Director, Sales Strategy and Operations– U.S. Public Sector

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, Sales Strategy and Operations– U.S. Public Sector

Team Overview (U.S. Public Sector Business Development)
The U.S. Public Sector team is responsible for Mastercard’s relationships and engagements with U.S. government partners at the federal, state, and local levels (and closely adjacent public entities such as transit and higher education). We leverage the best of Mastercard: products, services, data, and insights to help governments work better, faster, smarter, and more securely for their citizens and stakeholders, reinforcing Mastercard’s ethos of doing well by doing good.

Our work spans “money in” and “money out” use cases, including government collections (e.g., taxes, fees, fines), benefits and other disbursements, procurement and commercial card programs, transit and urban mobility, and services that protect the ecosystem and improve decisioning. The team partners cross-functionally across product, services, marketing, communications, legal, policy, and sales to bring differentiated solutions to market and deliver measurable impact at scale.

Role:
The Director, Sales Strategy & Operations – U.S. Public Sector is a senior strategy‑to‑execution leader responsible for envisioning, shaping, and driving how Mastercard grows its U.S. public sector business. This role defines strategic priorities, establishes how success is measured, and ensures disciplined execution across complex, cross‑functional initiatives while directly owning some of the most critical deliverables for the business.

The role partners closely with U.S. Public Sector leadership and stakeholders across sales, product, services, finance, legal, policy, marketing, and partnerships to evolve go‑to‑market strategy, build pipeline, advance priority pursuits, and launch first‑of‑kind programs that unlock long‑term growth.

Key responsibilities include:
• Strategy & Go‑to‑Market Leadership - Envision, develop, and own the U.S. Public Sector business strategy, grounded in rigorous market analysis and sizing, deep understanding of government payment flows, and a clear articulation of where Mastercard plays and how we win. This includes shaping go‑to‑market approaches across federal, state, and local segments; defining priority use cases; evolving both direct and partner‑led selling models; and translating strategy into actionable priorities, frameworks, and roadmaps that are clearly communicated and adopted across cross‑functional stakeholders.
• Narrative, RFIs/RFPs & Executive Deliverables - Lead and directly own Mastercard’s most critical public sector deliverables, including government‑facing RFIs, RFPs, and comment letters, ensuring submissions are strategically aligned, clearly differentiated, and polished for executive and government audiences. Develop and maintain reusable content, playbooks, and response infrastructure that elevate quality, consistency, and speed over time, while also owning executive narratives and materials such as account plans, strategy updates, and operating reviews.
• Partnerships, Pilots & Market Innovation - Represent Mastercard in strategic partner discussions and teaming conversations with fintechs, integrators, and ecosystem partners developing solutions for government customers. Lead the launch and scaling of first‑of‑kind pilots with customers and partners to test new capabilities, validate market demand, generate proof points, and inform longer‑term commercialization and go‑to‑market strategy.
• Performance Management & Operating Rhythm - Own performance management for the U.S. Public Sector business by defining KPIs, success metrics, visualization/reporting, and operating cadences aligned to strategic objectives. Drive transparency by tracking progress against goals, surface insights and risks, and enable data‑driven decisioning at a senior executive level.
• Pipeline, Pursuits & Revenue Enablement - Own pipeline management and prioritization across the U.S. Public Sector portfolio, supporting opportunity intake, qualification, pursuit strategy, forecasting, tracking, and reporting. Partner closely with specialist sales and account teams to advance priority opportunities, owning aspects of complex government pursuits such as the formulation of business cases needed to evaluate potential deals.
• Cross‑Functional Leadership & Talent Development - Lead complex, cross‑functional initiatives end‑to‑end, operating effectively within a highly matrixed organization to align stakeholders across product, services, sales, marketing, legal, policy, and finance. Serve as a trusted public sector subject‑matter expert for internal teams, and develop junior talent by providing clear ownership, mentorship, and exposure to high‑impact work across strategy and execution.

All About You:
• Typically 7+ years of experience in consulting, strategy & operations, business development, account management, or related roles; public sector, payments, fintech, or regulated‑industry experience strongly preferred.
• Demonstrated strength in strategy and go‑to‑market development, including structured problem definition, market and competitive analysis, strategic framing, and translation of strategy into clear priorities, operating plans, and execution roadmaps.
• Experience working at the intersection of public sector and payments, with strong familiarity across acquiring and acceptance‑led use cases (e.g., government collections, digital acceptance, and payment modernization) viewed as a significant plus.
• Demonstrated ability to take end‑to‑end ownership, from problem definition and strategic framing through execution and measurable results; a true self‑starter with a strong bias toward action who thrives in ambiguity and does not wait to be told what to do next.
• Proven ability to manage multiple complex workstreams simultaneously while maintaining high standards and meeting tight deadlines.
• Experience working across highly matrixed organizations and influencing without formal authority.
• Comfort operating in environments where no task is too big or too small - willing and able to move seamlessly between executive strategy and hands on execution.
• Exceptional written, verbal, and presentation communication skills; strong storytelling instincts and the ability to influence senior stakeholders.
• Strong analytical and problem‑solving skills, including experience with business case development, ROI modeling, and investment framing.
• Strong Microsoft Office skills (PowerPoint, Excel, Word) and comfort learning new tools quickly.
• Positive, collaborative teammate with strong interpersonal skills, intellectual curiosity, and a growth mindset.

Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

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.

In line with Mastercard’s total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.

Pay Ranges

New York City, New York: $190,000 - $304,000 USD

Purchase, New York: $182,000 - $291,000 USD