Sr. Manager, Relationship Management - Discover Payment Network

Capital One Canada; Toronto; Hybrid; CAD 184,000 - 210,000; Full time

Benefits offered by this job

Hybrid work model

Tuition subsidies

Mental health coverage

Wellness benefits

Job summary

Capital One Canada seeks an experienced Business Development professional to build and maintain a robust pipeline of new opportunities with FinTech and industry partners. You’ll lead as the Discover network liaison to identify and drive growth across prepaid, credit and debit programs.

You will manage strategic relationships, negotiate contracts, and drive revenue through market analysis and cross-functional collaboration. A hybrid model and competitive compensation are offered.

Qualifications

• 8+ years of experience in Business Development, Sales, Strategy, Payments, Relationship Management or Marketing.
• 8+ years of technical expertise (mobile payments, SRC, payment chip technology, IOT) to support digital partners.
• Bachelor's degree in Business Administration and Management, Finance, or Marketing.
• 8+ years of Business Development experience in Fintech, Credit, Debit, Prepaid, and/or Commercial Payments.

Responsibilities

• Identify leads, develop proposals, respond to RFPs and negotiate agreements to maximize network growth.
• Maintain relationships with decision-makers across partner divisions and manage risk and issues.
• Explore partnership opportunities and manage a portfolio of clients to retain and grow business.
• Build relationships with strategic network participants and perform market analysis to improve Discover's position.
• Drive internal processes including account management, approvals and contract negotiations, compliance and risk management.
• Perform market analyses and business development activities to increase transaction volume and revenue.
• Collaborate to identify new opportunities within accounts and expand client value and experience.
• Advise partners of new product, marketing or operational initiatives to improve market position for DFS.
• Address client inquiries and negotiate pricing or incentives while ensuring new process compliance.
• Travel up to 50% of the time.

Skills

Business Development

Payments Technology

Education

Bachelor's degree

Job description

About Capital One Canada.

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

This role is responsible for building and maintaining a robust pipeline of new sales opportunities through effective networking and relationship development with appropriate industry and FinTech companies. They're accountable to cultivating and expanding multiple strategic and complex external relationships by serving as lead representative for the Discover payment network to identify and drive opportunities to expand business targets within portfolio. This role serves a strategic role in increasing network transaction volume and revenue generation by selling new programs (e.g. Prepaid, Credit, Debit, etc...).

Your Responsibilities

• Strategically identifies leads, develops proposals, responds to RFP's and negotiates agreements to maximize network growth. Identifies and creates business case to establish new development activities with internal (Risk, AML, etc...) and external industry partners.
• Serve as the strategic liaison between Discover external accounts, by maintaining relationships with decision‑makers across company divisions of each participant. Actively manages and escalates risk and customer‑impacting issues or complaints within the day‑to‑day role to management.
• Explores new partnership opportunities and manages a portfolio of clients to retain, grow and drive existing and new business by exploring acceptance and volume growth.
• Manage and build relationships with existing strategic network participants. Maintain knowledge of partners, industry trends and competitive environment by performing market analysis and maintaining opportunity pipeline to recommend actions in improving Discover's position.
• Drives internal processes including; development of communications, account management, approval requests and contract negotiations, compliance and risk management.
• Performs market analyses and business development activities to increase network transaction volume and revenue generation.
• Partner internally and externally to identify new or additional business opportunities within accounts; maintain and grow relationships to attain new business value and improve client experience.
• Advise network participant of new product, marketing or operational initiatives and act as primarily liason into Discover to ensure improved market position for DFS.
• Address client inquiries and problem solve to resolve opportunities or issues. Negotiate contracts, pricing agreements or incentives while ensuring compliance with new processes and business practices.
• Travel up to 50% of the time.

Basic Qualifications

• 8+ years of experience in Business Development, Sales, Strategy, Payments, Relationship Management or Marketing
• 8+ years of technical expertise (i.e.; mobile payments, vehicle commerce, SRC, payment chip technology, IOT emerging technologies) to support digital partners

Preferred Qualifications

• Bachelor's degree in Business Administration and Management, Finance, or Marketing
• 8+ years of experience in Business Development in Fintech, Credit, Debit, Prepaid, and/or Commercial Payments

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.

The expected annual salary range for this position is $184,000 to $210,000. 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.

If you have visited our website in search of information on employment opportunities or to apply for a position, and you require an accommodation, please contact Capital One Recruiting at 1-800-304-9102 or via email at [e-mail]. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.

For technical support or questions about Capital One's recruiting process, please send an email to [e-mail]