Company Description
Visa is a world leader in payments technology, facilitating transactions between consumers, merchants, financial institutions and government entities across more than 200 countries and territories, dedicated to uplifting everyone, everywhere by being the best way to pay and be paid. 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. Join Visa and do work that matters – to you, to your community, and to the world. Progress starts with you.
Team Summary
A core priority for Visa India is to strengthen sales execution by building a best‑in‑class Sales Excellence and Operations capability that improves how we plan, execute, and deliver for clients across India. As our portfolio, solutions, and client expectations increase in complexity, the Sales Excellence function will provide operating discipline, deal discipline, actionable insights, and scalable enablement — harmonizing and supporting all account executives to bring the best of Visa to all of our clients. This team will act as the common bridge and program management office for all common initiatives across different clients, while transferring best practices from one client to another.
Role Summary
The Senior Director, Sales Excellence and Operations is a senior leadership role responsible for end‑to‑end Sales Operations and Sales Excellence for India. The role oversees a team of Sales operations professionals and ensures strong sales discipline, deals discipline, accurate forecasting, commercialization frameworks across clients, pipeline rigor, incentive governance, productivity tracking & advanced sales training programs.
This role reports directly to the Country Manager, India and serves as a key advisor to country sales leadership, enabling execution of India’s growth strategy through scalable, well‑governed commercial operations. This leader will work closely with Account leads and executives, Product, VAS, CMS, Risk, Legal, Finance, Strategy and Pricing teams to ensure that Sales Excellence materially improves pipeline quality, seller effectiveness, and faster realization of revenues for Visa India.
What a Senior Director, Sales Excellence and Operations - India will do:
Sales Operations Leadership
- Lead, coach, and develop the India Sales Excellence team, setting clear priorities, performance standards, and development plans.
- Establish and strengthen Sales Operations foundations to support scale, growth, and operational excellence.
- Drive a culture of accountability, continuous improvement, and data‑driven decision‑making.
Deal Excellence & Governance
- Own end‑to‑end deal lifecycle governance through the team, including deal fast‑track, IDC/GIG readiness, and approvals.
- Ensure consistent quality in deal structuring and training of account executives for effective deal modeling and presentations.
- Work closely with the AP MSC Deal Desk team to ensure deal excellence, adherence to best practices, and alignment on deal governance across India.
- Ensure consistency in contract review and pipeline hygiene.
- Provide leadership oversight for complex or high‑risk deals while enabling team members to execute day‑to‑day work.
- Establish standard operating procedures (SOPs) and review mechanisms for deal management.
Business Planning, Sales Discipline and Pipeline Management
- Partner with Sales and Finance to drive accurate revenue forecasting, sales targets, quota setting, and multi‑year operating plans at a client level
- Establish and enforce a consistent account planning framework, including account reviews, pipeline reviews, and stakeholder mapping, ensuring comparability and discipline across different clients and accounts
- Own ongoing tracking and analysis of sales performance, revenue, pipeline, and quota attainment.
- Ensure consistency between country strategy, annual plans, and execution outcomes.
- Embed consistent sales processes, methodologies, and governance across the India sales organization while implementing programs and projects across multiple clients
- Identify performance risks early and drive corrective actions.
Sales Incentive Planning & Quota Governance
- Build and run the performance management operating system for India 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.
Business Analysis & Commercial Insights
- Deliver timely, accurate, and actionable insights on sales performance to the Country Manager and other senior stakeholders.
- Translate complex data into clear recommendations that inform decision‑making and prioritization.
- Support strategic initiatives related to revenue realization, deal performance, and productivity improvement.
Sales Tools, Processes & Enablement
- Own deployment, adoption, and optimization of sales tools and processes, including CRM (MS Dynamics), contract management, CPQ, taxation, risk, and audit processes.
- Accountable for timely and accurate incentive payouts through strong team processes, validation, and approvals.
- Drive process simplification and automation to improve sales efficiency and productivity.
- Ensure sales teams are equipped with the right tools, data, and processes to achieve targets.
Revenue Operations & Billing
- Partner with relevant operations teams to ensure accurate and timely billing.
- Lead initiatives in India to reduce billing issues, delinquencies, and manual interventions.
- Ensure strong operational controls and transparency across revenue processes.
Regulatory, Risk & Control Ownership
- Ensure the team consistently supports Risk and Compliance stakeholders with accurate business inputs, consolidated across all clients
- Own documentation standards, audit readiness, and governance discipline across all team outputs.
Stakeholder Management & Thought Leadership
- Act as a trusted advisor to the Country Manager and senior leadership in the country
- Build strong partnerships across Sales, Finance, Product, Strategy, Risk, Legal, HR, and Client Services.
- Provide thought leadership on sales effectiveness, operational rigor, and best practices.
Be the consolidated voice of the clients, consolidating feedback from clients on our products, solutions and pricing.
