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Kapitus · 1 month ago

Enterprise Partner Manager

United States

Full-time

Remote

Senior Level

$150K/yr - $150K/yr

5+ years exp

Kapitus is one of the most reliable and respected names in small business financing, and they are seeking an Enterprise Partner Manager to lead their efforts in high-value transactions. The role involves managing major account opportunities, collaborating with various internal teams, and driving growth through strategic partnerships.

FinanceFinancial ServicesFinTechLendingSmall and Medium Businesses

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

Qualification

B2B sales experienceFinancial Services knowledgeComplex financing structuresCRM proficiencyMicrosoft ExcelAnalytical skillsPlanningOrganizationCommunication skillsTeam playerGoal oriented

Required

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

Benefits

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