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

Capital One • Riverwoods, IL

3d • Remote

About The Position

Capital One is seeking a remote-eligible Senior Principal Business Development & Relationship Manager for its Global Acceptance Latin America and Caribbean (LAC) team. The role manages current and prospective acquiring, merchant, and payment enablement partners to expand the Discover Network footprint across Central America and the Caribbean. It focuses on territory execution, regional business development, sales pipeline delivery, and partner management.

The successful candidate will combine strategic consulting and relationship-management skills to support existing account performance and long-term growth, while demonstrating problem-solving agility, self-discipline in a remote work setup, organization, innovation, and the ability to drive measurable business results through others while delivering superior partner service. The role involves travel of up to 50% across the region. Capital One is open to hiring a remote employee.

The position is eligible for performance-based incentive compensation, which may include cash bonuses and/or long-term incentives. Capital One also offers a comprehensive set of health, financial, and other benefits; eligibility varies according to employment status and management level.

Requirements

• High school diploma, GED, or equivalent certification.
• At least 7 years of business development, sales, or partner relationship management experience within payments, fintech, or merchant acquiring industries.
• Willingness and ability to travel up to 50% of the time across the region.

Nice To Haves

• Bachelor’s degree.
• At least 4 years of people leadership and performance management experience.
• At least 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 ability to independently negotiate partner contracts and deliver portfolio revenue and acceptance growth.
• Fluency in Spanish and English.

Responsibilities

• Manage senior-level partner relationships, drive regional volume growth, execute agreement renewals, and collaborate with product and marketing teams to expand adoption of products that enhance the cardholder experience.
• Execute business development strategies to increase Discover Network market share in merchant acquiring, tailoring approaches to local regulations and regional market dynamics.
• Work with the manager to develop territory and prospect plans, and engage processor partners in prospecting 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 increase brand visibility, build senior stakeholder relationships, and generate qualified leads.
• Monitor partner performance against business KPIs and mitigate friction or operational underperformance in alignment with Global Payment Network objectives.
• Lead day-to-day contract negotiations and commercial discussions for new partner additions and existing contract renewals.
• Expand acceptance in merchant verticals including airlines, hospitality and hotels, restaurants, retail, and tour and travel operators.
• Source, vet, and close new enablement partnerships in underserved territories across Card Present and Card-Not-Present channels, as well as regional ATM networks.
• Support partner onboarding, technical readiness, and operational launches for product releases, capabilities, and network enhancements.
• Operate in alignment with Anti-Money Laundering, Enhanced Due Diligence, and global network compliance policies.
• Track competitor activity, regulatory changes, and emerging acquiring trends across the Caribbean, and communicate actionable insights to internal product and business leadership.
• Travel up to 50% of the time across the region.

Benefits

• Comprehensive health, financial, and other benefits supporting total well-being.
• Performance-based incentive compensation, which may include cash bonuses and/or long-term incentives.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: High school or GED