Manager, Business Development Representatives “BDR”, Americas, Mastercard Services

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 Manager, Business Development Representatives “BDR”, Americas, Mastercard Services About the Role Mastercard Services is seeking a proven Business Development leader to build and scale a high-performing BDR team across the Americas, with a particular emphasis on Latin America. This is a builder's role — you will design processes, frameworks, and playbooks from the ground up while simultaneously rolling up your sleeves to coach and develop your team. You bring firsthand experience as a BDR or outbound seller and remain actively engaged with industry best practices, emerging sales methodologies, and relevant literature. Success in this role requires the ability to cultivate deep, trust-based relationships across a complex global organization spanning hundreds of products and diverse stakeholder groups. You are equally comfortable shaping strategy and executing at the ground level, and you thrive in environments where the path forward must largely be created/improved rather than inherited. What Makes This Role Distinctive • Latin America focus: You will tailor prospecting strategies to local business cultures, languages, and buyer dynamics with primary focus on Latin America with some secondary coverage of North America. • Build from scratch: You will architect the BDR function's infrastructure, including outreach cadences, playbooks, onboarding programs, and performance frameworks. • Hands-on leadership: You lead by example, drawing on your own experience as a prospector to coach your team on cold calling, email sequencing, and LinkedIn outreach. You stay current with industry developments and bring fresh thinking to the team regularly. • Navigate complexity: Mastercard Services operates across a vast portfolio of products and a matrixed global organization. You will build the relationships and internal fluency needed to develop strong internal collaboration and position the right solutions to the right prospects. Key Responsibilities Team Leadership & Development • Lead, mentor, and manage a subset of the Americas BDR team, fostering a high-performance culture grounded in accountability, learning, and professional growth. • Provide ongoing coaching rooted in your own hands-on experience as a prospector — including live call coaching, email and LinkedIn reviews, and objection handling workshops. • Stay actively engaged with industry best practices, new sales methodologies, and relevant literature, continuously bringing fresh thinking and techniques to the team. • Design and deliver structured onboarding and development programs so new team members ramp quickly and effectively. Latin America Market Development • Develop deep expertise in key Latin American markets, adapting prospecting strategies to reflect regional business cultures, decision-making styles, and buyer expectations. • Build relationships with senior stakeholders across the region, earning trust and credibility with enterprise prospects in financial services, retail, technology, and adjacent verticals. • Partner with regional Sales and Marketing leaders to ensure BDR activity is aligned with local go-to-market priorities. Process Building & Optimization • Improve existing and implement additional components of the BDR function's core infrastructure from the ground up: outreach cadences, qualification frameworks, handoff protocols, and performance management rituals. • Continuously evaluate and iterate on processes and workflows to increase efficiency, consistency, and effectiveness as the team grows. • Document and institutionalize winning approaches so that best practices scale across the team and persist through team changes. Strategy & Prospecting Excellence • Develop and implement scalable outbound prospecting strategies across channels — email, phone, and LinkedIn — with a focus on engaging senior decision-makers at enterprise organizations. • Drive qualified pipeline for Mastercard Services, ensuring the team consistently achieves and exceeds KPI targets for meetings, opportunities, and revenue impact. • Apply a data-driven lens to strategy: analyze outreach volume, response rates, conversion metrics, and outcomes to identify what is working and amplify it across the team. Cross-Functional Collaboration & Stakeholder Navigation • Build strong working relationships with Sales, Marketing, Product, and Operations stakeholders across Mastercard's complex global organization. • Navigate the breadth of Mastercard's product portfolio to identify the most relevant offerings for specific prospect segments and use cases. • Gather qualitative and quantitative feedback from internal partners to continuously refine outbound strategy and improve lead quality. • Represent the BDR function clearly and credibly in reporting to senior leadership. Qualifications Required • Educational qualification – BA/ MBA in Business/ Marketing/ Accounting/ Finance or similar degree. • Demonstrated experience in a BDR Manager or senior BDR/SDR leadership role, ideally within a global organization. • Firsthand experience as a Business Development Representative, Account Development Representative, or outbound seller — you have lived the role you are managing. • Proven ability to build processes, frameworks, and programs from scratch, with a track record of scaling BDR teams or functions. • Strong coaching instincts and a hands-on approach: you can demonstrate what good outreach looks like, not just describe it. • Active engagement with the BDR/sales development community — you read the books, follow the practitioners, and bring current thinking to your team. • Experience operating in Latin American markets, with cultural fluency and understanding of regional business dynamics. • Fluency in Spanish and/or Portuguese strongly preferred, in addition to English. • Deep familiarity with outbound prospecting methodologies across channels (email, cold calling, LinkedIn). • Strong relationship-building skills, with the ability to earn trust across complex, matrixed organizations. • Proficiency in CRM systems (Salesforce preferred) and sales enablement tools such as Outreach.io, ZoomInfo, and LinkedIn Sales Navigator. • Analytical capability to assess performance data, identify trends, and translate insights into tactical and strategic action. The Profile We Are Looking For The ideal candidate is a practitioner-turned-leader: someone who earned their perspective in the field, knows what it takes to book a meeting with a skeptical CFO, and can pass that knowledge on with energy and empathy. They are comfortable with ambiguity and energized by the opportunity to build. They understand that great relationships — with prospects, with internal partners, and with their own team — are the foundation of everything. This person brings intellectual curiosity to their craft. They read. They experiment. They debrief. And they bring what they learn back to their team consistently, creating a culture of continuous improvement that elevates everyone. 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.