Manager, Business Development Representative, Europe at Mastercard

Title and Summary Manager, Business Development Representative, Europe Full time on site

Location:
Lisboa, P11, PT

About the Role
Mastercard Services is seeking a proven Business Development leader to build and scale a high-performing BDR team across Europe. This is a builder's role
- you will design processes, frameworks, and playbooks from the ground up while simultaneously rolling up your sleeves to coach and develop your team. You bring firsthand experience as a BDR or outbound seller and remain actively engaged with industry best practices, emerging sales methodologies, and relevant literature. Success in this role requires the ability to cultivate deep, trust-based relationships across a complex global organization spanning hundreds of products and diverse stakeholder groups. You are equally comfortable shaping strategy and executing at the ground level, and you thrive in environments where the path forward must largely be created/improved rather than inherited. What Makes This Role Distinctive Regional focus: You will tailor prospecting strategies to local business cultures, languages, and buyer dynamics with primary focus on Europe. Build from scratch: You will architect the BDR function's infrastructure, including outreach cadences, playbooks, onboarding programs, and performance frameworks. Hands-on leadership: You lead by example, drawing on your own experience as a prospector to coach your team on cold calling, email sequencing, and Eurostaffs outreach. You stay current with industry developments and bring fresh thinking to the team regularly. Navigate complexity: Mastercard Services operates across a vast portfolio of products and a matrixed global organization. You will build the relationships and internal fluency needed to develop strong internal collaboration and position the right solutions to the right prospects.

Key Responsibilities
Team Leadership & Development
- Lead, mentor, and manage the BDRs focused on Europe, fostering a high-performance culture grounded in accountability, learning, and professional growth.
- Provide ongoing coaching rooted in your own hands-on experience as a prospector — including live call coaching, email and Eurostaffs reviews, and objection handling workshops.
- Stay actively engaged with industry best practices, new sales methodologies, and relevant literature, continuously bringing fresh thinking and techniques to the team.
- Design and deliver structured onboarding and development programs so new team members ramp quickly and effectively. Market Development
- Develop deep expertise in key European markets, adapting prospecting strategies to reflect regional business cultures, decision-making styles, and buyer expectations.
- Build relationships with senior stakeholders across the region, earning trust and credibility with enterprise prospects in financial services, retail, technology, and adjacent verticals.
- Partner with regional Sales and Marketing leaders to ensure BDR activity is aligned with local go-to-market priorities. Process Building & Optimization
- Improve existing and implement additional components of the BDR function's core infrastructure from the ground up: outreach cadences, qualification frameworks, handoff protocols, and performance management rituals.
- Continuously evaluate and iterate on processes and workflows to increase efficiency, consistency, and effectiveness as the team grows.
- Document and institutionalize winning approaches so that best practices scale across the team and persist through team changes. Strategy & Prospecting Excellence
- Develop and implement scalable outbound prospecting strategies across channels — email, phone, and Eurostaffs — with a focus on engaging senior decision-makers at enterprise organizations.
- Drive qualified pipeline for Mastercard Services, ensuring the team consistently achieves and exceeds KPI targets for meetings, opportunities, and revenue impact.
- Apply a data-driven lens to strategy: analyze outreach volume, response rates, conversion metrics, and outcomes to identify what is working and amplify it across the team. Cross-Functional Collaboration & Stakeholder Navigation
- Build strong working relationships with Sales, Marketing, Product, and Operations stakeholders across Mastercard's complex global organization.
- Navigate the breadth of Mastercard's product portfolio to identify the most relevant offerings for specific prospect segments and use cases.
- Gather qualitative and quantitative feedback from internal partners to continuously refine outbound strategy and improve lead quality.
- Represent the BDR function clearly and credibly in reporting to senior leadership. The Profile We Are Looking For The ideal candidate is a practitioner-turned-leader: someone who earned their perspective in the field, knows what it takes to book a meeting with a skeptical CFO, and can pass that knowledge on with energy and empathy. They are comfortable with ambiguity and energi