Remote Principal, Global Payments & Partnerships Lead

Capital One Group; Lincoln (NE); Remote; USD 162,000 - 184,000; Full time

Job summary

Capital One is seeking a remote-eligible Sr Principal Relationship Management and Business Development Manager to lead the Discover Network footprint across Central America and the Caribbean. You will manage senior partner relationships, drive regional growth, and coordinate with cross-functional teams on product and marketing initiatives.

The ideal candidate will bring 7+ years in payments or merchant acquiring, fluency in English and Spanish, and a proven track record of negotiating contracts

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.
• 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.

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 AML, 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.

Skills

Enterprise relationships

Strategic consulting

Relationship management

Remote work setup

Education

Bachelor’s Degree

High School Diploma

Job description

Capital One is seeking a remote-eligible Sr Principal Relationship Management and Business Development Manager to lead the Discover Network footprint across Central America and the Caribbean. You will manage senior partner relationships, drive regional growth, and coordinate with cross-functional teams on product and marketing initiatives.

The ideal candidate will bring 7+ years in payments or merchant acquiring, fluency in English and Spanish, and a proven track record of negotiating contracts