Director – Global Services B2B Travel

Overview

In this role you will define and lead Mastercard’s global B2B Travel Services strategy, shaping a portfolio that leverages core capabilities to serve travel clients. You’ll translate industry insights into differentiated services, partnering with Product, Delivery and Sales to scale offerings across regions. You will own go-to-market execution, client engagements and measurable outcomes in revenue and client impact. This is a strategic, entrepreneurial leadership role focused on growth, partnerships and delivering value across the travel ecosystem.

Responsibilities

• Define the global B2B Travel Services strategy, roadmap and alignment with Travel objectives.
• Identify unmet needs across OTOs, TMCs, wholesalers, bed banks, airlines, hotels, travel tech providers and financial partners.
• Analyze commercial models, distribution relations and payment flows to inform adoption of new solutions.
• Assess opportunities by demand, market potential, feasibility and financial return; balance near-term growth with long-term innovation.
• Translate priorities into regional plans and actionable roadmaps.
• Lead discovery with clients and partners to identify challenges in payment strategy, cross-border flows, reconciliation, fraud and operational efficiency.
• Develop compelling value propositions and business cases linking client needs to Mastercard capabilities.
• Decide which existing services to scale, tailor or replace with new solutions or partnerships.
• Collaborate with Product, data/analytics, innovation and Delivery to shape requirements and align investments.
• Test concepts with anchor clients, validate willingness to pay and establish repeatable solutions.
• Drive go-to-market strategy including segments, personas, positioning, packaging and pricing.
• Build and manage a services pipeline with regional Sales and account teams.
• Lead client engagements from discovery to commercial agreement and enablement.
• Equip teams with narratives, use cases and tools to articulate Mastercard Services value.
• Track performance metrics for revenue, adoption and client impact.

Key requirements

• Deep, hands-on experience in the B2B travel ecosystem (travel business, travel tech, or related role).
• Strong understanding of travel value chain and interdependencies among intermediaries, suppliers, platforms and payment providers.
• Extensive knowledge of B2B travel payment flows and economics (virtual cards, cross-border payments, settlement, reconciliation).
• Proven track record turning industry needs into commercially viable services or solutions.
• Experience progressing ideas from concept to launch with measurable business outcomes.
• Strong strategic and financial acumen including business case development and prioritization.
• Ability to engage senior travel stakeholders and establish credibility through domain expertise.
• Entrepreneurial mindset with capability to lead strategically and execute hands-on in a growing business.
• Proven ability to influence跨functional teams without direct reporting lines.
• Excellent communication, relationship-building and negotiation skills.

• Strategic thinking
• Relationship-building
• Negotiation
• B2B travel payment flows and economics
• Data and analytics
• Fraud prevention and cybersecurity

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