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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.
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Job Description
What’s it all about?
The Head of Sales Development FBL is a key market role supporting France, Belgium, and Luxembourg, responsible for driving high-quality deal development, commercial structuring, governance, and sales enablement across the cluster. Based in Paris and reporting to the FBL GCM, this role will work in close partnership with the Country managers, Client Engagement, Finance, Strategy and commercial operations, Legal, and other cross-functional stakeholders to shape compelling client propositions, optimize deal structures, and support disciplined pipeline management.
The role requires a strong combination of commercial acumen, financial rigor, deal modeling capabilities, and stakeholder influence, helping ensure that client opportunities are structured to balance competitive positioning, strategic objectives, and sustainable long-term net revenue growth.
What we expect of you, day to day
- Support the development and execution of sales development priorities across France, Belgium, and Luxembourg, in alignment with cluster growth objectives. Partner with Client Engagement teams and key stakeholders to coordinate client incentive deals, RFP responses, and the development of strong, differentiated client propositions.
- Advise on the most appropriate deal structures, balancing corporate requirements, financial returns, competitive dynamics, and strategic priorities.
- Lead or support deal modeling and commercial structuring, including scenario analysis, investment sizing, revenue modeling, profitability assessment, and return evaluation.
- Provide robust financial analysis to support commercial decision-making, including business case development, incentive assessment, client profitability evaluation, and performance tracking.
- Work closely with CE, Finance, and hub support functions to build rigorous, fact-based recommendations and concise narratives that can be socialized effectively with senior stakeholders.
- Coordinate cross-functional inputs to ensure a single, coherent voice across proposal documents, approval materials, and client presentations.
- Support pre-sales engagement by helping shape client-specific sales strategies, investment plans, negotiation approaches, and commercial recommendations. Partner with CE teams, and where appropriate directly with clients, to understand business strategies, challenges, and requirements, ensuring Visa is focused on the highest-value opportunities.
- Maintain strong oversight of the deal pipeline, including prioritization, tracking, governance, and the integrity of deal metrics captured in MSD and/or other internal sales management systems.
- Create regular updates and reporting to track deal team priorities, deadlines, approvals, and commercial progress.
- Monitor the performance of existing deals and support Finance and business teams with follow-up analysis, reporting, and optimization where needed.
- Share insights and best practices from across European markets to improve commercial effectiveness, consistency, and win rates.
- Contribute to the development of a consistent and widely understood framework for RFP responses, deal governance, and commercial proposal development.
- Enable and support Client Engagement teams in negotiating strategies and deal structures that improve long-term client value and business performance.
- Act as a trusted partner to the FBL GCM and broader market leadership team on high-priority commercial opportunities and strategic growth initiatives.
This is a hybrid role. Expectations of days in the office will be communicated by your line manager
Visa requires at least 3 days in office, expectations of these days will be confirmed by your Hiring Manager.
Qualifications
What we’re after...
- Bachelor’s degree or equivalent professional experience, preferably in business, finance, economics, engineering, or a related field.
- Significant relevant experience in sales development, business development, commercial strategy, deal structuring, or financial services/payments.
- Strong experience in deal modeling, commercial structuring, and financial analysis, with the ability to build and assess business cases and support investment decisions with confidence.
- High level of comfort with numbers, data, and quantitative analysis, including the ability to interpret trends, assess financial implications, and translate analysis into clear commercial recommendations.
- Demonstrated ability to evaluate and structure complex commercial opportunities by balancing strategic goals, client needs, competitive context, and financial discipline.
- Strong interpersonal and influencing skills, with the ability to build credibility across country, regional, and functional leadership teams as well as with clients.
- Broad experience across commercial negotiations, business development, and client focused strategic initiatives.
- Results-oriented with strong analytical, consultative, and problem-solving capabilities, and demonstrated intellectual rigor.
- Ability to communicate effectively at all levels, including with senior internal and external stakeholders, to build alignment and influence Visa’s negotiating position.
- Strong project management capabilities, including the ability to manage multiple priorities, coordinate stakeholders, and deliver against tight deadlines.
- Solid organizational skills with strong attention to detail and a structured approach to execution.
- Ability to advise, coach, and support colleagues across functions and levels.
- Capacity to become a respected and trusted partner across the organization and to operate effectively in a highly matrixed environment.
- Excellent written and verbal communication skills.
- Fluency in English is essential. Fluency in French is strongly preferred; additional language capabilities relevant to the FBL cluster would be an advantage.
- Willingness to travel across France, Belgium, and Luxembourg, and more broadly as required.
- Ability to work comfortably with large datasets, performance metrics, and commercial assumptions
- Experience translating complex financial or strategic analysis into clear, persuasive materials for decision-makers
- Strong commercial judgment and the ability to combine quantitative rigor with practical business insight
- Comfort operating in ambiguous situations and helping teams bring structure to complex opportunities
- Experience working across multiple markets or in a regional/cluster-based environment
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 protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.