[Hiring] Senior Principal Relationship Management and Business Development Manager @Capital One

Role Description

Capital One is seeking a remote-eligible Senior Principal Business Development & Relationship Manager for the Global Acceptance Latin America and Caribbean (LAC) team. In this role, you will manage relationships with current and prospective acquiring, merchant, and payment enablement partners to expand the Discover Network footprint across Central America and the Caribbean. Key responsibilities include territory execution, regional business development, sales pipeline delivery, and partner management.

Key Responsibilities

• Partner Relationship Management:
  • Directly manage relationships with senior-level partners.
  • Drive regional volume growth and execute agreement renewals.
  • Collaborate with cross-functional product and marketing teams to expand partner adoption of products that enhance cardholder experience.
• Regional Growth Execution:
  • Execute business development strategies to expand Discover Network’s market share in merchant acquiring across target markets.
  • Tailor approaches to local regulations and regional market dynamics.
• Territory Planning & Prospecting:
  • Work with manager to develop territory/prospect plan.
  • Engage processor partners to develop prospect and lead generation.
• Merchant Acceptance Optimization:
  • Analyze transaction data and acceptance metrics to identify processing gaps, coverage holes, and expansion opportunities across key corridors.
• Industry Representation:
  • Represent Discover Network at regional trade shows, industry forums, and partner events.
  • Establish brand visibility, cultivate senior stakeholder relationships, and generate qualified leads.
• Portfolio Health & Governance:
  • Continuously monitor partner performance against business KPIs.
  • Mitigate friction or operational underperformance in close alignment with Global Payment Network objectives.
• Commercial Negotiations:
  • Lead day-to-day contract negotiations and commercial terms for new partner additions and existing contract renewals.
• Vertical Expansion:
  • Drive acceptance expansion within key merchant verticals, including Airlines, Hospitality/Hotels, Restaurants, Retail, and Tour/Travel Operators.
• Coverage Sourcing:
  • Source, vet, and close new enablement partnerships in underserved territories across both Card Present (CP) and Card-Not-Present (CNP) channels, as well as regional ATM networks.
• Product Rollouts:
  • Support partner onboarding, technical readiness, and operational launches for new product releases, capabilities, and network enhancements.
• Compliance & Risk Management:
  • Operate in full alignment with Anti-Money Laundering (AML), Enhanced Due Diligence (EDD), and global network compliance policies.
• Market Intelligence:
  • Track competitor moves, regulatory shifts, and emerging acquiring trends across the Caribbean.
  • Escalate actionable insights to internal product and business leadership.
• Travel:
  • Willingness and ability to travel up to 50% of the time across the region.

Qualifications

• High School Diploma, GED, or equivalent certification.
• At least 7 years of business development, sales or partner relationship management experience within the payments, fintech, or merchant acquiring industries.

Preferred Qualifications

• Bachelor’s Degree.
• 4+ years of people leadership and performance management experience.
• 8+ years of business development, sales or partner relationship management experience in merchant acquiring, payment gateways, or card networks.
• Direct experience managing payments partnerships across the Caribbean and adjacent Latin American markets.
• Demonstrated track record of independently negotiating partner contracts and delivering portfolio revenue and acceptance growth.
• Fluent in Spanish and English.

Requirements

• Capital One is open to hiring a Remote Employee for this opportunity.
• At this time, Capital One will not sponsor a new applicant for employment authorization, or offer any immigration related support for this position.

Benefits

• Comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being.
• Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level.