Director, Customer Success

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, Customer Success

Director, Customer Success
Small and Medium Enterprise Segment
Overview
The Director of Customer Success for Small and Medium Enterprise is a key leadership role responsible for the health, retention, and growth of a defined customer segment within Mastercard’s SME organization in the North America market. This role manages strategic financial institutions, fintechs, digital partners, processors and acquirers and merchant customers with meaningful revenue responsibility.
The Director is accountable for customer outcomes, executive relationships, and commercial performance across the segment. This includes renewals, expansion, and long-term value creation in close partnership with Sales, Product, Risk, and Operations teams.
This position operates at a director level within the SME team and requires strong leadership presence, commercial acumen, and the ability to engage credibly with senior customer executives.
Key Responsibilities
• Segment and Revenue Leadership
• Own overall customer health, retention, and net revenue growth for the merchants and ecommerce segment
• Be accountable for renewal outcomes, expansion initiatives, and revenue forecasting across the portfolio
• Partner with Sales to drive growth while ensuring customer value is clearly delivered and measurable
• Identify early risk signals, prioritize intervention strategies, and manage executive level escalations
• Strategic Account Ownership
• Oversee a portfolio of strategic accounts directly or through senior Customer Success Managers
• Ensure each strategic account has a clear success plan, value narrative, and executive engagement model
• Guide Small and Medium Enterprise discussions including renewals, pricing, and scope changes alongside Sales and Deal Desk
• Balance customer experience with Mastercard revenue objectives and long-term partnership goals

Executive Engagement
• Own and maintain senior executive relationships at key customer accounts where appropriate
• Act as an executive sponsor for high value customers and complex negotiations
• Represent the voice of the customer internally to influence product direction, service models, and investment priorities
Cross Functional Partnership
• Collaborate closely with SME Business Development and CAMS on account planning, territory alignment, and referral driven growth opportunities
• Partner with Product and Risk teams to translate customer needs into actionable insights and roadmap input
• Align with Operations, Finance, and Support teams to ensure smooth onboarding, billing accuracy, and service delivery
Success Measures
• Strong retention and GDV and net revenue growth within the assigned segment
• Trusted executive relationships with assigned customers
• Clear visibility into account health, risks, and expansion opportunities
• A capable, engaged team that owns outcomes and communicates confidently at the executive level
Qualifications
• Proven experience in Customer Success or Account Management teams in Small Business, B2B, fintech, financial institutions, payments, ecommerce or related businesses
• Demonstrated ownership of revenue, renewals, and expansion outcomes at scale
• Strong executive presence with experience engaging key levels within organizations and customer stakeholders
• Ability to operate cross functionally in a matrixed organization
• Experience managing strategic, high value customer portfolios

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 [email protected] 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 the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.

Pay Ranges

Purchase, New York: $182,000 - $291,000 USD