Enterprise Partner Manager

Strategic Funding Source•New York, NY

25d•$150,000

About The Position

The Enterprise Partnership Manager is a new role within the Channel Sales organization responsible for leading Kapitus' efforts around high-value and complex transactions up to $2.5MM. This role focuses on developing, managing, and expanding engagement in our major account opportunities across all of our ISO partners and Partnerships Managers. The Enterprise Partnership Manager will serve as the internal and external expert on large-deal execution — collaborating with Account Managers, Partnership Managers, Credit, and Underwriting teams to streamline processes, maximize funding opportunities, and drive consistent growth in our major accounts segment. This position demands strategic thinking, operational excellence, and the ability to influence both partners and internal stakeholders to accelerate enterprise-level deal flow. What you'll do: Major Account Leadership Own and manage submissions to Kapitus' major accounts underwriting team, focused on driving originations up to $2.5MM Partner with internal leadership to establish clear goals, metrics, and incentives for large-deal performance across the organization Serve as the point of escalation and subject matter expert for all major account opportunities Develop and execute new opportunities to drive ISO and enterprise funding growth Position Kapitus as a premier funding partner for large and complex deals through strong industry presence at conferences, events, partner visits, and relationship management Lead trainings to enhance partner understanding of Kapitus' funding capabilities Mentor internal sales team members on enterprise deal strategy and partner engagement best practices Network Engagement & Enablement Work with all Channel Sales teams to engage the entire ISO network in identifying and submitting major account deals Conduct outreach, trainings, and performance reviews to educate partners on how to structure and position high-value transactions Collaborate closely with Account Managers and Partner Managers to drive consistency in partner messaging and execution Proactively identify dormant or underperforming partners with enterprise potential and re-engage them through targeted initiatives Recruit/build new relationships through phone calls, trade shows, emails and networking Create and execute a development plan for our partners through training, cadenced visits, and growth ideas Schedule and coordinate a robust partner review/visit cycle; set review agenda, gather content, lead internal initiative planning and facilitate partner review meetings regularly while updating Salesforce with recaps Deal Strategy & Execution Oversee and support large, complex deals from submission through funding, coordinating across Underwriting, Legal, and Syndication teams Analyze pipeline and funding trends to identify bottlenecks and propose solutions to improve turnaround time and conversion rates Prepare and lead deal review calls with key partners, ensuring that all parties are aligned on expectations and next steps Advise partners on structuring offers, competitive positioning, and alternative funding strategies to maximize success Data, Reporting, and Insights Track performance of the major accounts segment using CRM and Tableau dashboards Provide regular updates to leadership on large-deal activity, partner performance, and competitive insights Collect competitive intel and deal loss reports to measure strength and weaknesses of our offerings and report to upper management Monitor and report on trends by book and ISO, e.g. declines, approvals, industries, FICO/credit grades, TIB, revenue, etc. Heavily utilize Tableau reports to assist ISOs in their own marketing campaigns and expected conversions Understand the full application-to-fund life cycle, product, and our processes Use Salesforce and Platform to track activities and manage contacts Identify trends across verticals, geographies, and partner portfolios to inform broader channel strategy Use analytics to refine partner targeting, prioritize outreach, and measure ROI on engagement initiatives Manage Credit Committee exceptions when available Cross-Functional Collaboration Partner with internal teams (Underwriting, Risk, Credit, Legal, and Operations) to streamline workflows for enterprise-level deals Support executive reporting and leadership presentations on major account performance Provide feedback loops to internal teams to refine product offerings and credit parameters aligned with enterprise growth goals Strategize and implement new methods to grow accounts and resolve reoccurring issues/escalations Provide partner coverage when any team member is out of office or on partner visits What we are looking for:

Requirements

Bachelor's degree and/or comparable experience preferred
5+ years of B2B sales experience, ideally in Payment Processing, Financial Services, and/or Consultative Sales with a history of exceeding targets
Demonstrated success in originating and managing relationships with businesses in the $10MM-$100MM+ revenue range
Ideally has a strong network of centers of influence (COIs), including bankers, brokers, wealth advisors, and corporate finance professionals
Ability to understand and articulate complex financing structures, including bridge, mezzanine, and specialty credit solutions
A true self-starter, highly independent, and capable of building a book of business with limited guidance or oversight
Ability to travel frequently (15-30%) to visit partners on their own or with Partner Managers, attend conferences/events and represent Kapitus
Excellent verbal, written, and interpersonal communication skills
Excellent analytical, presentation, and phone skills
Team player with a strong sense of accountability
Efficient planning, organization and time management skills
Goal oriented leader with a proactive approach in developing relationships with merchants and ISO partners
Proficient in Microsoft Excel, Word, PowerPoint and Outlook and CRM
Smart, hard-working individual who wants to be an integral part of an enterprise sales team

Responsibilities

Own and manage submissions to Kapitus' major accounts underwriting team, focused on driving originations up to $2.5MM
Partner with internal leadership to establish clear goals, metrics, and incentives for large-deal performance across the organization
Serve as the point of escalation and subject matter expert for all major account opportunities
Develop and execute new opportunities to drive ISO and enterprise funding growth
Position Kapitus as a premier funding partner for large and complex deals through strong industry presence at conferences, events, partner visits, and relationship management
Lead trainings to enhance partner understanding of Kapitus' funding capabilities
Mentor internal sales team members on enterprise deal strategy and partner engagement best practices
Work with all Channel Sales teams to engage the entire ISO network in identifying and submitting major account deals
Conduct outreach, trainings, and performance reviews to educate partners on how to structure and position high-value transactions
Collaborate closely with Account Managers and Partner Managers to drive consistency in partner messaging and execution
Proactively identify dormant or underperforming partners with enterprise potential and re-engage them through targeted initiatives
Recruit/build new relationships through phone calls, trade shows, emails and networking
Create and execute a development plan for our partners through training, cadenced visits, and growth ideas
Schedule and coordinate a robust partner review/visit cycle; set review agenda, gather content, lead internal initiative planning and facilitate partner review meetings regularly while updating Salesforce with recaps
Oversee and support large, complex deals from submission through funding, coordinating across Underwriting, Legal, and Syndication teams
Analyze pipeline and funding trends to identify bottlenecks and propose solutions to improve turnaround time and conversion rates
Prepare and lead deal review calls with key partners, ensuring that all parties are aligned on expectations and next steps
Advise partners on structuring offers, competitive positioning, and alternative funding strategies to maximize success
Track performance of the major accounts segment using CRM and Tableau dashboards
Provide regular updates to leadership on large-deal activity, partner performance, and competitive insights
Collect competitive intel and deal loss reports to measure strength and weaknesses of our offerings and report to upper management
Monitor and report on trends by book and ISO, e.g. declines, approvals, industries, FICO/credit grades, TIB, revenue, etc.
Heavily utilize Tableau reports to assist ISOs in their own marketing campaigns and expected conversions
Understand the full application-to-fund life cycle, product, and our processes
Use Salesforce and Platform to track activities and manage contacts
Identify trends across verticals, geographies, and partner portfolios to inform broader channel strategy
Use analytics to refine partner targeting, prioritize outreach, and measure ROI on engagement initiatives
Manage Credit Committee exceptions when available
Partner with internal teams (Underwriting, Risk, Credit, Legal, and Operations) to streamline workflows for enterprise-level deals
Support executive reporting and leadership presentations on major account performance
Provide feedback loops to internal teams to refine product offerings and credit parameters aligned with enterprise growth goals
Strategize and implement new methods to grow accounts and resolve reoccurring issues/escalations
Provide partner coverage when any team member is out of office or on partner visits

Benefits

Competitive Base Salary of $150,000. Kapitus is providing this as a good faith salary range to comply with applicable law. The applicant's final salary will depend on a number of factors including the applicant's geographic location, skills, and experience
Incentive Commission Compensation Plan - earned monthly
Health Insurance: We offer comprehensive medical, dental, and employer-paid vision plans through UnitedHealthcare (UHC), with various coverage levels available to meet the needs of our employees and their families
100% Company Paid Insurances: Kapitus fully covers the cost of basic short-term and long-term disability insurance, as well as vision insurance , ensuring our employees have comprehensive protection without any personal expense
Voluntary Insurance: Supplemental life insurance as well as enhanced short- and long-term disability coverage are available through Mutual of Omaha, providing additional security for our employees. Additionally, Colonial Accident and Hospitalization insurances are also available, offering further protection against unforeseen events
Paid Maternity and Parental Leave: Beyond state-mandated leave policies, Kapitus provides company-paid maternity and parental leave, supporting our employees during important family milestones
LifeBalance Program: Enhance your lifestyle with our LifeBalance membership, which offers discounts on outdoor activities, the arts, health, and fitness. Additional benefits include: Pet and car insurance discounts Financial services such as LegalShield Relaxation and stress management tools, including a fully covered annual subscription to The Calm App
Plum Benefits Discount Program: Access exclusive discounts on shows, travel, car rentals, and more, enriching your personal and family life
Tuition Reimbursement: Pursue further education with up to $5,000 annually in tuition reimbursement, plus opportunities to attend relevant conferences and career development events
Transit Reimbursement: We also offer transit reimbursement for all work-related travel, supporting your involvement in career and personal development activities
Paid Time Off & Sick Time
Retirement Benefits: Our 401K plan is managed through Fidelity, featuring a 25% match on employee contributions, helping you plan for a secure financial future