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Partner Development Manager I

2 weeks ago

Remote, Oregon, United States Kapitus Full time

The Partner Development Manager I plays a critical role within the Channel Sales department as part of a newly established team focused on new partner growth, outreach, and onboarding. This role combines traditional deal account management with proactive business development, serving as a key liaison between Kapitus and its network of ISOs.

The Partner Development Account Manager I will manage the full lifecycle of engagement — from managing a book of existing underperforming partners to outbound outreach targeting new and terminated partners, to incubating and nurturing newly onboarded partners to ensure long-term engagement, productivity, and growth. This role is ideal for a driven, relationship-oriented professional who thrives on building partnerships, identifying new opportunities, and turning dormant relationships into active, high-performing accounts.

What you'll do:

New Partner Incubation, Onboarding, and Outbound

  • Conduct proactive outbound outreach to new, underperforming, and previously terminated partners to reintroduce Kapitus offerings and identify partnership opportunities
  • Develop targeted outreach campaigns (email, phone, and CRM-driven) to increase engagement across partner segments
  • Track engagement metrics and report on reactivation success rates and partner growth
  • Serve as the main point of contact for newly onboarded ISOs, ensuring a seamless transition through the onboarding pipeline
  • Educate new partners on Kapitus products, submission processes, and technology platforms to accelerate time-to-first-funding
  • Check references with other lenders to confirm accuracy and potential
  • Research, analyze, and provide background information on potential ISOs
  • Create and maintain onboarding materials, process guides, and performance check-ins during the first 90 days of partnership
  • Identify early-stage performance trends and collaborate with Partner Managers to transition mature partners to their respective teams when ISO growth metrics have been met
  • Seek new initiatives to re-engage with inactive ISOs prior to account termination
  • Contribute to team projects aimed at improving partner engagement, retention, and deal conversion rates
  • Participate in feedback loops with marketing and leadership to refine outbound and onboarding strategies

Account Management & Deal Flow

  • Manage daily deal flow and track active opportunities across multiple stages of the sales cycle
  • Follow up on outstanding items such as missing information, underwriting updates, outstanding stipulations and contract completion
  • Build strong relationships with partner contacts to ensure active engagement and responsiveness on all opportunities
  • Provide support coverage for partner accounts when team members are out of office or traveling
  • Converse with ISOs by phone, text and email to address immediate questions or concerns on deals
  • Strategize and implement new methods to grow accounts and resolve reoccurring issues
  • Sending weekly approval updates to ISOs to ensure deals are top of mind
  • Prepare and send contracts accurately, update deal statuses, and communicate effectively with underwriting to expedite funding
  • Compile competitive offers and intel from ISOs
  • Collaborate with Partnership Managers to identify growth opportunities and re-engagement strategies across partner portfolios
  • Analyze and report on partner performance data, providing insights to guide strategic initiatives
  • Maintain accurate records in CRM and deal trackers to ensure pipeline visibility and reporting accuracy
  • Support ISO recertification for all teams and compliance processes
  • Maintain a high level of professionalism, accuracy, and organization in all partner interactions
  • Manage deal pipeline and update deal tracker for the team
  • Other tasks as required by management

What we are looking for:

  • Bachelor's degree and/or comparable experience preferred
  • 2+ years of B2B sales experience in the industry, ideally in Payment Processing, Financial Services, and/or Consultative Sales with a history of success
  • A true self-starter with a hunter mentality and strong desire to learn and grow in a fast paced environment
  • Excellent verbal, written, and interpersonal communication skills
  • Excellent analytical, presentation, and phone skills
  • Experience with contract/partnership negotiations is a plus
  • Proven success in meeting and exceeding sales goals
  • Team player with a strong sense of accountability
  • Experience achieving metric and quality performance
  • Efficient planning, organization and time management skills
  • Goal oriented individual 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 a growing channel
  • Experience with administrative tasks
  • Strong professionalism and adaptability