Sr. Director, Digital Sales Go To Market lead

About Us
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

Key Responsibilities:

CEMEA GTM Strategy and Market Development:

• Define the CEMEA Digital Sales GTM strategy, priorities, and multi-year roadmap in alignment with regional growth objectives and Visa 2030 strategy.
• Identify and prioritize high-value white-space opportunities, micro-segments, corridors, and territories using market data, client insights, intent signals, and industry trends.
• Design differentiated territory plays and market-entry approaches that reflect CEMEA’s varied market maturity, regulatory environments, client needs, and commercial potential.
• Partner with subregional and country leaders to translate regional priorities into executable market plans, qualified pipeline, and measurable revenue outcomes.
• Own the regional portfolio of GTM initiatives, balancing near-term commercial delivery with longer-term capability building.
  

Integrated Product and Commercial Proposition Development:

• Lead the development of integrated GTM propositions spanning Core Payments, CMS, and VAS, creating a consistent client narrative while preserving product-specific value.
• Translate market needs, client feedback, and emerging industry trends into clear, commercially viable offerings and segment-specific value propositions.
• Partner with Product, Solutions, Pricing, Finance, Legal, Risk, and market teams to ensure propositions are scalable, executable, and appropriate for local market conditions.
• Drive product-to-market fit by defining the right proposition, buyer, use case, sales motion, and route to market for each priority segment.
• Optimize the end-to-end client and sales journey, including decision-makers, buying triggers, barriers, conversion points, and expansion opportunities.

Demand Strategy and Campaign Orchestration:

• Set the regional demand-generation strategy and oversee the design of targeted digital sales plays, outreach sequences, messaging, and value articulation.
• Align B2B Marketing, Business Development Representatives, Demand Response, Digital Sales, and specialist sellers around market and segment priorities.
• Establish governance for campaign prioritization, execution, measurement, and follow-up, ensuring clear accountability across regional and market teams.
• Sponsor pilots, define success measures, test hypotheses, and scale proven commercial motions across CEMEA.
• Use performance insights to improve return on investment, conversion, pipeline quality, velocity, and seller productivity.

Data, AI, and Sales Productivity:

• Shape the regional insights agenda, partnering with Data and Analytics teams to develop dashboards, predictive models, prioritization frameworks, and decision tools.
• Leverage CRM, intent platforms, martech, market datasets, and AI-enabled tools to improve focus, proposition selection, account prioritization, and next-best-action recommendations.
• Identify systemic barriers to Digital Sales and specialist productivity and sponsor solutions through process simplification, automation, enablement, and operating-model changes.
• Embed disciplined performance management, with clear measures linking GTM activity to pipeline, conversion, revenue, and client outcomes.

Regional Leadership and Cross-Functional Alignment:

• Act as the senior regional integrator across Sales, Sales Excellence, Product, Marketing, BDR, Demand Response, Data and Analytics, Finance, and Digital Sales.
• Influence senior stakeholders across CEMEA and global teams, securing sponsorship, investment, and alignment for priority GTM initiatives.
• Establish and scale regional GTM playbooks, governance, templates, and best practices while allowing for appropriate market-level adaptation.
• Lead through ambiguity and organizational complexity, resolving competing priorities and creating clarity on decisions, ownership, and execution.
• Build GTM capability across the region through coaching, enablement, communities of practice, and knowledge sharing. Lead direct reports and/or cross-functional teams as applicable.

Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.

Qualifications

Basic Qualifications:

• 12 or more years of relevant work experience with a Bachelor’s degree, including significant experience in regional go-to-market, commercial strategy, sales, business development, or a related field.
• Demonstrated experience leading complex, cross-functional initiatives across multiple countries or subregions, ideally within CEMEA or another diverse emerging-markets environment.
• Proven ability to develop and execute B2B GTM strategies that translate market intelligence into pipeline, revenue growth, and measurable business outcomes.
• Strong understanding of digital-first sales models, full-funnel demand management, segmentation, CRM, intent data, and multi-channel commercial programs.
• Experience integrating multiple product portfolios into coherent client propositions and sales motions.
• Executive-level communication, influencing, and stakeholder-management skills, with the credibility to engage senior regional, market, and global leaders.
• Strong analytical and commercial acumen, including the ability to use performance data and business cases to guide investment and prioritization decisions.
• Fluency in English. Additional CEMEA languages are an advantage.
• Knowledge of payments, financial services, technology, or SaaS is strongly preferred.

Preferred Qualifications and Leadership Capabilities:

• Enterprise mindset with the ability to connect regional strategy, product priorities, and market execution.
• Builder mentality: entrepreneurial, pragmatic, and comfortable creating structure, operating models, and capabilities from the ground up.
• Demonstrated leadership in ambiguous, fast-moving, and highly matrixed environments.
• Strong judgment in prioritizing across markets with different levels of maturity, opportunity, and execution readiness.
• Passion for AI-enabled GTM, automation, and scalable approaches that reduce manual effort and improve seller effectiveness.
• Ability to inspire, coach, and mobilize teams without relying solely on formal authority.

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.

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Why work here?

If you thrive on rapid growth and enjoy working alongside positive, driven teammates, you’ll feel right at home here.

Help us to uplift everyone, everywhere. Whether you’re starting your career, pushing your capabilities or are a seasoned professional, learn how we can partner to reimagine the world.

About Us

At Visa, we are driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid. Our evolving technology keeps us at the heart of the digital economy, connecting people to 80+ million businesses worldwide. Backed by a resilient, proven model, our expanding network fuels growth—for Visa and for your career.

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