Director, SME Specialist Sales – Germany

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, SME Specialist Sales – Germany Director, SME Specialist Sales – Germany

About Mastercard

Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy by making transactions safe, simple, smart and accessible. Through secure data, partnerships and innovation, we enable businesses to grow and thrive.

Position Overview

We are seeking a commercially driven Director to lead SME Specialist Sales execution across whole sale trade verticals in Germany. The role is accountable for identifying, developing and converting high-value B2B payment flows, from Small and Medium Business to Wholesale trade industry suppliers into carded flows.

Reporting into the European SME Specialist Sales leadership, this Director will act as the market-facing commercial lead for Germany, working closely with local market teams, and ecosystem partners to unlock card-based B2B payment flows.

The role requires strong knowledge of B2B payments, AR/AP flows, working capital dynamics and the ability to translate operational pain points in wholesale trade and SME environments into clear commercial propositions.

Key Responsibilities

Commercial Delivery & GDV Growth

• Own and execute the SME Whole Sale trade plan for Germany, aligned to the European GDV growth strategy.
• Build and convert a high-quality pipeline of wholesale trade and B2B payment opportunities.
• Identify invoice-based, account-to-account and manual payment flows where Mastercard solutions can drive card adoption and incremental GDV.
• Support complex deal origination, business case development, partner negotiation and commercial execution.

Market Coverage & Local Execution

• Develop market-specific sales plays for Germany, reflecting local payment behaviours, regulation, issuer priorities and SME needs.
• Partner with country teams to prioritise target verticals, accounts and ecosystem partners.
• Build trusted relationships with banks, fintechs, acquirers, ERP/accounting platforms and relevant trade ecosystem participants.
• Provide clear market feedback to European leadership on barriers, competitor activity and growth opportunities.

Client Value Proposition

• Position Mastercard solutions as tools to improve payment efficiency, reduce manual collections activity and support working capital optimisation.
• Engage with CFOs, Treasurers, Heads of AR/Collections and finance operations stakeholders to demonstrate commercial value.
• Create practical business cases showing impact on DSO, cost-to-collect, cash conversion and supplier/customer payment experience.
• Translate complex AR/AP and B2B payment flows into simple, compelling sales narratives for clients and partners.

Wholesale Trade & SME Segment Expertise

• Develop deep insight into wholesale trade value chains across Germany, including distributors, suppliers and high-volume B2B merchants.
• Identify repeatable sales motions where card solutions can replace or complement A2A, bank transfer, direct debit and manual processes.
• Capture learnings from local execution and contribute to reusable European playbooks.

Required Qualifications

Experience & Skills

• Experience in payments, AR/AP Wholesale trade industries, financial services, fintech, SME banking, B2B sales or working capital solutions.
• Demonstrated ability to deliver commercial growth, manage