SVP, Commercial Strategy

Kapitus

91d • $250,000 - $350,000

About The Position

We’re hiring a Senior Vice President / General Manager to lead the KapEx Initiative, a newly created growth vertical aimed at unlocking strategic revenue through partner-sourced lead acquisition and marketplace monetization. This executive will own the business strategy, P&L, and go-to-market execution of KapEx from inception through scale. The KapEx initiative launches a high-impact SMB Lending Exchange platform aimed at maximizing lead monetization, improving on-balance sheet conversion, and creating a scalable partner distribution network. This is a foundational leadership role reporting directly into the senior executive team. The ideal candidate will bring deep experience in digital marketing, business development, and P&L ownership, especially in fast-paced, performance-driven environments. They will be responsible for building the partner ecosystem, monetization model, go-forward operating plan, and execution engine to help Kapitus scale originations and non-lending revenue streams. The individual will be responsible for identifying, prospecting, onboarding, and managing external partners (referral sources, strategic partners, publishers, and affiliates) to drive consistent lead and submission flow into Kapitus. Their role will directly support revenue generation by growing the partner-sourced channel and improving monetization of sourced leads on the back end through a marketplace model.

Requirements

• BA in business administration or a related field
• 10+ years experience in digital marketing, business development, and P&L ownership, especially in fast-paced, performance-driven environments
• Must be able to travel regularly for events, client visits and sales meetings
• Proven track record of driving consistent lead and submission flow to drive revenue growth
• Experience in building a partner ecosystem, monetization model, go-forward operating plan, and execution engine to scale originations and non-lending revenue streams
• Ability to develop strategic initiatives that optimize partner engagement
• Able to inspire and influence across the organization & our partners to gain alignment and support for the business plans
• Fluent sales technology and CRM skills
• Excellent presentation skills and market knowledge
• High level of professionalism
• Familiarity with banking & lending industries
• Excellent leadership and people management skills with the ability to inspire and motivate team despite daily challenges
• Strong analytical skills – able to leverage data into actionable insights

Responsibilities

• Evaluate and optimize Kapitus’ current lead funnel and monetization practices
• Build a partner-facing digital concierge and lead routing engine to support dual monetization: direct funding and third-party lead sales
• Develop pricing and distribution logic to increase internal revenue while maximizing partner value
• Lead partner acquisition, onboarding, and submission flow management to create a dynamic network of external originators
• Integrate robust feedback loops to optimize lead quality, partner performance, and monetization logic
• Provide access to sales, tech, and marketing stakeholders for integration
• Assign internal resources to support onboarding, tracking, and routing logic
• Share existing data insights and historic lead performance
• Designate an executive sponsor to ensure organizational alignment
• Inherit a foundational team composed of a Direct-level business development leader, their direct report, and an account manager focused on partnerships and deal flow
• Identify, prospect, and close new lead generation and submission partners
• Conduct diagnostic of current referral and lead flows
• Map and prioritize external partner targets based on volume potential and technical fit
• Build and maintain onboarding processes and monetization terms by partner type
• Collaborate with internal tech, product, and credit teams to support clean handoff and submission processing
• Monitor and optimize submission flow from external sources to improve fund rate and downstream performance
• Analyze opportunity cost of internal versus external lead outcomes
• Profitably scale the team beyond the inherited structure in alignment with increasing volume, complexity, and gross revenue targets
• Present a detailed partner acquisition strategy, including: Use of LinkedIn and outbound email sequences, Targeted attendance at industry conferences, Cold outreach via SDRs or an outsourced appointment setting firm, Marketing collateral and landing page strategy to support inbound interest
• Collaborate with marketing to expand purchase mix and test form strategies to drive high-quality, lower-CAC lead traffic
• Set up dynamic postbacks to evaluate ROAS by funnel stage (fund rate, CPL, LTV) from all channels
• Include margin-based tracking (revenue minus acquisition and servicing costs)
• Strategically build demand by cultivating targeted buyer segments, creating lead-level pricing packages, and showcasing conversion data to attract new verticals
• Work with tech to develop ingestion logic that prioritizes internal decisioning
• Use partner performance data, filters, and profiles to optimize routing
• Incorporate tools for bank connection, KYC / KYB, and fraud mitigation
• Build and expand a network of lead buyers and niche referral partners to monetize lead flow
• Work with Marketing, Finance, and Sales Ops to develop a top-of-funnel scoring model to determine appropriate monetization pathway
• Create competitive pricing structures with seasonal adjustments and vertical-specific pricing
• Generate revenue via lead sales while ensuring selected leads loop back to Kapitus Direct Sales where appropriate
• Provide a 3-year forecast including internal hires, team structure, departmental dependencies (Marketing, Data, Tech), and all supporting costs
• Include T&E and outreach costs such as: Industry event attendance (registration, lodging, travel), Prospecting tools (ZoomInfo, HubSpot, Apollo, etc.), Outsourced appointment setting or SDR support, Annual outreach and conference budget forecast

Benefits

• Competitive Base Salary Range of $250,000-$350,000
• Incentive Commission Compensation Plan – earned monthly and quarterly
• Health Insurance: comprehensive medical, dental, and employer-paid vision plans through UnitedHealthcare (UHC)
• 100% Company Paid Insurances: basic short-term and long-term disability insurance, as well as vision insurance
• Voluntary Insurance: Supplemental life insurance and enhanced short- and long-term disability coverage
• Paid Maternity and Parental Leave: company-paid maternity and parental leave
• LifeBalance Program: discounts on outdoor activities, the arts, health, and fitness
• Plum Benefits Discount Program: access exclusive discounts on shows, travel, car rentals, and more
• Tuition Reimbursement: up to $5,000 annually in tuition reimbursement
• Transit Reimbursement: for all work-related travel
• Paid Time Off & Sick Time
• Retirement Benefits: 401K plan managed through Fidelity, featuring a 25% match on employee contributions

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: Bachelor's degree
• Number of Employees: 251-500 employees