bring

• 8+ years of relevant work experience with a Bachelor Degree, or at least 5 years with an Advanced Degree (Masters, MBA, JD, MD), or 2 years with a PhD.
• Experience in strategic sales, business development, account management, relationship development, payments, or related client-facing commercial roles.
• Experience supporting merchants within one or more industries represented across the U.S. Merchant organization is a plus.
• Proven success developing client relationships and contributing to revenue growth objectives.
• Strong understanding of the U.S. payments ecosystem, including merchants, issuers, acquirers, debit routing strategies, and co-brand programs.
• Experience negotiating and managing commercial agreements.
• Proven ability to develop pipeline, create business cases, and advance complex sales opportunities.
• Experience leveraging CRM, sales management, AI-enabled productivity, and analytics tools to improve sales effectiveness and portfolio performance.
• Excellent communication, presentation, and influencing skills.
• Strong analytical and strategic thinking with the ability to translate client needs into commercial opportunities.
• Highly collaborative, self-motivated, and results-oriented, with the ability to operate effectively in a matrixed organization.
• Proficiency in Microsoft Dynamics (MSD), Word, Excel, and PowerPoint.

Benefits

• Medical
• Dental
• Vision
• 401(k)
• FSA/HSA
• Life Insurance
• Paid Time Off
• Wellness Program

Additional details

• Location: San Francisco, CA (onsite)
• Work hours: Varies upon the needs of the department
• Travel requirements: 5-10% of the time
• Work setting: Office setting; sit and stand at a desk, communicate in person and by telephone, and frequently operate standard office equipment such as telephones and computers.

Tools and technologies

• Microsoft Dynamics (MSD)
• Microsoft Dynamics
• Word
• Excel
• PowerPoint
• AI-enabled sales tools
• CRM
• Sales management tools
• Analytics tools