Director, Sales- Discover Payment Network

Capital One Canada; Toronto; Hybrid; CAD 150,000 - 210,000; Full time

Job summary

Capital One Canada is seeking a Director of Sales for the Discover Global Network (DGN) to lead Canada-wide merchant acquisition and growth. Reporting to the VP, you will build and manage a high-performing, direct-to-merchant sales organization, establish growth targets, and drive end-to-end sales performance across priority verticals.

You will recruit and coach a new sales team, deploy data-driven insights, and optimize the sales pipeline to strengthen Discover's footprint in Canada.

Qualifications

• At least 8 years of direct sales or account management experience.
• In lieu of education experience, at least 10 years of direct sales or account management.
• At least 8 years of experience leading, coaching and engaging high performing teams to deliver strong results.

Responsibilities

• Directs and coordinates sales activities with merchants to drive DGN acceptance in key verticals, leading the sales team.
• Reviews and approves merchant deals including price concessions, client incentives and contract changes.
• Gains consensus internally and externally with department heads, managers, vendors and others to solicit cooperation and resolve problems.
• Engages senior stakeholders with strong negotiation and financial skills to meet volume and revenue goals.
• Creates a culture of effective risk management, accountability, and risk awareness across the organization.
• This position will be traveling up to 50% of the time.

Skills

Direct sales

Account management

Contract negotiation

Leadership

Team management

Negotiation

Education

Bachelor's degree or higher

Job description

161 Bay Street (93021), Canada, 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.

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.

You’ll find that Capital One is committed to helping you thrive and evolve every step of the way.

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.

Weembrace 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.

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.

Capital One Financial is made up of several different entities. Please note that 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).