Director, Sales- Discover Payment Network

About the Role:

Reporting to the VP, this Director will play a pivotal role in building and expanding Discover Global Network acceptance across Canada, driving the growth of the network's merchant acceptance footprint and strengthening its presence in the Canadian payments landscape.

As a key leader in this strategic growth initiative, you will build and lead a high-performing, direct-to-merchant sales organization responsible for establishing new merchant relationships, unlocking opportunities across priority industry verticals, and accelerating acceptance nationwide.

This role involves developing and executing a comprehensive merchant acquisition and enablement strategy, recruiting and coaching a new sales team, establishing ambitious growth targets, and managing the end-to-end sales pipeline. You will leverage data-driven insights and key performance indicators to optimize sales deployment, drive measurable results, and position Discover for long-term success in the Canadian market.

Your Responsibilities

• Directs and coordinates sales activities with merchants in your accountable geography, to drive DGN acceptance in key verticals, leading the sales team
• Reviews and provides approval for merchant deals including price concessions, client incentives and contract changes. 
• Gains consensus internally and externally. Meets with department heads, managers, vendors and others to solicit cooperation and resolve problems. 
• Strong negotiation and financial skills including executive presence to engage senior external stakeholders to meet volume and revenue goals.
• Creates a culture of effective risk management, accountability, and demonstration of risk awareness across the organization.
• This position will be travelling up to 50% of the time.

Basic  Qualifications: 

• At least 8 years of direct sales or account management, product management, contract negotiation or related experience 
• In lieu of education experience, at least 10 years of Direct sales or account management, product management, contract negotiation or related 
• At least 8 years of experience leading, coaching and engaging high performing teams to deliver strong results and a strong commitment to team culture, collaboration and open communication 

Preferred Qualifications:

• Bachelors degree or higher in Business Administration and Management, Information Technology, Finance, Marketing, Mathematics, Statistics or Analytics 
• Attain demonstrated experience in identifying, creating and building strategies to achieve organizational objectives 
• Be experienced in taking full ownership of client relationships and partnering with internal stakeholders to create customized solutions for partners to drive results. 
• Strong negotiation skills, demonstrated ability to build rapport and earning credibility with prospects, maintain strong long term relationships with stakeholders and clients 
• Possess superior relationship building, consulting, and closing skills
• Be innovative, highly organized, and have a measurable, demonstrated ability to drive business results through others while delivering superior service to partners

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.

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.

We embrace 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.