Director, Sales- Discover Payment Network

Capital One; Toronto; Hybrid; CAD 140,000 - 190,000; Full time

Benefits offered by this job

Hybrid work model

Work From Home allowance

Tuition subsidies

Mental health coverage

Job summary

Capital One Canada is seeking a Director, Sales for the Discover Global Network to lead expansion across Canada. You will build and lead a high-performing merchant sales organization, establishing acquisition strategies, coaching the team, and driving nationwide acceptance growth.

You will leverage data-driven insights and KPIs to optimize deployment, manage the end-to-end sales pipeline, and partner with internal stakeholders to deliver customized solutions for merchants.

Qualifications

• 8+ years in direct sales, account management, or related fields.
• Proven leadership and coaching of high-performing teams.
• Experience negotiating contracts and building client relationships.

Responsibilities

• Directs and coordinates sales activities with merchants in the geography to drive DGN acceptance, leading the sales team.
• Reviews and approves merchant deals including price concessions and contract changes.
• Gains internal and external consensus and builds stakeholder alignment.
• Meets with department heads, managers and vendors to solicit cooperation and resolve problems.
• Exhibits strong negotiation and financial skills to meet volume and revenue goals.
• Creates a culture of risk management and accountability across the organization.
• Willingness to travel up to 50% of the time.

Skills

Direct sales

Account management

Product management

Contract negotiation

Leadership

Team coaching

Relationship building

Negotiation

Education

Bachelor's degree

Job description

Location and Role

161 Bay Street (93021), Canada, Toronto,Toronto, Ontario, Director, Sales- Discover Payment Network

About Capital One Canada

For 30 years, we’ve been on a mission to change banking for good. We challenge the traditional bank stereotype, fostering a culture where innovation thrives and bold ideas are celebrated. We’re driven by what’s possible, leveraging the power of data and technology to empower innovative solutions, inspire one another to dream boldly, and take transformative ownership of decisions and outcomes that directly impact millions of Canadians. Every challenge is an opportunity to lead from the front, working together toward a shared vision that extends far beyond banking. We balance high-performance with investment in your long-term success, ensuring you have the support you need to do your best work. Here, you’ll take full accountability for your path, upskilling through hands-on experience and mentorship, to turn your curiosity into a career built on your own terms. Are you ready to redefine what’s next?

About the Role

Reporting to the VP, this Director will play a pivotal role in building and expanding Discover Global Network acceptance across Canada, driving the growth of the network's merchant acceptance footprint and strengthening its presence in the Canadian payments landscape. As a key leader in this strategic growth initiative, you will build and lead a high-performing, direct-to-merchant sales organization responsible for establishing new merchant relationships, unlocking opportunities across priority industry verticals, and accelerating acceptance nationwide. This role involves developing and executing a comprehensive merchant acquisition and enablement strategy, recruiting and coaching a new sales team, establishing ambitious growth targets, and managing the end-to-end sales pipeline. You will leverage data-driven insights and key performance indicators to optimize sales deployment, drive measurable results, and position Discover for long-term success in the Canadian market.

This posting is for an existing vacancy. This role is also eligible to earn performance-based incentive compensation, which may include cash bonus(es). Incentives could be discretionary or non-discretionary depending on the plan. We embrace the responsible use of artificial intelligence (AI) to enhance the candidate experience and streamline our recruitment processes. However, no hiring decisions are made using AI as every hiring decision is made by our hiring managers, business interviewers, and recruitment professionals. Our teams are equipped with training that empowers them to use AI responsibly.

Your Responsibilities

• Directs and coordinates sales activities with merchants in your accountable geography, to drive DGN acceptance in key verticals, leading the sales team
• Reviews and provides approval for merchant deals including price concessions, client incentives and contract changes.
• Gains consensus internally and externally.
• Meets with department heads, managers, vendors and others to solicit cooperation and resolve problems.
• Strong negotiation and financial skills including executive presence to engage senior external stakeholders to meet volume and revenue goals.
• Creates a culture of effective risk management, accountability, and demonstration of risk awareness across the organization.
• This position will be travelling up to 50% of the time.

Basic Qualifications

• At least 8 years of direct sales or account management, product management, contract negotiation or related experience
• In lieu of education experience, at least 10 years of Direct sales or account management, product management, contract negotiation or related
• At least 8 years of experience leading, coaching and engaging high performing teams to deliver strong results and a strong commitment to team culture, collaboration and open communication

Preferred Qualifications

• Bachelors degree or higher in Business Administration and Management, Information Technology, Finance, Marketing, Mathematics, Statistics or Analytics
• Attain demonstrated experience in identifying, creating and building strategies to achieve organizational objectives
• Be experienced in taking full ownership of client relationships and partnering with internal stakeholders to create customized solutions for partners to drive results.
• Strong negotiation skills, demonstrated ability to build rapport and earning credibility with prospects, maintain strong long term relationships with stakeholders and clients
• Possess superior relationship building, consulting, and closing skills
• Be innovative, highly organized, and have a measurable, demonstrated ability to drive business results through others while delivering superior service to partners

Working at Capital One

You’ll be empowered to take end-to-end ownership of your work and your career, backed by a high-performance, hybrid culture and holistic suite of benefits designed to support your whole self. Take ownership of your own potential: Whether you’re looking to upskill, pivot into new business areas, or master your craft, you’ll have access to tools and mentorship to reach your potential and define your career trajectory. Find your rhythm: We believe trust fosters the flexibility and autonomy required to balance personal needs with a focus on high performance. We support a hybrid model - with 3 days in the office per week - that gives room for both collaboration and personal commitments. Benefits built for your life: We take a holistic approach to well-being, providing support for you and those who are most important to you. This includes: full coverage for spouses, domestic partners and dependents, a one-time Work From Home allowance to build your comfortable workspace, up to $3,000 in mental health coverage and up to $5,000 in annual tuition subsidies.

Capital One Canada is an equal opportunity employer

Capital One Canada is an equal opportunity employer committed to fostering a diverse and inclusive work environment. We consider all qualified applicants and will meet the needs of those requiring reasonable accommodations. Any position posted in Canada is for Capital One Canada, any position posted in the United Kingdom is for Capital One Europe and any position posted in the Philippines is for Capital One Philippines Service Corp. (COPSSC).

Company Mission

At Capital One, we’re building a leading information-based technology company. Still founder-led by Chairman and Chief Executive Officer Richard Fairbank, Capital One is on a mission to help our customers succeed by bringing ingenuity, simplicity, and humanity to banking. We measure our efforts by the success our customers enjoy and the advocacy they exhibit.