SMB Go‑To‑Market Director

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

The SMB Go‑To‑Market Director sits within Visa Commercial Solutions (VCS) Europe and owns the end‑to‑end go‑to‑market strategy, commercialisation, and execution for Visa’s SMB portfolio across the region.

This role is responsible for translating global and regional SMB strategy into executable growth programs, accelerating pipeline and revenue across issuers, fintechs, and partners serving SMBs. The Director acts as the connective tissue between product, sales, strategy, and execution, ensuring that Visa’s SMB propositions land clearly in market and deliver measurable impact.

The role requires a strategic thinker with strong analytical depth, coupled with the ability to run complex, multi‑stakeholder programs at pace in a highly matrixed environment.

Key Responsibilities:

SMB Go‑To‑Market Strategy:

• Own and evolve the European SMB go‑to‑market strategy, aligned to VCS regional priorities and global SMB vision
• Translate strategy into clear market priorities, segment focus, and growth theses by country, cluster, and client type (e.g. banks, fintechs, vertical specialists)
• Partner closely with regional and global strategy teams to shape multi‑year SMB growth plans and annual execution roadmaps

Commercialisation & Growth Programs:

• Design and lead pan‑European SMB growth initiatives, including cross‑sell and upsell sales plays, new solution launches, and priority vertical programs
• Build repeatable sales acceleration frameworks, playbooks, and activation models to scale impact across markets
• Ensure flawless execution from concept → launch → seller enablement → pipeline conversion → performance tracking

Analytics, Insights & Decision Support:

• Own analytical problem‑solving across SMB commercial performance, including segmentation, whitespace analysis, pipeline health, and prioritisation models
• Turn complex data into clear narratives and recommendations for senior leadership, regional heads, and sellers
• Improve decision‑making through market intelligence, competitive insights, and performance analytics

Cross‑Functional Leadership:

• Act as the orchestrator across Product, Market Sales, Solutioning, Marketing, Operations, and Finance to deliver SMB programs end‑to‑end
• Influence in a matrixed organisation, aligning teams around shared objectives and execution timelines
• Partner with SMB Solutioning leads to ensure propositions, value messaging, and GTM assets land consistently in market

Seller & Client Enablement:

• Build and maintain high‑impact client‑ and seller‑facing materials (storylines, decks, business cases, playbooks)
• Lead regional enablement to upskill sellers on SMB strategy, propositions, and plays
• Support priority client engagements, executive‑level discussions, and strategic workshops where needed.

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

Qualifications

Required experience:

• Strong strategic background, ideally from top‑tier management consulting, investment banking, corporate strategy, or a similar environment, with a proven ability to decompose complex problems and drive structured thinking
• Demonstrated experience leading end‑to‑end go‑to‑market, growth, or commercialisation programs in a matrixed organisation
• Highly analytical profile, comfortable building and interpreting models, sizing opportunities, prioritising investments, and measuring impact
• Proven ability to translate strategy into execution, balancing big‑picture thinking with operational delivery
• Confident engaging and influencing senior stakeholders, including regional leadership and global executives both internally and externally

Core capabilities:

• Strategic thinking with a strong bias to action
• Analytical rigour and data‑driven decision making
• Exceptional structuring, storytelling, and communication skills
• Strong program management and execution discipline
• Ability to lead through influence across cross‑functional teams
• Comfort operating in ambiguity and high‑pace environments

Additional requirements:

• Fluency in English required; additional European language a plus
• Experience working across multiple European markets strongly preferred
• Experience in payments, financial services, fintech, SaaS, or platform‑based businesses strongly preferred

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.