Vice President B2B Merchant Acceptance

  • San Francisco/Foster City, CA, us
  • Full-time

Company Description

Common Purpose, Uncommon Opportunity. Everyone at Visa works with one goal in mind – making sure that Visa is the best way to pay and be paid, for everyone everywhere. This is our global vision and the common purpose that unites the entire Visa team. As a global payments technology company, tech is at the heart of what we do: Our VisaNet network processes over 13,000 transactions per second for people and businesses around the world, enabling them to use digital currency instead of cash and checks. We are also global advocates for financial inclusion, working with partners around the world to help those who lack access to financial services join the global economy. Visa’s sponsorships, including the Olympics and FIFA™ World Cup, celebrate teamwork, diversity, and excellence throughout the world. If you have a passion to make a difference in the lives of people around the world, Visa offers an uncommon opportunity to build a strong, thriving career. Visa is fueled by our team of talented employees who continuously raise the bar on delivering the convenience and security of digital currency to people all over the world. Join our team and find out how Visa is everywhere you want to be.

Job Description

The Visa Business Solutions(VBS) team has responsibility for the global P&L and product vision for Visa’s business solutions including creation of issuer and acquirer segment strategies, commercialization of new and enhanced products and services, research and thought leadership, product engagement with our issuing financial institutions and partners, and acceptance among merchant suppliers. The team serves financial institutions, partners and their downstream clients by providing payment solutions to all segments of the commercial supply chain/B2B segments (SB, LMM, Govt).


The Vice President, B2B Merchant Acceptance position will lead all commercial product acceptance expansion efforts globally, and will be responsible for influencing and developing the strategy and go-to-market to grow B2B Acceptance and stem de-enrollment across defined merchant verticals. This senior-level role will engage with Visa’s Issuers, Acquirers, partners and Fintechs and will lead internal and external sales resources in efforts to grow acceptance at B2B Merchant suppliers.  In addition, the role involves working with the extended VBS Product Team, The Merchant teams globally , CyberSource, Visa IRF and Rules leaders to identify gaps/new requirements, and develop and implement solutions that meet acquirer, issuer and end client needs.   The selected individual will also have responsibility for all aspects of supplier engagement in the VBS space, including the current Supplier Enablement Services (SES) team




  • Define and execute Visa’s (B2B) Business Solutions acceptance strategy, working in concert with the Merchant Sales and Solutions Team, Acquiring Team, CyberSource, VBS Product and Partnerships teams and others across the organization to gain consensus on approach by industry segment and vertical.

  • Lead a team of multi-disciplined, internal and external B2B Acceptance subject matter experts, in executing actions that will lead to improving merchant supplier acceptance of Visa Commercial Products.

  • Develop comprehensive strategies to deliver Business Solutions acceptance to all members of the acceptance community from small business to multi national suppliers.

  • Provide definition and execution on product use cases to package products and solutions for merchants/suppliers and acquirers, thereby driving acceptance growth, and reducing friction in the commercial transaction arena.  Product development and execution will be a critical aspect of this role.

  • Evolve and grow supplier expansion strategies in the market by leveraging technology partnerships in specific verticals for B2B growth. Expand acceptance programs at partner level to improve value prop for commercial acceptance at merchant supplier level.

  • Provide a voice for B2B Acceptance in the market for Visa including internal and external thought leadership

  • Lead the Supplier Enablement and Optimization team and subject matter expertise in sales to board merchants identified as decliners of Visa commercial credit products.

  • Define the appropriate acceptance strategies and solutions for select merchant categories across strategic vertical segments, to drive new, large ticket transactions.

  • Liaise with the Merchant Sales and Solutions Team to identify commercial expansion opportunities within managed accounts, leverage strategic B2B initiatives (e.g., large ticket programs, verticals); to open non-accepting business units or segments within current B2B accepting merchants.   Ensure that there is tight alignment between the teams.

  • Collaborate with Commercial colleagues, CyberSource, Interchange and Visa Rules teams to gain closer alignment on B2B initiatives to drive value to, and volume from, acquirers and their merchant customers.



  • Leader with extensive experience (20+ years) in business development, strategy, people/team leadership and development, preferably in commercial payments and B2B merchant arenas.

  • Significant experience leveraging B2B payment or acceptance solutions, leading inside and outside sales resources, merchant supplier acceptance, and contract negotiations.

  • Demonstrated understanding of Global trends in B2B Acceptance.  History of working in multiple geographies would be a plus.  

  • 15+ years in product development and execution preferably in the B2B Acceptance space.  This would include idea generation with key stakeholders, to deliver for end clients.

  • 15+ years experience in broad commercial payments/transaction banking understanding including receivables management.  Specifically non-card based receivables management.

  • Extensive experience (10+ years) in team leadership within the Financial Services industry.

  • Exceptional ability to coordinate internal and external resources to nurture cross-functional relationships (i.e. issuer, acquirer, suppliers, Visa) and drive solutions for broad payment acceptance.

  • Ability to structure, manage, and coordinate complex cross-enterprise, goal oriented, objectives with multiple stakeholders at senior levels.

  • Strong results-oriented leader; analytic and fact-based consultative discipline.

  • Strong communication, team leadership, people development and business development skills.

  • Team oriented, and self- motivated, collaborative, diplomatic, and flexible. Ability to leverage appropriate mix of experience, intuition and analytics to drive decisive action and direction of team to achieve business goals and objectives and drive engagement across merchant, acquirer and issuer partners.

  • MBA or equivalent work experience required.

Additional Information

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

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