Sr. Director, Commercialization & Go-To-Market

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 Senior Director, Commercialization & Go-To-Market for VGS will provide visionary leadership and lead the end-to-end commercialization process for Visa Government Solutions North America ensuring continued growth through targeted solutions and GTM for Public Sector. This role will develop new partnerships and vertical strategies, sales enablement, pricing frameworks, marketing and events, and launch execution plans that accelerate revenue growth and strengthen Visa’s position in government use cases. In addition, this leader will manage the regional Solution team, and coordinate across multiple cross-functional teams, responsible for adapting Visa’s existing products and solutions to unique government use cases and regional specificities, and will drive strategic partnerships with GovTech players to expand Visa’s ecosystem.

Critically, this role is accountable for driving revenue realization from signed deals, tracking performance, and leading initiatives to unblock operational or commercial challenges that hinder delivery. The Senior Director will operate with significant autonomy, shaping mid- to long-term strategies, influencing executive leadership, and ensuring organizational impact across regions.

This role, reporting into the Global VGS Head (and indirectly to the Regional VGS Lead in North America), will be a critical link between the Global CoE and the regional Sales teams, accelerating global learnings and bringing market feedback to global teams. This role will be a critical enabler to drive both near and long-term FY30 goals.

Key Responsibilities:

GTM Strategy:

• Develop and implement a comprehensive and prioritized GTM strategy for VGS to achieve revenue objectives over a multi-year time horizon.
• Develop new growth verticals (e.g., postal networks, health departments, GovTech platforms) that align with regional revenue acceleration priorities.
• Define market archetypes and use-case-based solution propositions, incorporating go-to-market ready ecosystem partners and enablers.
• Build strategic pricing frameworks and deal structures aligned to segment economics and value delivered.
• Evaluate and implement changes to Visa operating system rules and policies in partnership with VGS CoE to ensure Visa is competitive in all prioritized payment channels.
• Ensure engagement and alignment with regional and market Government Affairs, including compliance with PPLC policy.

Solution & Innovation:

• Lead and support the Regional Solution Lead to adapt Visa products for unique government use cases and regional requirements.
• Ensure solution design aligns with regulatory, functional, and commercial needs of government clients.
• Partner with Global Solutions teams and regional product teams to influence roadmap priorities based on regional insights and client feedback.
• Drive innovation by linking Visa’s core capabilities with emerging GovTech trends relevant to the region.
• Partnerships & Ecosystem Development
• Manage the Regional Partnerships function to identify and cultivate strategic partnerships with GovTech providers, system integrators, and other ecosystem players.
• Execute on global partnerships operating within the region, ensuring alignment with global commercial frameworks while tailoring for local market needs.
• Create partnership models that accelerate adoption and enable joint solutions for government clients.
• Build and maintain relationships with executive leadership, both internally and externally, to expand Visa’s influence and drive ecosystem development at scale.

Revenue Realization, Launch & Continuous Improvement:

• Own revenue realization for signed deals by tracking performance and driving initiatives to remove blockers across contracting, onboarding, and delivery.
• Build relationships with Regional stakeholders important to the execution of VGS plans, including Visa Direct, Visa Commercial Payment Solutions, Client Success, Visa Consulting & Analytics to ensure alignment and appropriate resourcing.
• Work with Global Sales Enablement and Marketing to deliver regional go-to-market initiatives—including localized sales plays, events, training programs, and onboarding—ensuring alignment across pre- and post-sales phases to drive adoption, accelerate ramp-up, and support revenue growth.
• Implement review cycles (90/180 days) to assess deal performance, customer feedback, and competitive shifts.
• Feed insights into GTM and pricing updates to improve product-market fit.

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


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

Qualifications

Basic Qualification:

• 12 or more years of work experience with a Bachelor's Degree or at least 10 years of work experience with an Advanced Degree (e.g., Master's, MBA, JD, MD), or a minimum of 5 years of work experience with a PhD.

Preferred Qualifications:

• 15 or more years of experience with a Bachelor's Degree or 12 years of experience with an Advanced Degree (e.g., Master's, MBA, JD, or MD); PhD with 9+ years of experience.
• Proven track record in B2B product commercialization and GTM strategy, ideally in software-centric or government-focused solutions.
• Strong strategy development and commercial mindset with experience in pricing strategy, deal structuring, and revenue accountability.
• Ability to lead in a matrixed environment and influence senior stakeholders.
• Hands-on experience launching products through direct and indirect channels.
• Excellent communication skills; comfortable engaging with C-suite executives and operational teams.
• Experience managing solution design for complex client segments.
• Familiarity with GovTech and/or payments ecosystem in the Region and government procurement processes is a plus.
• Demonstrated ability to manage multiple teams and/or a vertical, with a focus on mid- to long-term strategic planning and organizational impact.
• Experience operating at the executive level, influencing and collaborating with senior leadership to drive business transformation.
• Minimum of 15 years’ career experience, with a strong focus on strategy, business development, and commercialization.

Success Profile:

• Strategic thinker with operational discipline.
• Collaborative leader who can orchestrate across global and regional teams.
• Results-driven, with a focus on accelerating revenue growth and improving client experience.
• Visionary executive with a proven ability to drive large-scale transformation and deliver sustainable business outcomes.

Information for US Applicants

For roles located in the US, the estimated salary range for this position is $240,000.00 to $ 420,000.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity.Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.

Work Hours

Varies upon the needs of the department.

Travel Requirements

This position requires travel 5-10% of the time.

Mental/Physical Requirements

This position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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