Title:  Director, Commercial Cards Sales Head, GTB

Requisition ID: 262022

 Salary Range: 185,400.00 - 310,600.00 

Please note that the Salary Range shown is a guideline only. Salary offered may vary based on factors, including, but not limited to, the successful candidate’s relevant knowledge, skills, and experience.

Join a purpose driven winning team, committed to results, in an inclusive and high-performing culture.

Global Transaction Banking 

Global Transaction Banking (GTB) is the payments and transaction engine of Scotiabank. We support Small Business, Commercial and Corporate clients with effective treasury management solutions coupled with a best-in-class service model, making it easy for clients to do business with us.

As businesses build their digital capabilities and transform their operating models, their payment needs are evolving too. Boasting a unique global footprint, GTB’s comprehensive suite of innovative banking solutions help our business clients generate operational efficiencies, streamline and simplify payments, improve working capital performance, and mitigate financial risk.

At Scotiabank, we embrace your strengths, ideas, and ambitions. GTB is a fast-growing team with a focus on the Americas, particularly Canada, the U.S., Mexico, and we are seeking top tier talent to complement our organization.

Join a purpose-driven winning team, committed to results, in an inclusive and high-performing culture.

Purpose
Contributes to the overall success of Scotiabank Global Transaction Banking (GTB) by leading the go‑to‑market and revenue growth for Commercial Cards, including Purchasing/Corporate Cards, Travel & Expense (T&E), and Virtual Card (VPA) solutions at a global market scale. Leads a high‑performing sales organization to win primary client relationships, expand wallet share, and deliver year‑over‑year growth across Canada, the U.S., Mexico and International Banking markets in alignment with GTB’s sales scorecards and enterprise strategy. 

Solutions are primarily Visa‑based and offered in CAD and USD, positioned as a single B2B payments platform for purchasing, T&E, and payables automation. 

Ensures all sales activities are conducted in accordance with the Bank’s risk appetite and risk culture, and in compliance with governing regulations, internal policies and procedures. 

What You’ll Do:

• Assist in prospecting and sourcing new transaction banking business while retaining and expanding existing client relationships.
• Provide support to senior TMOs in managing relationships with CFOs, Treasurers, VPs of Finance, and Controllers.
• Take ownership of daily tasks and processes and special projects.
• Coordinate with solutions specialists to deliver a seamless end to end client experience and conduct data analysis to support with client sales opportunities.
• Work with internal product stakeholders to represent client perspectives in the development and evolution of products and solutions.
• Support with regulatory requests from regional regulators
• Collaborate with key partners including Group Treasury, Global Risk Management, Capital Markets, Corporate & Investment Banking, Global Operations, Fulfillment and Servicing.
•  Build and execute a multi‑year commercial plan for Cards & VPA that delivers measurable YoY revenue growth, pipeline creation, and new mandates in line with GTB Sales Scorecards (e.g., Commercial Card & VPA revenue growth and new pipeline targets).
•  Define the market segmentation, coverage model, and commercialization priorities (e.g., T&E optimization, P‑Card expansion, Virtual Cards for AP automation) to accelerate adoption with Corporate, Commercial and NBFI clients.
• Establish quarterly targets and forecast rhythms; monitor funnel health, win rates, and pricing discipline; course‑correct through data‑driven reviews using Customer360/Power BI and Salesforce. 

Sales Leadership & Coverage Excellence

• Lead, coach, and scale a high‑performance sales team; attract, develop and retain diverse talent; set clear goals and performance standards tied to GTB scorecards.
• Orchestrate “win as one GTB” execution with Treasury Management Officers (TMOs), Local GTB Sales, Relationship Managers and product partners; enforce Salesforce hygiene and deal team discipline so all applicable coverage roles are on every opportunity.
• Drive rigorous pipeline management (stage progression 3–5), call cadence, and executive deal reviews; remove roadblocks and escalate cross‑functional support where needed. 

Client Acquisition, Solutions & Commercials

• Lead C‑suite and CFO/Procurement engagements; diagnose client AP, T&E and supplier enablement needs; craft value cases (rebates/cashback, working‑capital benefits, process savings) and negotiate commercials to bank and client outcomes. Oversee proposal/RFP strategy, pricing and legal negotiation for Cards, VPA and adjacent solutions; ensure solution designs integrate with clients’ ERP/T&E stacks and
• GTB’s treasury workspace. 

Product, Partnerships & Enablement

• Partner with GTB Product and external networks (primarily Visa) to evolve features (controls, tokenization, reconciliation, supplier enablement) and deliver localized capabilities across key IB markets.
• Advance integrated propositions (e.g., VPA + Supply Chain Finance) where they create superior working‑capital outcomes for large enterprises.
• Ensure enablement assets, playbooks and competitive positioning are current; lead field readiness ahead of major events (e.g., AFP) and strategic campaigns. 

Risk, Conduct & Controls

• Embed the Bank’s risk appetite and risk culture in day‑to‑day decisions; uphold conduct standards and effective business controls across sales processes.
• Ensure adherence to AML/ATF, KYC, sanctions, privacy, and operational risk requirements across prospecting, onboarding and ongoing monitoring. 

Internal Collaboration & Franchise Building

• Partner with GBM/CB/IB coverage, Merchant Services, Payments & Receivables, Trade and Deposits teams to deepen primacy and cross‑sell; report contribution to client primacy and new GTB mandates as per scorecard definitions in excellent and strict coordination with TMOs as the single point of contact for Clients.
• Represent GTB Cards in enterprise initiatives and industry forums; amplify Scotiabank’s strategy and thought leadership across priority corridors.Revenue Ramp
• Responsible to drive client penetration, spend volume growth, programs diversification

What You'll Bring:

• Bachelor’s degree in Business, Finance, Economics, or a related field; advanced degree (e.g., MBA) preferred. 10+ years in B2B Commercial Cards/T&E/Payables or treasury/payments sales, with a strong record of leading multi‑market teams to deliver growth and new mandates.
• Proven expertise selling and implementing Corporate/Commercial Card programs (T&E, P‑Card) and Virtual Card Accounts (VPA) with Visa‑based solutions in CAD and USD.
• Demonstrated success in complex enterprise sales (RFPs, pricing, rebates/interchange economics), and in building executive relationships with CFO, Treasury, AP and Procurement stakeholders.
• Hands‑on leadership of Salesforce‑driven pipelines, forecasting, and performance management; fluency with GTB scorecards and Power BI reporting.
• Strategic sales leadership, people development and coaching; ability to scale high‑performing, inclusive teams.
• Solution selling across working‑capital and payables automation; strong financial acumen for ROI and pricing decisions. [
• Cross‑functional collaboration with Product, Credit, Risk, Legal, Ops and Implementation; strong program governance and change leadership.
• Deep knowledge of regulatory/compliance domains (AML/ATF, KYC, sanctions) and Scotiabank conduct standards.

Working Conditions:

• Bachelor’s degree in Business, Finance, Economics, or a related field; advanced degree (e.g., MBA) preferred. 

Interested? 
If your experience is closely related but doesn’t align perfectly with every qualification, we do encourage you to apply - you might be the right candidate for this or other roles at Scotiabank! 

At Scotiabank, every employee is empowered to reach their fullest potential, respected for who they are and, embraced for their differences. That’s why we work to grow and diversify talent and engage employees in a performance-oriented culture.

What's in it for you? 
Scotiabank wants you to be able to bring your best self to work – and life, every day. With a focus on holistic well-being, our many flexible benefit programs are designed to help support your unique family, financial, physical, mental, and social health needs.

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.

At Scotiabank, we value the unique skills and experiences each individual brings to the Bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. If you require technical assistance, please click here. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.

#LI-AM2
#GTB

Note: All postings in me@Scotiabank will remain live for a minimum of 5 days.

Location(s):  United States : New York : New York City

Scotiabank is a leading bank in the Americas. Guided by our purpose: "for every future", we help our customers, their families and their communities achieve success through a broad range of advice, products and services, including personal and commercial banking, wealth management and private banking, corporate and investment banking, and capital markets.  

At Scotiabank, we value the unique skills and experiences each individual brings to the Bank, and are committed to creating and maintaining an inclusive and accessible environment for everyone. If you require accommodation (including, but not limited to, an accessible interview site, alternate format documents, ASL Interpreter, or Assistive Technology) during the recruitment and selection process, please let our Recruitment team know. If you require technical assistance, please click here. Candidates must apply directly online to be considered for this role. We thank all applicants for their interest in a career at Scotiabank; however, only those candidates who are selected for an interview will be contacted.

Scotiabank is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by federal, state, or local law.