Director, Account Management (Financial Institutions) - Ethoca

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 Director, Account Management (Financial Institutions) Overview The Director, Account Management will lead the growth, optimization, and protection of a portfolio of large, strategic Financial Institution (FI) clients, with a clear mandate to drive revenue retention and expansion. This role requires a highly strategic and analytical leader who can translate customer insights into actionable account plans, build a strong opportunity pipeline, and deliver measurable commercial impact. Success in this role depends on deep customer relationships, data-driven insights, and strong cross-functional collaboration to execute against a clear and scalable growth strategy. Role • Own and grow strategic FI account relationships, acting as the primary point of contact • Identify and develop sales opportunities; actively build and manage a strong opportunity pipeline • Develop and execute account plans to drive direct and indirect revenue growth • Lead day-to-day customer engagement, including issue resolution, data insights, strategic messaging, and QBRs • Drive partnership expansion and deepen customer engagement • Lead negotiations with clients and internal stakeholders; develop term sheets and contracts • Build and maintain strong relationships with senior internal stakeholders to align on strategy and execution • Partner cross-functionally with Sales, Product, Engineering, Customer Success, Legal, and Technology to deliver results • Ensure a customer-first delivery model, driving best-in-class service, insights, and value • Prepare executive-ready presentations for internal and external stakeholders • Own reporting cadence, ensuring timely and accurate delivery of required outputs All About You • Extensive experience managing customer relationships, revenue, and sales, with a proven track record of delivering growth targets • Strong commercial acumen, with experience building business cases, ROI analyses, and managing pipeline and forecasting • Demonstrates experience negotiating deals and managing contracts • Deep account management expertise, including managing Tier 1 and Tier 2 customers • Strong experience leading Request For Proposals, building opportunity pipelines, and driving revenue expansion • Proven experience managing internal stakeholder management skills, with the ability to influence senior leaders • Proficient in Excel and PowerPoint, with the ability to translate data into insights and deliver strategic storytelling through executive-ready materials • Prior experience in the payments industry preferred • Comfortable with public speaking and able to travel as required 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. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly. 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 Canada, the successful candidate will be offered a competitive pay based on location, experience and other qualifications for the role and may be eligible to participate in a discretionary annual incentive program. This posting reflects one or more current openings on our team. Pay Ranges Toronto, Canada: $138,000 - $221,000 CAD