Enterprise Partner Manager

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:

• 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

Kapitus Total Rewards Package Includes:

• 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

About Kapitus: 

Kapitus is one of the most reliable and respected names in small business financing. As both a direct lender and a marketplace built with a trusted network of lending partners, we can provide small businesses with the financing they need when, and how it is needed.  

We have spent our entire existence building a culture that makes us excited to come to work in the morning. Our company is fast paced, teammates need to be self-directed and have an internal motivation to do the right thing, even when the right thing takes a lot of hard work.  

We show our teammates our appreciation by offering great benefits, competitive pay and solid opportunity for growth.  

Company Mission:

At Kapitus, our mission is to help small business owners grow their organizations by providing tailored, transparent, and ethical financing solutions. We invest in every business owner’s story and we are dedicated to building lasting relationships to champion their goals. We promise to keep the best interests of our clients at the center of the financing process by operating with transparency, fairness, and integrity.

Consideration will be given to qualified remote candidates residing in states where Kapitus and/or one of its subsidiaries has an established physical presence.