Location and Role

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 current 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. 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. 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. Solid 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 bene

📌 Director, Sales- Discover Payment Network (Toronto)
🏢 Capital One
📍 Toronto