Director, Sales Excellence at Visa

Job Description

The CMS Sales Excellence Director will play a critical role in supporting global and regional sales across our Commercial, Money Movement, and Visa Government Solutions segments. As part of the CMS Strategy & Commercial Operations team, this role will join a high‑growth area of the business focused on driving revenue expansion beyond the core consumer card portfolio. Working closely with their team and cross‑functional partners, the Director will focus on enabling sales performance, strengthening operational rigor, and accelerating the Sales‑to‑Revenue lifecycle. This includes improving data readiness, enhancing deal‑to‑activation workflows, and leading targeted initiatives that unlock measurable revenue and efficiency gains across CMS and our broader go‑to‑market ecosystem.

Role summary:

• You will be the single point of contact for CMS and the coordinator for all data initiatives that are prerequisites to accelerating Time to Revenue (iDeal, GARP, DPT, Client Svcs ATTR, and related feeds).
• You will drive the deployment of an interim, driver level Deal Performance solution to support compensation and inform quota/target planning.
• You will identify and operationalize the highest impact Sales to Revenue use cases—prioritizing a small portfolio of initiatives that remove bottlenecks and produce quantifiable improvements across Client Services and GTM, moving beyond reporting to real operational change.

What you’ll do:

CMS point of contact and cross-functional coordination (data prerequisites to Time to Revenue):

• Serve as the primary CMS contact across Markets, Sales, Client Services, Contracting, Finance (FVO) and other data feeds.
• Stand up a clear intake and prioritization process for data requirements working with Global and regional CMS BUs. Maintain a transparent backlog and roadmap tied to business value.
• Coordinate delivery of CMS requirements across iDeal, GARP, DPT, CS ATTR (and dependent systems like MSD)
• Provide regular updates to Senior Management on the progress and performance of sales to revenue integration efforts

Drive deployment of an interim driver level Deal Performance solution (to support comp and planning):

• Define and deliver a driver level view of deal performance (e.g., attribution logic, milestone drivers, activation readiness) starting with LAC and scaling to other regions.
• Partner with CMS Sales Comp and GSCO to ensure the solution supports SIP/MBO and quota/target planning, align refresh cadence and control checks.
• Establish and run a sustainable operational cadence and process for dashboards and data feeds used by CS, Specialist sellers, Markets Ops and AEs —own refresh schedules, data quality checks, roles/handoffs, and issue management—while driving adoption through training and enablement.
• Implement quality and reconciliation controls to Finance baselines, with documented variance thresholds and error budgets.

Identify and operationalize high impact Sales to Revenue use cases (real operational change):

• Map the end-to-end lead, deal, contract, implementation → activation flow, quantify bottlenecks (cycle time, rework, data readiness, capacity).
• Run a value first prioritization model (e.g., RICE/Value vs. Effort) to select a handful of initiatives that move the needle, say no/not yet to lower value asks.
• Lead 2–4 initiatives at a time that create measurable improvements (examples: standardized contracting SLAs and templates, pre-compliance gates, implementation readiness, VIK utilization, other drivers that unlock NR realization).
• Instrument each initiative with leading/lagging KPIs, publish scorecards, adjust scope based on observed impact, lock in changes with process, policy, or tooling so gains persist.

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Qualifications

• Strong stakeholder management skills with experience in leading and delivering enterprise transformation initiatives that drive revenue growth
• Excellent analytical and problem-solving abilities, with a data-driven approach to decision-making
• Strong executive presence, communication and interpersonal skills, with the ability to effectively engage and influence stakeholders at all levels, excellent PowerPoint skills required
• Demonstrated ability to manage multiple projects and priorities in a fast-paced environment
• Solid experience in transforming problem statements into tactical plans and delivery roadmaps
• Proven ability to formulate strategy, and demonstrated critical thinking and ability to operationalise strategy
• Strong teamwork, ability to work effectively across functions, levels and locations