Remote Senior Principal: Regional Partnerships & Growth (LAC)

Capital One Group; Madison (WI); 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 growth across Central America and the Caribbean. You will manage senior-level partner relationships, drive regional volume, negotiate contracts, and coordinate cross-functional product and marketing initiatives to expand merchant adoption.

The ideal candidate has 8+ years in payments or fintech business development, strong strategic consulting and

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
• Fluent in Spanish and English

Responsibilities

• 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
• 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
• Work with manager to develop territory/prospect plan, engage processor partners to develop prospect and lead generation
• Analyze transaction data and acceptance metrics to identify processing gaps, coverage holes, and expansion opportunities across key corridors
• Represent Discover Network at regional trade shows, industry forums, and partner events to establish brand visibility, cultivate senior stakeholder relationships, and generate qualified leads
• Continuously monitor partner performance against business KPIs, mitigating friction or operational underperformance in close alignment with Global Payment Network objectives
• Lead day-to-day contract negotiations and commercial terms for new partner additions and existing contract renewals
• Drive acceptance expansion within key merchant verticals, including Airlines, Hospitality/Hotels, Restaurants, Retail, and Tour/Travel Operators
• 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
• Support partner onboarding, technical readiness, and operational launches for new product releases, capabilities, and network enhancements
• Operate in full alignment with AML, EDD, and global network compliance policies
• Track competitor moves, regulatory shifts, and emerging acquiring trends across the Caribbean, escalating actionable insights to internal product and business leadership
• Willingness and ability to travel up to 50% of the time across the region

Skills

Relationship management

Enterprise relationships

Strategic consulting

Remote work setup

Negotiation

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 growth across Central America and the Caribbean. You will manage senior-level partner relationships, drive regional volume, negotiate contracts, and coordinate cross-functional product and marketing initiatives to expand merchant adoption.

The ideal candidate has 8+ years in payments or fintech business development, strong strategic consulting and