Director, Sales- Discover Payment Network

Job summary

The Director will build and lead a high-performing sales organization to expand Discover Global Network acceptance across Canada. They are responsible for developing merchant acquisition strategies, managing sales pipelines, and driving revenue growth through key industry verticals.

Job details

161 Bay Street (93021), Canada, Toronto,Toronto, Ontario, Director, Sales- Discover Payment Network About Capital One Canada For 30 years, we’ve been on a mission to change banking for good. We challenge the traditional bank stereotype, fostering a culture where innovation thrives and bold ideas are celebrated. We’re driven by what’s possible, leveraging the power of data and technology to empower innovative solutions, inspire one another to dream boldly, and take transformative ownership of decisions and outcomes that directly impact millions of Canadians. Every challenge is an opportunity to lead from the front, working together toward a shared vision that extends far beyond banking. We balance high-performance with investment in your long-term success, ensuring you have the support you need to do your best work. Here, you’ll take full accountability for your path, upskilling through hands-on experience and mentorship, to turn your curiosity into a career built on your own terms. Are you ready to redefine what’s next? 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. Capital One Canada is an equal opportunity employer committed to fostering a diverse and inclusive work environment. We consider all qualified applicants and will meet the needs of those requiring reasonable accommodations. If you have visited our website in search of information on employment opportunities or to apply for a position, and you require an accommodation, please contact Capital One Recruiting at 1-800-304-9102 or via email at ARCanada@capitalone.com. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. For technical support or questions about Capital One's recruiting process, please send an email to Careers@capitalone.com Capital One does not provide, endorse nor guarantee and is not liable for third-party products, services, educational tools or other information available through this site. Capital One Financial is made up of several different entities. Please note that any position posted in Canada is for Capital One Canada, any position posted in the United Kingdom is for Capital One Europe and any position posted in the Philippines is for Capital One Philippines Service Corp. (COPSSC).

What you’ll do

The Director will build and lead a high-performing sales organization to expand Discover Global Network acceptance across Canada. They are responsible for developing merchant acquisition strategies, managing sales pipelines, and driving revenue growth through key industry verticals.

Requirements

Candidates must have at least 8 to 10 years of experience in direct sales, account management, or contract negotiation. A strong background in leading high-performing teams and a bachelor's degree or higher in a relevant field are preferred.

Benefits

• Health insurance
• Mental health coverage
• Tuition subsidies
• Work from home allowance

Listed skills

• Contract Negotiation · Preferred
• Financial analysis · Preferred
• Relationship Building · Preferred
• Risk Management · Preferred
• Business development · Preferred
• Coaching · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Sales leadership
• Merchant acquisition
• Contract negotiation
• Strategic planning
• Team management
• Financial analysis
• Relationship building
• Consulting
• Risk management
• Data-driven decision making
• Business development
• Executive presence
• Coaching
• Payment industry knowledge
• Executive Presence
• Sales Optimization
• Hybrid Model
• Sales Pipelines
• Rapport Building
• Workplace Inclusivity
• Risk Awareness
• Accountability
• Sales Prospecting
• Curiosity
• Business Results
• Upskilling
• Account Management
• Mental Health
• Business Administration
• Investments
• Closing Skills
• Communication
• Contract Negotiation
• Cooperation
• Direct Selling
• Finance
• Sales
• Geography
• Marketing
• Innovation
• Key Performance Indicators (KPIs)
• Risk Management
• Mathematics
• Mentorship
• Negotiation
• Product Management
• Relationship Building
• Statistics

Job areas

• Sales
• Management & Leadership
• Finance & Accounting
• Consulting
• Network Analyst
• Director of Sales
• Sales and Marketing Managers
• Sales Managers

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