Senior Director, Head of Asia Pacific (AP) Sales Excellence

Team Summary

A core priority for Visa Asia Pacific is to strengthen sales execution by building a best‑in‑class Sales Excellence capability that improves how we plan, execute, and deliver for clients across the region. As our portfolio, solutions, and client expectations increase in complexity, AP requires a Sales Excellence function that provides operating discipline, actionable insight, and scalable enablement — while remaining tightly anchored to market realities.

The Senior Director, Head of AP Sales Excellence will lead this function within AP Business Planning & Operations (BPO). The role is responsible for shaping the sales operating model, driving performance management rigor, owning critical seller processes, scaling sales enablement, and establishing a coherent sales data and analytics backbone for the region. This leader will work closely with regional and market sales leadership, Product, VAS, CMS, Finance, and Pricing teams to ensure that Sales Excellence materially improves pipeline quality, seller effectiveness, and client experience across AP.

What a Senior Director, Head of AP Sales Excellence does at Visa:

Strategy & Planning

• Own the AP sales operating model, including role taxonomy, segmentation, coverage, and foundational planning constructs that support effective execution in markets.

• Establish and enforce a consistent account planning framework, including account reviews, pipeline reviews, and stakeholder mapping, ensuring comparability and discipline across clusters.

• Drive sales pipeline management and pipeline sufficiency routines that enable forward looking prioritization, resource allocation, and decision making at regional and cluster level.

Performance Management

• Build and run the performance management operating system for AP sales, including market and seller scorecards, target setting, and attainment tracking.

• Partner with relevant stakeholders to ensure performance measurement aligns to incentives and compensation frameworks in an increasingly SIP oriented environment.

• Institutionalize seller and team recognition mechanisms (e.g., Visa Infinite Circle and related programs) as part of a broader performance, accountability, and engagement model.

Sales Process

• Act as the AP business owner for critical seller processes such as pipeline management, lead progression, contracting, and deal governance.

• Lead the design, prioritization, deployment, and adoption of target sales processes, ensuring seller workflows are streamlined, measurable, and consistently applied.

• Oversee the launch and enablement of new business processes and tools, balancing regional consistency with market specific needs.

Sales Enablement

• Own the AP sales enablement approach end to end, including the knowledge management framework and enablement operating model.

• Drive sales methodology and seller curriculum (e.g., IDDEA), including persona based training and accreditation programs that build consistent capability across markets.

• Operationalize sales plays and go to market enablement for major initiatives, ensuring sellers are equipped with clear narratives, tools, and readiness to execute with clients (Client Change Management)

Data & Analytics

• Own the overarching sales data and analytics strategy for AP, including governance, standardization of metrics, and reporting across sales teams.

• Deliver insight led management routines (e.g., pipeline health, portfolio views, seller scorecards) that inform leadership decisions rather than serving as static reporting.

• Establish a clear “single source of truth” for sales performance and pipeline visibility, with strong data hygiene and disciplined operating rhythms.

Sales Tools Stewardship

• Provide stewardship and governance for centralized sales tools supporting the seller journey (e.g., CRM, knowledge platforms, contracting tools).

• Ensure tools sit on a coherent roadmap, are adopted consistently, and materially improve seller effectiveness and data quality.

Leadership & Team Management

• Build and lead a high performing Sales Excellence team, setting clear standards, priorities, and operating rhythm across core capability areas.

• Act as a connective leader across BPO, Sales, and adjacent functions, ensuring Sales Excellence is viewed as a value adding partner rather than a support function.

Why this is important to Visa

Sales Excellence plays a critical role in translating Visa’s strategy into execution at scale. Strong pipeline discipline, consistent seller capability, and high‑quality performance insight are essential to driving sustainable growth and improving client outcomes across AP.

This role offers the opportunity to build and lead a strategically important function that sits at the intersection of sales leadership, enablement, analytics, and operating model execution. The Head of Sales Excellence will help ensure that AP sales teams are focused on the right priorities, equipped to execute effectively, and supported by data and processes that enable better decisions.

This is a hybrid position. Expectation of days in the office will be confirmed by your Hiring Manager. 

15+ years of experience in sales, commercial operations, business planning, or related roles within payments, financial services, or technology.
Strong understanding of enterprise sales motions, pipeline management, and performance management in a regional context.
Demonstrated ability to translate strategy into operating discipline across complex, matrixed organizations.
Strong sales mindset and working knowledge of solutions across Consumer, VAS, and CMS.
Proven leadership aligned to Visa Leadership Principles, particularly Executing with Excellence and Obsessing over Customers
What will also help:
Keenness to be a self-starter with high-level of initiative, capable of developing new frameworks and processes and subsequently driving their usage
Experience operating in both market and regional roles.
Track record of building or scaling operating models, frameworks, or centers of excellence.
Strong interpersonal and communication skills, with credibility to influence senior stakeholders.
Comfort operating in ambiguity and shaping new mandates, ways of working, and team structures
Projects you will be a part of:
Building and scaling the AP Sales Excellence function as a core capability within BPO.
Establishing consistent planning, performance management, sales process, enablement, and analytics disciplines across AP.
Improving pipeline quality, seller effectiveness, and client experience through stronger sales execution

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.