Vice President SME Specialist Sales - Supplier Acceptance

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

Vice President SME Specialist Sales - Supplier Acceptance

Position Overview
We are seeking a senior sales leader to head a European SME Specialist Sales function, with a clear mandate to drive Gross Euro Volume (GEV) growth across key SME segments, with a particular focus on wholesalers in key industries.
This role spans Europe, with priority markets including the UK, Germany, Italy, Spain, France, and the Nordics, and leads a team of 4 direct reports.
The successful candidate will be responsible for uncovering, shaping and scaling revenue opportunities with issuing banks, fintechs and ecosystem partners, by positioning Mastercard solutions as both:
• Payment process efficiency tools, and
• Working capital optimisation levers, particularly within Accounts Receivable (AR) and collections functions
This role requires deep expertise in large company AR/AP payment flows, B2B trade cycles, and the ability to translate complex operational inefficiencies into compelling commercial propositions that drive adoption of card-based solutions.

Key Responsibilities
Commercial Leadership & GDV Growth
• Own and deliver GDV growth strategy across SME segments, with a primary focus on wholesalers.
• Identify and unlock new payment flows currently underserved by cards, particularly in high-volume invoice-based environments
• Drive large-scale deal origination and execution with ecosystem partners
• Translate SME payment and operational needs into clear revenue opportunities and sales plays
Market Focus & Coverage
• Lead sales execution across priority European markets: UK, Germany, Italy, Spain, France, and Nordics
• Tailor propositions to reflect local payment behaviours, regulatory landscapes and SME needs
• Build strong relationships with market leaders in banking, fintech, and trade ecosystems
Client Value Proposition (Payments + Working Capital)
• Position Mastercard solutions beyond payments, focusing on:
o Reduction of payment inefficiencies in large AR and collections operations
o Acceleration of receivables and improved cash conversion cycles
o Lower cost-to-collect through digitisation and card acceptance
• Develop commercial cases demonstrating ROI from:
o Reduced DSO (Days Sales Outstanding)
o Lower operational cost in collections
o Improved supplier liquidity and balance sheet efficiency
• Engage directly with CFOs, Treasurers, and Heads of AR/Collections, not just payments teams
Wholesale Trade Industry Expertise
• Build deep understanding of wholesale trade value chains and payment flows, including:
o Invoice-based transactions
o Distributor–supplier relationships
o High-volume collections environments
• Identify where cards can replace or complement A2A, direct debits, and manual processes
• Develop repeatable industry playbooks and sales motions to scale across markets
Team Leadership
• Lead, coach and develop a high-performing team of 4 senior sales leaders
• Set clear targets aligned to GDV growth and strategic deal pipeline
• Drive deal accountability, pipeline discipline, and best-in-class sales practices
• Partner closely with key stakeholders to execute effectively
Market Intelligence & Strategy
• Maintain deep insight into:
o European SME and wholesale trade dynamics
o Competitive positioning (Visa, Amex, account-to-account solutions)
o Regulatory developments impacting B2B payments
• Provide regular insights and strategic recommendations to senior leadership

Required Qualifications
Experience & Skills
• Experience in payments, working capital optimisation, SME Accounting providers, with a strong B2B payments focus
• Proven track record of delivering GDV growth and large-scale commercial deals
• Demonstrated knowledge and experience of working with large companies in UK, Germany, Italy, Spain, France, and Nordics
• Experience selling to:
o C-suite stakeholders (CFO, Treasurer)
o Operational leaders (AR, collections, finance ops)
• Strong understanding of:
o P2P payment flows and invoice cycles
o Working capital dynamics and optimisation levers
• Prior leadership of senior sales professionals or regional teams
Knowledge & Expertise
• Deep knowledge of how card solutions can be deployed in receivables environments, including:
o Driving faster collections
o Reducing operational friction
o Enhancing liquidity
• Strong understanding of alternatives to cards (bank transfers, A2A, RTPS) and how to compete effectively
• Familiarity with ERP, accounting, and financial workflows within SMEs and wholesale trade sectors
• Understanding of European payments regulation and market structures
Personal Attributes
• Strategic and commercially driven, with strong execution focus
• Ability to simplify complex value propositions for senior stakeholders
• Strong relationship builder across diverse European markets
• Highly analytical with a data-driven approach to opportunity identification
• Entrepreneurial mindset with the ability to build new revenue streams at scale

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes 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, and

• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.

Pay Ranges

Rome, Italy: €117,000 - €204,000 EUR