Team Summary

The Australia, New Zealand and Pacific Islands Merchant Sales & Solutions team is responsible for driving both short‑term performance and long‑term growth of merchant acceptance across Visa’s digital products and services. We achieve this through close collaboration with acquiring partners, strategic merchants, technology providers and ecosystem participants shaping the future of payments.

Within this group, Visa Acceptance and Cybersource Solutions is a critical growth engine. Our scheme‑agnostic, modular and open acceptance platform enables Visa to compete effectively with global gateways and processors, unlock diversified revenue streams, and deliver scalable seller solutions across card‑present, eCommerce and omnichannel use cases. Bringing sales, new business development, account management, and technical and risk services together under one team allows us to execute with speed, clarity and impact.

Location flexible: Sydney or Melbourne.

What a Senior Manager, Acceptance Solutions – New Business Development does at Visa

This is a senior, field‑based sales role based in either Sydney or Melbourne, focused primarily on new business acquisition (c.70%), complemented by strategic account management (c.30%) of existing partners with a clear mandate to drive mutual growth.

The role will lead the identification, pursuit and closure of new acceptance opportunities across merchants, acquirers, payment service providers, fintechs and technology partners. Success in this role is built on solution‑based selling, ecosystem partnerships, and the ability to position Visa Acceptance and Cybersource as a modular, value‑creating platform rather than a single product.

You will act as a trusted commercial and technical partner to clients, shaping acceptance strategies across checkout, processing, fraud, risk, analytics and emerging payment use cases.

Key Responsibilities

New Business Development (c.70%)

• Proactively identify, prospect and originate new business opportunities across merchants, acquirers, ISVs, PSPs and ecosystem partners.
• Own the end‑to‑end sales cycle, from pipeline development and qualification through to commercial negotiation and deal closure.
• Lead complex, multi‑stakeholder sales engagements involving technical, product, risk and commercial decision‑makers.
• Position Visa Acceptance and Cybersource’s modular, scheme‑agnostic capabilities to solve client‑specific acceptance challenges.
• Lead and respond to RFPs and RFIs, shaping compelling value propositions aligned to client strategy and market needs.
• Contribute to Visa’s ambition to be a leading gateway and processor across card‑present, eCommerce and omnichannel acceptance.

Strategic Account & Partner Management (c.30%)

• Manage a select portfolio of existing clients and partners with a focus on expansion, cross‑sell and long‑term value creation.
• Build deep, trusted relationships with senior stakeholders to identify new growth opportunities and joint go‑to‑market initiatives.
• Develop and execute mutual business plans with partners across the payment ecosystem.
• Act as the voice of the customer, partnering with product and global teams to influence roadmap and prioritisation.

Ecosystem & Internal Collaboration

• Serve as an external ambassador for Visa Acceptance and Cybersource Solutions in the Australian market.
• Collaborate closely with Product, Sales Engineering, Risk, Operations and Global teams to deliver client outcomes.
• Develop targeted industry and vertical use cases based on market insights and client needs.
• Maintain deep knowledge of Visa’s acceptance portfolio and share insights across the broader Visa organisation.

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

What You Will Need to Succeed

Experience & Domain Expertise

• Proven experience in payments, with a strong preference for payment acceptance, gateway, acquiring, or commerce technology backgrounds.
• Demonstrated success in new business development / hunter‑led sales roles, closing complex, high‑value deals.
• Experience selling B2B technology or enterprise software using a consultative, solution‑based approach.
• Strong understanding of card‑present, eCommerce and omnichannel acceptance models, including APIs and platform‑led solutions.
• Familiarity with broader payment trends across cards, A2A and alternative payment methods.

Commercial & Relationship Skills

• Strong solution‑selling capability, able to connect technical capabilities to client business outcomes.
• Track record of building and scaling partnerships across the payments and technology ecosystem.
• Ability to manage long sales cycles, multiple concurrent opportunities, and senior stakeholder relationships.
• Commercially astute with experience navigating complex buying centres and procurement processes.

Personal Attributes

• Self‑starter with a new business mindset and high levels of ownership and accountability.
• Comfortable operating in fast‑paced, ambiguous environments with limited supervision.
• Collaborative by nature, with a strong ability to work cross‑functionally to deliver results.
• Excellent written, verbal and presentation skills, with strong executive presence.

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.