We are seeking a highly motivated
Business Development Manager to expand our network of Independent Sales Organizations (ISOs), Agents, Referral Partners, and other strategic channel partners. This is an individual contributor role responsible for identifying, recruiting, and onboarding new channel partners that drive merchant acquisition and payment processing growth.
The ideal candidate is a consultative sales professional with experience in merchant services, fintech, or payments who thrives in a fast-paced, entrepreneurial environment. This role requires a hunter mentality, strong relationship-building skills, and the ability to navigate complex partner organizations and develop revenue-generating partnerships.
You will work closely with Underwriting, Risk, Operations, Product, and Relationship Management to ensure a seamless transition from signed partnership to productive channel relationship.
Key ResponsibilitiesPartner Acquisition & Channel Expansion
- Identify, recruit, and onboard new ISO, Agent, Referral, ISV, and strategic channel partners.
- Build and maintain a robust pipeline of prospective partners through outbound prospecting, networking, referrals, industry events, and digital engagement.
- Develop and execute territory and channel growth plans to achieve new partner acquisition goals.
- Identify market opportunities across low, medium, high-risk, and specialty merchant verticals.
Sales & Business Development
- Conduct discovery conversations to understand partner business models, merchant focus, growth objectives, and processing needs.
- Present the company's value proposition, product suite, risk capabilities, and partner program benefits.
- Negotiate partnership terms and guide opportunities through the sales cycle.
- Drive agreement execution and transition partners into onboarding and activation.
Strategic Market Development
- Build relationships with industry influencers, consultants, associations, and strategic partners.
- Represent the company at trade shows, conferences, networking events, and partner meetings.
- Stay informed on industry trends, competitive solutions, emerging verticals, and market opportunities.
- Monitor competitor offerings and identify opportunities to differentiate our solutions in the marketplace.
Collaboration & Deal Support
- Partner with Risk, Underwriting, Operations, Product, and Legal teams throughout the sales process.
- Assist prospective partners with complex merchant placement strategies and risk alignment.
- Support proposal development, pricing discussions, and solution design.
- Ensure smooth handoff to onboarding and relationship management teams after launch.
Pipeline Management & Reporting
- Maintain accurate forecasting and opportunity tracking within CRM systems.
- Consistently manage sales activities, pipeline progression, and partner communications.
- Meet or exceed monthly, quarterly, and annual partner acquisition goals.
- Provide market intelligence and competitive insights to leadership.
Required Qualifications- 5+ years of business development, channel sales, partner sales, or merchant services experience.
- Proven track record of acquiring new partnerships and exceeding sales targets.
- Experience selling payment processing, fintech, financial services, SaaS, or related solutions.
- Strong negotiation and consultative selling skills.
- Excellent prospecting, relationship-building, and presentation abilities.
- CRM proficiency, preferably Salesforce or HubSpot.
Preferred Qualifications- Experience working with ISO, Agent, ISV, or referral partner channels.
- Knowledge of payment processing, acquiring, underwriting, and merchant services.
- Existing industry relationships within the payments ecosystem.
- ETA CPP certification or equivalent payments industry experience.
Location: This position is based at our Anaheim Hills office and may require occasional travel for industry trade shows, conferences, partner meetings, dinners, and other business-related events.
Salary: This role includes a base salary and residual-based commission as part of a total compensation package, in addition to a full range of medical, dental, retirement planning, and other benefits.
