Sr Principal Relationship Management and Business Development Manager (Remote-Eligible)

Capital One Group; Riverwoods (IL); 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 LAC team. You will manage relationships with acquiring, merchant and payment enablement partners to expand the Discover Network footprint across Central America and the Caribbean.

The role requires traveling up to 50% of the time, leading negotiations, and driving regional growth while collaborating with cross-functional product and marketing teams.

Qualifications

• High School Diploma, GED, or equivalent certification.
• 7+ years in biz dev, sales or partner relationship mgmt in payments/fintech.

Responsibilities

• Directly manage relationships with senior-level partners, driving regional volume growth and renewals.
• Execute business development strategies to expand Discover Network’s market share in merchant acquiring.
• Develop territory/prospect plans and engage processor partners for lead generation.
• Analyze transaction data to identify gaps and expansion opportunities across key corridors.
• Represent Discover Network at regional trade shows, events, and partner meetings to generate qualified leads.

Skills

Business development

Relationship management

Sales

Partner management

Contract negotiations

Spanish fluency

English fluency

Education

High School Diploma or equivalent

Bachelor’s Degree

Job description

Sr Principal Relationship Management and Business Development Manager (Remote-Eligible) Capital One is seeking a remote-eligible Senior Principal Business Development & Relationship Manager for the Global Acceptance Latin America and Caribbean (LAC) team. In this role, you will manage relationships with current and prospective acquiring, merchant, and payment enablement partners to expand the Discover Network footprint across Central America and the Caribbean. Key responsibilities include territory execution, regional business development, sales pipeline delivery, and partner management. The ideal candidate will: Have proven experience managing key enterprise relationships in the financial services or payments space Combine strategic consulting with strong relationship management skills to support the performance and long-term growth of existing account relationships Demonstrate strong problem-solving agility and self-discipline remote work setup Be innovative, highly organized, and have a measurable, demonstrated ability to drive business results through others while delivering superior service to partners

Key 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 Anti-Money Laundering (AML), Enhanced Due Diligence (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

Basic 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

Preferred Qualifications:

• 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

Capital One is open to hiring a Remote Employee for this opportunity. At this time, Capital One will not sponsor a new applicant for employment authorization, or offer any immigration related support for this position (e.g. H1B, F-1 OPT, F-1 STEM OPT, F-1 CPT, J-1, TN, E-3, and O-1, or any other forms of work authorization that require immigration support from an employer)

The minimum and maximum full-time annual salaries for this role are listed below, by location. Please note that this salary information is solely for candidates hired to perform work within one of these locations, and refers to the amount Capital One is willing to pay at the time of this posting. Salaries for part-time roles will be prorated based upon the agreed upon number of hours to be regularly worked.

Remote (Regardless of Location): $161,500 - $184,300 for Sr. Principal Relationship Management and Business Development

Riverwoods, IL: $161,500 - $184,300 for Sr. Principal Relationship Management and Business Development

Candidates hired to work in other locations will be subject to the pay range associated with that location, and the actual annualized salary amount offered to any candidate at the time of hire will be reflected solely in the candidate’s offer letter.

This role is also eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). Incentives could be discretionary or non discretionary depending on the plan.

Capital One offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being. Learn more at the Capital One Careers website.

Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level.

This role is expected to accept applications for a minimum of 5 business days.

No agencies please.

Capital One is an equal opportunity employer (EOE, including disability/vet) committed to non-discrimination in compliance with applicable federal, state, and local laws.

Capital One promotes a drug-free workplace.

Capital One will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries, including, to the extent applicable, Article 23-A of the New York Correction Law; San Francisco, California Police Code Article 49, Sections 4901-4920; New York City’s Fair Chance Act; Philadelphia’s Fair Criminal Records Screening Act; and other applicable federal, state, and local laws and regulations regarding criminal background inquiries.

At Capital One, we’re building a leading information-based technology company. Still founder-led by Chairman and Chief Executive Officer Richard Fairbank, Capital One is on a mission to help our customers succeed by bringing ingenuity, simplicity, and humanity to banking. We measure our efforts by the success our customers enjoy and the advocacy they exhibit.