Sr Principal Relationship Management and Business Development Manager (Remote-Eligible)

Sr Principal Relationship Management and Business Development Manager (Remote-Eligible)

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.

The ideal candidate will

Have proven experience managing key enterprise relationships in the financial services or payments space

Combine strategic consulting with strong relationship management skills to support the performance and long-term growth of existing account relationships

Demonstrate strong problem-solving agility and self-discipline remote work setup

Be innovative, highly organized, and have a measurable, demonstrated ability to drive business results through others while delivering superior service to partners

Key Responsibilities

Partner Relationship Management: Directly manage relationships with senior-level partners, driving regional volume growth, executing agreement renewals, and collaborating 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, tailoring 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 to establish brand visibility, cultivate senior stakeholder relationships, and generate qualified leads

Portfolio Health & Governance: Continuously monitor partner performance against business KPIs, mitigating 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, escalating actionable insights to internal product and business leadership

Travel: Willingness and ability to travel up to 50% of the time across the region