Partner Development Manager I

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