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About the Role

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, 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.

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.

Requirements

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
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

Skills

Sales
Account Management
Product Management
Contract Negotiation
Leadership
Coaching
Team Building
Risk Management
Financial Skills
Negotiation
Relationship Building
Consulting
Closing Skills
Innovation
Organization

Location

161 Bay Street (93021), Canada, Toronto, Toronto, Ontario

Work Type

Hybrid

Experience Level

Director

Education Level

Bachelors degree or higher in Business Administration and Management, Information Technology, Finance, Marketing, Mathematics, Statistics or Analytics

Salary/Compensations

Eligible to earn performance-based incentive compensation, which may include cash bonus(es).

Benefits

Full coverage for spouses, domestic partners and dependents
One-time Work From Home allowance to build your comfortable workspace
Up to $3,000 in mental health coverage
Up to $5,000 in annual tuition subsidies

About the Company

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.
We embrace the responsible use of artificial intelligence (AI) to enhance the candidate experience and streamline our recruitment processes.
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).

Equal Opportunity

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 will provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.