Director, Business Development At Ethoca, a Mastercard company, you can join a team of top business and technology innovators who are transforming the industry. We are changing the payments landscape and reinventing the way global merchants and issuers combat fraud and reduce costs, and increasingly, how we help elevate consumer experiences. Our relentless customer focus is what makes us a multi award-winning business. Role: We are seeking a Director of Global Market Development to build, scale, and energize our Market Development Representative (MDR) organization across North America, EMEA, and APAC. You aren't just managing a lead generation team; you are architecting a modern revenue engine. You will bridge the gap between Demand Generation and Sales, utilizing intent data, AI tools, and Account-Based Marketing (ABM) strategies to drive high-quality pipeline. You will lead a team of individual contributors, fostering a culture of continuous learning, career progression, and high performance. What you will do: Pipeline Development: Own the global number. Develop and execute the strategy to meet quarterly and annual pipeline targets for both Inbound (SLA management) and Outbound (Strategic target accounts). Move beyond "spray and pray." Implement multi-channel sequencing (Email, Phone, LinkedIn, Video) powered by intent data Tech Stack Optimization: Champion the adoption of our sales tech stack (Salesforce, Outreach, ZoomInfo, and Generative AI tools) to increase efficiency and remove administrative burden. Data & Analytics: Partner with RevOps to rigorously track metrics that matter: conversion rates, lead velocity, pipeline contribution, and Customer Acquisition Cost (CAC). Manage MDRs across different time zones, respecting local cultural nuances and market differences. Act as the primary feedback loop to Marketing. Validate lead scoring models, provide feedback on campaign resonance, and ensure alignment on ABM target lists. All About You: Solid experience in SaaS Sales or Business Development, with prior experience with people leadership role. Global Mindset: Proven experience managing teams across multiple regions (EMEA/APAC experience is a major plus). You understand the difference between selling in Texas vs. Tokyo vs. London. Tech Native: You are fluent in the modern sales stack. You understand how to leverage AI for personalization at scale, not just automation. Data Storyteller: You don't just export spreadsheets; you interpret data to find bottlenecks and opportunities. You are comfortable presenting QBRs to the C-Suite. Coach: You have a passion for developing talent. You lead with empathy and drive performance through motivation, not fear. 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. 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: Austin, Texas: $158,000 - $253,000 USD Arlington, Virginia: $182,000 - $291,000 USD Atlanta, Georgia: $158,000 - $253,000 USD Boston, Massachusetts: $182,000 - $291,000 USD Chicago, Illinois: $158,000 - $253,000 USD O'Fallon, Missouri: $158,000 - $253,000 USD Purchase, New York: $182,000 - $291,000 USD Salt Lake City, Utah: $158,000 - $253,000 USD Seattle, Washington: $182,000 - $291,000 USD