Senior Specialist Sales, Customer Growth

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

Senior Specialist Sales, Customer Growth

Job Description Summary
Mastercard is a place where change makers excel, and innovators shape a better tomorrow. Innovation requires taking thoughtful risks and moving with speed and agility, so that’s what we aspire to do. We invite our employees to bring their hearts, minds and whole selves to work every day to push boundaries and dream up new possibilities Let’s create new possibilities together.

The European Mastercard Move team develops and maintains relationships with some of the largest merchants, fintechs, acquirers, and banks across Europe, in support of their money movement needs. We bring innovative products and solutions to customers to enhance their money movement offerings with world class card and non-card capabilities alike.

We are seeking an detail oriented, customer centric individual to join the team and drive customer growth for Transfer Solutions in our Central Europe Division.

Location: Prague or Frankfurt

Role Overview:

• To drive customer growth and revenue optimisation activities across the Mastercard Move team in Central Europe.
• Support customer centric outcomes from post sale, through onboarding and revenue ramp.
• Partner with Sales, Global Product Implementation and Product teams to accelerate onboarding and reduce time to revenue.
• Act as voice of the customer to improve internal processes and influence product/network roadmaps.
• Ensure full revenue realisation through optimisation and acceleration activities and projects.


Responsibilities:

• Partner with Sales to drive customer conversations by defining upsell frameworks, surfacing new use cases and corridor expansions. Own the customer growth plan through the customer lifecycle.
• Coordinate cross functional delivery – work with internal global and regional teams (Product, Customer Implementation Services, Treasury, Compliance, Legal and Customer Support) to shorten time to integration and maximise customer efficiencies.
• Champion the voice of the customer - synthesising implementation and real-life feedback, establishing customer metrics (e.g. NPS), and feeding insights into the global product roadmap.
• Maximise revenue expansion and retention - identify upsell/cross sell use cases and partner with Sales/Account Management on value proving and renewal narratives.
• Be the go-to Salesforce champion within the team and ensure excellent data quality and control.
• Measure and improve product usage performance - track time to integration, transfer success rates, decline/exception trends, contact and RFI rates; identify corrective actions with product/engineering and partners to improve reliability and scale; track and report customer’s commercial performance against the business case.
• Deliver customer training on Move products and features; publish success guides/checklists to reduce onboarding friction; and accelerate adoption across markets.

The role holder will drive growth by focusing on the following core areas:

• Support post-sale customer management – drive engagement and readiness by defining gated milestones, driving customers through integration, testing and launch, and capturing feedback to improve future implementations
• Identify onboarding efficiencies - partner with Regional Product and other teams by standardising playbooks and automations reducing uncertainty and time-to-integration. Lead structured retrospectives from past onboardings with relevant stakeholders and provide feedback to Sales on product scoping quality.
• Increase divisional revenue by driving customer and corridor optimisation from expansion into new corridors or championing new / improved service providers.

Experience:

• Czech or German & English language essential, Polish beneficial.
• Experience in sales roles & working with product management and/or delivery teams.
• Working in a scale-up fintech environment / an entrepreneurial corporate culture, selling to Banks, Merchants, Payment Processors & FinTechs
• Success working with customers across Europe & managing pipeline through Salesforce
• Managing complex initiatives and large cross-functional projects

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.