Manager, Business Development

Kapitus; New York (NY); On-site; USD 100,000 - 130,000; Full time

Benefits offered by this job

Competitive base salary

Incentive commission plan

Health insurance

401K with 25% match

Tuition reimbursement

Paid time off

Job summary

Kapitus is seeking a Manager I, Business Development – Direct Sales in the United States, starting point in the Direct Sales management track. This role leads offshore SDR1s and stateside Account Managers, coordinating with Senior Leaders to hit marketing targets and drive revenue.

You will oversee lead pipelines, forecast performance, and collaborate with Marketing, Product, and Sales Ops to grow accounts and fund new business.

Qualifications

• Bachelor’s degree and/or comparable experience preferred.
• 2+ years of B2B sales experience, ideally in Payment Processing, Financial Services, and/or Consultative Sales with a history of success.
• 2+ years of management experience, ideally in B2B sales.
• Excellent verbal, written, and interpersonal communication skills.
• Excellent analytical, presentation, and phone skills.
• Experience with contract/partnership negotiations is a plus.

Responsibilities

• Direct offshore SDR1s and stateside Account Managers, assigning and reviewing approvals, managing their lead and account pipelines, and ensuring all deals are closed in a compliant and efficient manner.
• Oversee offshore Team Leads and stateside Assistant Manager(s) who report directly into this role, providing direction, coaching, and holding them accountable for team results.
• Manage the lead and account pipelines for outbound call and marketing campaigns, ensuring consistent coverage, prioritization, and follow‑up.
• Manage and drive conversions on Submissions and Approvals as key performance metrics for the team.
• Attend weekly calls with the Marketing team, Product team, and Sales Ops team.
• Track and manage a sales pipeline of all Aged and Reworked Accounts & Marketing opportunities that Direct Sales currently owns.

Skills

Leadership

Sales strategy

Cross-functional collaboration

Mentoring

Hiring & team development

Education

Bachelor’s degree

Tools

CRM

Microsoft Excel

Microsoft Word

PowerPoint

Outlook

Job description

The Manager I, Business Development – Direct Sales role is the entry‐level leadership position within the Business Development – Direct Sales management track. This is the starting point for all new Managers, Business Development – Direct Sales, whether they are external hires or internal promotions.

Individuals in this role are eligible for promotion to Manager II, Business Development – Direct Sales after two years of strong performance.

To be eligible for this promotion, the Manager I must obtain a minimum of 80% of their assigned quota over the two-year period.

The Manager, Business Development – Direct Sales is a key leadership role within the Direct Sales Organization. They lead and manage a cross‑functional team comprised of offshore SDR1s (Sales Development Representatives) and stateside Account Managers, along with offshore Team Leads and stateside Assistant Manager(s) who report directly into this role.

The Manager oversees all monthly conversion metrics, with a primary focus on conversions on Submissions and Approvals, in addition to Volume (On B/S & Third Party), Gross Commission, Approval %, and Closing %.

The Manager I works directly with the SVP of Direct Sales and the SVP of Marketing.

Their team is solely responsible for hitting all marketing targets set forth by the Marketing and Finance departments on a monthly basis.

The Manager is responsible for managing the lead and account pipelines for outbound call and marketing campaigns, driving conversions on Submissions and Approvals, originating and funding new business, and providing weekly and monthly updates to the SVP of Direct Sales and the SVP of Marketing.

What You Will Do:

• Direct offshore SDR1s and stateside Account Managers, assigning and reviewing approvals, managing their lead and account pipelines, and ensuring all deals are closed in a compliant and efficient manner.
• Oversee offshore Team Leads and stateside Assistant Manager(s) who report directly into this role, providing direction, coaching, and holding them accountable for team results.
• Manage the lead and account pipelines for outbound call and marketing campaigns, ensuring consistent coverage, prioritization, and follow‑up.
• Manage and drive conversions on Submissions and Approvals as key performance metrics for the team.
• Attend weekly calls with the Marketing team, Product team, and Sales Ops team.
• Track and manage a sales pipeline of all Aged and Reworked Accounts & Marketing opportunities that Direct Sales currently owns.
• Have a full understanding of the Direct Sales Marketplace and our full product suite.
• Ability to convert new business at set percentage aligned with Direct Sales expectations.
• Work closely with offshore SDR1s, stateside Account Managers, and the Marketing Team to provide them product knowledge, marketing and sales support resources, and partnership updates they need to be aware of.
• Act as a liaison between the Sales and Product team to enable any technological advancements that would best suit the team.
• Strategize and implement new methods to grow accounts and resolve reoccurring issues.
• Inspire and create a motivating environment through coaching, mentoring, and enablement.
• Provide opportunities to participate in both formal and informal developmental activities.
• Work with senior leaders and department head, set expectations for all team members and hold employees accountable for results.
• Lead hiring, performance management, compensation, and evaluation of team members.
• Collaborate with Kapitus leadership and HR to continually refine and modify career growth and succession plans to meet changing business needs.
• Other tasks and duties, as required by management.

What We’re Looking For:

• Bachelor’s degree and/or comparable experience preferred.
• 2+ years of B2B sales experience, ideally in Payment Processing, Financial Services, and/or Consultative Sales with a history of success.
• 2+ years of management experience, ideally in B2B sales.
• 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.
• Communicate decisions effectively in both verbal and written communication.
• Team player with a strong sense of accountability.
• Experience achieving metric and quality performance.
• Self‑starter with ability to multi‑task in a fast‑paced environment.
• Excellent negotiation and business development skills.
• Extensive industry knowledge on pricing, equipment, and/or gateways.
• 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 a growing channel.
• Effective at written and verbal communication.
• Experience with administrative tasks.

Kapitus Total Rewards Package Includes:

• Competitive Base Salaryof $100,000 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: 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. Additional perks through UHC include: Sweat Equity, free subscription to the Calm App, UHC rewards,RealAppeal, and Quit For Life.
• Flexible Spending Account: Set aside pre‑tax dollars from your paycheck to pay for qualified out‑of‑pocket medical, dental, vision, pharmacy or dependent care expenses.
• Lifestyle Spending Account: Employer sponsored post‑tax benefits that allow reimbursement for expenses related to physical, mental and financial well‑being.
• 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.
• Commuter Benefits: We offer pre‑tax benefits on parking and commuter expenses to cover travel to and from work.
• 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. 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. Managed through our LSA plan, Kapitus Academy.
• Travel Reimbursement: We also offer travel reimbursement for all work‑related travel, supporting your involvement in career and personal development activities.
• Paid Time Off and Sick Time.
• Retirement Benefits : Our 401K plan is managed through Fidelity. To support your long‑term financial goals, the company provides a 25% match on your contributions, up to6%of your annual salary.

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.