Director – Global Services B2B Travel

Overview

As Director, you will own and scale Mastercard’s global B2B Travel Services strategy, shaping a commercially viable portfolio for travel clients and partners. You lead across Product, Sales, and Delivery to translate opportunities into measurable revenue and client impact. You work with cross-functional teams to tailor existing capabilities, develop new solutions, and drive go-to-market execution. This role offers strategic influence in a high-growth, embedded services business with real-world travel industry impact.

Responsibilities

• Define the global B2B Travel Services strategy, roadmap, and priorities aligned with Travel and Services objectives
• Identify unmet client needs across online travel agencies, TMCs, wholesalers, bed banks, airlines, hotels, and travel tech providers
• Assess opportunities by demand, market potential, feasibility, and financial return; balance near-term growth with long-term innovation
• Translate priorities into regional plans addressing market dynamics and client needs
• Lead discovery with clients and partners to identify challenges in payment strategy, cross-border flows, reconciliation, fraud, risk, and efficiency
• Develop value propositions and business cases linking client needs to Mastercard capabilities and commercial opportunity
• Determine which offerings to scale, tailor, or replace with new solutions; partner on solution requirements and investment priorities
• Test concepts with anchor clients, validate willingness to pay, and establish repeatable solutions
• Develop and execute the B2B Travel Services go-to-market strategy (segments, personas, positioning, pricing, enablement)
• Build and manage a qualified services pipeline with clear accountability for revenue and outcomes
• Lead client engagements from discovery to proposals and commercial agreements
• Equip teams with industry narratives, use cases, and tools to articulate Mastercard Services value
• Establish and track performance metrics for revenue, adoption, and client impact
• Drive cross-functional execution from prioritization through launch, delivery, and expansion
• Maintain momentum with Product, Sales, Delivery and regional stakeholders
• Leverage market feedback to refine offerings and inform further investment or scale
• Cultivate senior industry relationships and represent Mastercard in client discussions and forums

Key requirements

• Deep, hands-on experience in the B2B travel ecosystem (travel business, travel tech, or travel payments)
• Strong understanding of travel value chain and intermediary relationships
• Substantial knowledge of B2B travel payment flows and economics (virtual cards, cross-border, settlement, reconciliation)
• Track record translating industry needs into commercially viable services or solutions
• Experience leading initiatives from concept to launch with measurable outcomes
• Strong strategic and financial acumen including sizing, business case development, and commercialization
• Ability to engage senior travel stakeholders and demonstrate industry credibility
• Entrepreneurial mindset with capability to lead strategy and execution in a growing business
• Influence and mobilize cross-functional teams without direct reporting authority
• Excellent communication, relationship-building, and negotiation skills

• Strategic thinking
• Relationship-building
• Negotiation
• Travel payments workflows (including cross-border and settlement)
• Data and analytics
• Fraud prevention

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