Sales Specialist- B2B Payments
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JOB TITLE: Sales Specialist B2B Payments (Travel)
TERM: 12 Months (with potential for renewal)
CLIENT LOCATION: Dubai United Arab Emirates
DIVISION: B2B / Commercial Payments
REPORTS TO: Regional Lead- EEMEA B2B Travel
RELEVANT EXPERIENCE:
- 10 - 12 years in commercial payments B2B travel or financial services with a strong focus on issuer engagement OTA partnerships and airline acceptance.
- Experience working with Mastercard Wholesale Travel Program (MWP) or similar platforms is highly preferred
MANDATORY REQUIREMENTS**:
- Proven experience in B2B travel payments or commercial card strategy
- Strong understanding of the UAE and Qatar financial and travelecosystem
- Demonstrated success in managing multi-stakeholder projects across issuing banks OTAs and airlines
- Familiarity with Mastercard Wholesale Travel Program (MWP) or similar platforms
PURPOSE OF THE PROJECT
Accelerate B2B travel volumes across East Arabia by executing a three-pillar strategy: Issuing OTA partnerships and Airline acceptance. The role will support the EEMEA regional lead and interface with banks OTAs and airlines to drive commercial card adoption and optimize virtual payment flows.
Key Activities
Core Responsibilities and Accountabilities
Issuing Bank Engagement
- Coordinate with 3 key banks to revise and relaunch Mastercard Wholesale Travel Program (MWP) deals
- Collaborate with CIS and B2B travel teams to enable multi-currency launches
- Initiate and manage new MWP launches with targeted issuers
OTA Partnerships
- Finalize scheme deals with Online Travel Agencies (OTAs)
- Facilitate orchestration between Mastercard GDS partners and OTA platforms
Airline Acceptance
- Lead acceptance discussions with major airlines in the region
- Leverage Mastercards global resources to support technical and commercial enablement
Sales Enablement & Pipeline Management
- Identify and prioritize prospect lists
- Support onboarding and activation of new clients
- Track pipeline performance and conversion metrics
Stakeholder Engagement & Reporting
- Provide regular updates to Mastercard and client leadership
- Support steering committee presentations and KPI dashboards
KPIs
- Number of new MWP deals signed and activated
- Volume of B2B travel transactions processed
- Number of OTAs onboarded and integrated
- Airline acceptance milestones achieved
- Time-to-market for currency launches
- Pipeline conversion rate and velocity
- Stakeholder satisfaction and engagement metrics
Knowledge and Experience
- Deep understanding of B2B travel flows commercial card ecosystems and virtual card platforms
- Experience working with issuing banks OTAs and airline partners in the Middle East
- Familiarity with regulatory and compliance frameworks in the UAE and broader EEMEA region
- Strong analytical and project management capabilities
- Ability to navigate complex stakeholder environments and drive consensus
- Exposure to embedded finance supplier enablement and ERP integration is a plus
Mandatory Skills**
- Commercial Payments Strategy
- B2B Travel Ecosystem Expertise
- Stakeholder Engagement & Negotiation
- Project Management (PMP or equivalent preferred)
- Fluent in English; Arabic is a plus
