Director - Strategy Pricing & Interchange

3 days ago

Gurgaon, Haryana, India Mastercard Full time

Role Overview

This is a unique opportunity to build and scale one of Mastercards most strategic pricing capabilities. We are seeking a player-coach leader to join our team as a Director. In this role, you will shape & influence Mastercards value-based pricing strategy by leading the development of scalable Value Quantification (VQ) frameworks, while also staying hands-on with the work.As the lead of this function, you will manage and mentor a team of Senior specialists and Managers, partner with senior executives, and directly influence global pricing and go-to-market strategies. This role blends people leadership, thought leadership, and hands-on execution to ensure Mastercard captures and communicates the full economic value of our solutions.

Key Responsibilities

  • Leadership & Team Building Act as a player-coachleading, mentoring, and developing a high-performing team of Senior Specialists/Analysts while remaining actively involved in critical projects
  • Set the vision, roadmap, and priorities for the VQ function, aligning with Mastercards broader Pricing & Interchange strategy
  • Foster a culture of curiosity, ownership, and analytical excellence
  • Thought Leadership in Value-Based Pricing Serve as Mastercards thought leader for value-based pricing, defining best practices, frameworks, and methodologies for quantifying customer value
  • Translate market dynamics and client economics into strategic pricing recommendations
  • Anticipate industry trends and proactively guide leadership on value monetization opportunities
  • Hands-On Execution Engage directly in building and refining complex VQ models, business cases, and pricing frameworks, especially for high-stakes deals and strategic initiatives
  • Ensure credibility and accuracy in all outputs, balancing strategic direction with hands-on technical rigor
  • Partner with cross-functional teams (Sales, Finance, Product) to embed VQ models into pricing proposals and customer conversations
  • Enterprise & Executive Influence Champion VQ adoption across Mastercard, embedding it into pricing culture and go-to-market processes
  • Partner with senior executives to shape portfolio monetization strategies and influence global decision-making
  • Communicate insights and recommendations with clarity, impact, and executive presence
  • Market & Competitive Insights Oversee analysis of benchmarks, client data, and industry trends to refine value drivers and strengthen business cases
  • Position Mastercard ahead of competitors through differentiated customer value articulation

Qualifications & Preferred Skills

  • Bachelors or Masters degree in Business, Finance, Economics, Engineering, or related discipline; MBA preferred
  • 10-12+ years of experience in pricing strategy, consulting, or business strategy, with demonstrated expertise in value-based pricing and business case development is preferred
  • Proven ability to operate as a player-coach: leading teams while staying close to the details and execution
  • Strong track record of influencing senior stakeholders and driving adoption of strategic frameworks across large organizations
  • Advanced analytical and modeling skills (Excel required; SQL, Python, Power BI/Tableau a plus)
  • Experience in payments, fintech, or consulting strongly preferred
  • Excellent communication skills with strong executive presence
  • Ability to thrive in a fast-paced, ambiguous environment with a strong sense of ownership and accountability.

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