Senior Director, Strategic Partnerships (Visa Commercial Solutions, NA)

Company Description

Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid.

At Visa, you'll have the opportunity to create impact at scale — tackling meaningful challenges, growing your skills and seeing your contributions impact lives around the world. Join Visa and do work that matters — to you, to your community, and to the world.

Progress starts with you.

Job Description

Head of Strategic Partnerships, North America – B2B Fintech Partnerships

The Head of Strategic Partnerships, North America is a senior leadership role within the NA B2B Fintech Partnerships team, reporting into the NA Head of B2B Fintech Partnerships.  This role will be responsible for setting and driving the long‑term strategy for a select portfolio of Visa’s largest and most complex B2B fintech partnerships.

This individual will serve as the strategic owner and executive steward of these relationships—shaping 1, 3, and 5 year partnership strategies, aligning Visa’s capabilities to the future vision of each client, and ensuring Visa remains a trusted, indispensable partner as clients scale, innovate, and evolve their business models.

The role is intentionally forward‑looking and strategic in nature. While the Head of Strategic Partnerships will maintain executive‑level engagement with key clients, day‑to‑day execution and tactical delivery will be led by account specialists who report into this role and will partner with the overall account executives for these relationships. Success will be measured by the clarity of long‑term strategy, strength of executive relationships, effectiveness of internal alignment, and sustained growth and relevance of Visa across each partnership.

This role reports to the NA Head of B2B Fintech Partnerships and works in close collaboration with senior leaders across Product, Commercial Solutions, Finance, Legal, Marketing, Client Services, and Regional Account Teams to translate strategy into coordinated, scalable execution.

Key Responsibilities

Strategic Partnership Leadership

• Own the long‑term strategic vision for a portfolio of Visa’s largest B2B fintech partners, with clear 1‑, 3‑, and 5‑year partnership roadmaps.
• Deeply understand each client’s business model, growth strategy, product roadmap, and enterprise priorities to ensure Visa is aligned to what matters most to the client—today and in the future.
• Act as a thought partner and trusted advisor to senior client executives, bringing industry insight, market perspective, and strategic foresight.

Team Leadership & Operating Model

• Lead and inspire a senior Account Management organization responsible for execution, delivery, and tactical account management.
• Establish clear role clarity between strategic ownership and tactical execution, ensuring teams are empowered to deliver while remaining aligned to overarching partnership strategy.
• Coach and develop leaders with a focus on strategic thinking, executive presence, and consultative partnership management.

Executive Client Engagement

• Serve as the senior executive sponsor for key partnerships, maintaining C‑suite and senior leadership relationships at client organizations.
• Lead high‑impact strategic conversations such as annual planning, executive business reviews, long‑term roadmap alignment, and partnership expansion discussions.
• Ensure mutual accountability and clarity around shared goals, success metrics, and strategic outcomes.

Strategic Account Planning & Growth

• Oversee the development and execution of multi‑year strategic account plans that drive sustainable payment volume growth, revenue diversification, and deepened partnership value.
• Identify and champion cross‑Visa opportunities—partnering with Enabler, Merchant, Issuer, and Fintech Account Executives to expand Visa’s footprint across the broader ecosystem.
• Ensure Visa’s full Commercial Solutions portfolio is thoughtfully positioned against client needs, timelines, and future platform evolution.

Internal Alignment & Influence

• Act as the quarterback across Visa, aligning Product, Finance, Legal, Marketing, and Client Services around shared partnership priorities.
• Influence decision‑making and resource allocation to ensure strategic clients receive the appropriate focus, investment, and senior‑level engagement.
• Translate client strategy into clear internal priorities and ensure consistent execution across a highly matrixed environment.

Market Insight & Thought Leadership

• Stay closely attuned to evolving B2B payments trends, fintech innovation, regulatory dynamics, and competitive landscapes.
• Use market and client insight to identify opportunities for new partnership models, product innovation, and differentiated value creation.
• Represent Visa as a senior voice and thought leader in commercial payments and B2B fintech partnerships.

Governance & Performance Oversight

• Provide executive oversight of partnership health, performance metrics, and strategic milestones.
• Ensure adherence to signed agreements, compliance standards, and governance expectations while keeping focus on long‑term growth and value creation.
• Review pipeline, revenue outlook, and strategic risks at a portfolio level, driving course correction as needed.

This is a hybrid position. Expectation of days in the office will be confirmed by your Hiring Manager. 

This role is not eligible for immigration/sponsorship, including but not limited to J-1, F-1, CPT, or OPT and employment-based sponsorship such as: H-1B, H-1B1,E-3, O-1, TN and any EAD card holders that may need assistance in the future.

This role is not eligible for relocation.

Qualifications

Basic Qualifications:

• 12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD

Preferred Qualifications:

• 15 or more years of experience with a Bachelor’s Degree or 12 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, or MD), PhD with 9+ years of experience
• 12 years of work experience with a Bachelor’s degree, or
• At least 10 years of experience with an Advanced degree (e.g., MBA, JD), or
• At least 8 years of experience with a PhD
• 15–18+ years of relevant experience in strategic partnerships, business development, or commercial leadership—preferably within B2B payments, fintech, or financial technology ecosystems
• Deep understanding of payment systems, including card networks, ACH, wires, RTP, digital wallets, and related technologies
• Demonstrated success leading complex, multi year partnerships with enterprise or high growth fintech clients
• Proven ability to think and operate at both the strategic and executive level, translating vision into aligned execution
• Strong executive presence with experience engaging and influencing the C suite
• Track record of building and leading high performing, inclusive teams in matrixed organizations
• Superior strategic, analytical, and problem solving skills with the ability to articulate a compelling vision internally and externally
• MBA or advanced degree strongly preferred

Additional Information

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/Physical Requirements: This position will be performed in an office setting.  The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

Visa is an EEO Employer.  Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.  Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for this position is 305,400.00 to 534,500.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.