Remote Senior Principal: Relationship & Biz Dev Leader

Capital One Group; Honolulu (HI); Remote; USD 162,000 - 184,000; Full time

Job summary

Capital One is seeking a remote-eligible Senior Principal Business Development & Relationship Manager for the Global Acceptance Latin America and Caribbean (LAC) team. You will manage relationships with acquiring, merchant, and payment enablement partners to expand the Discover Network across Central America and the Caribbean.

You will drive territory execution, regional business development, sales pipeline delivery, and partner governance while collaborating with cross-functional teams to

Qualifications

• 7+ years of business development, sales or partner relationship management experience within payments, fintech, or merchant acquiring industries.
• Bachelor’s Degree preferred.
• 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

• Partner Relationship Management: manage relationships with senior-level partners, drive regional volume growth, renewals, and collaborate with product/marketing to expand partner adoption.
• Regional Growth Execution: develop strategies to expand Discover Network’s market share in merchant acquiring across target markets.
• Territory Planning & Prospecting: develop territory plans and engage processor partners for leads generation.
• Merchant Acceptance Optimization: analyze transaction data to identify gaps and expansion opportunities.
• Industry Representation: represent Discover Network at regional trade shows and events to generate qualified leads.
• Portfolio Health & Governance: monitor partner performance against KPIs and address friction.
• Commercial Negotiations: lead contract negotiations for new partners and renewals.
• Vertical Expansion: drive acceptance in Airlines, Hospitality, Retail, Restaurants, Tourism.
• Coverage Sourcing: source and close new enablement partnerships across CP and CNP channels and regional ATMs.
• Product Rollouts: support onboarding, technical readiness, and launches for new products.
• Compliance & Risk Management: align with AML, EDD and global network compliance policies.
• Market Intelligence: track competitor moves and regulatory shifts in the Caribbean; provide insights.
• Travel: willing to travel up to 50% of the time.

Skills

Relationship management

Enterprise accounts

Negotiation

Strategic consulting

Remote work setup

Cross-functional collaboration

Education

Bachelor’s Degree

High School Diploma or GED

Job description

Capital One is seeking a remote-eligible Senior Principal Business Development & Relationship Manager for the Global Acceptance Latin America and Caribbean (LAC) team. You will manage relationships with acquiring, merchant, and payment enablement partners to expand the Discover Network across Central America and the Caribbean.

You will drive territory execution, regional business development, sales pipeline delivery, and partner governance while collaborating with cross-functional teams to