About the role
The Portfolio Sales Manager owns and grows our relationships within the B2B/incentives channels. You'll be the primary point of contact for a growing pipeline of program buyers - companies and platforms that purchase Totus-managed gift card brands for use in rewards, loyalty, incentives, and employee recognition programs.
This is a hunter/builder role. The ultimate objective is to drive activations of Totus-managed brand gift cards. You'll be prospecting new buyers, managing existing relationships, and working cross-functionally to ensure brands are placed, marketed, and performing. You'll report directly to the SVP of Distribution Partnerships/Sales and operate with a high degree of autonomy.
What you'll do
Buyer Development & Outreach
• Own the full outbound sales cycle for potential Program Buyers/Platforms - from prospecting and first contact through close
• Build and manage a pipeline of corporate buyers, incentive platforms, loyalty programs, and rewards networks
• Use outreach tools (CRM, LinkedIn, lead gen platforms) to identify and engage new buyer contacts at scale
Distribution & Brand Placement
• Pitch and place Totus-issued brands across buyer programs/catalogs
• Identify the right brand-to-buyer match based on buyer profile, program type, and volume potential
• Support onboarding of new brands and buyers with supporting Totus departments
• Advocate for Totus brands with buyers - staying current on brand performance and new additions to the portfolio
Pipeline & Approval Management
• Maintain clean, up-to-date records in HubSpot (CRM) for all buyer contacts, outreach, and deals
• Push necessary approvals to appropriate account managers for non-blanket approval brands
• Participate in regular DPS syncs and provide updates on pipeline status and buyer activity
• Track performance - activation volume by buyer, placement counts
Cross-Functional Collaboration
• Partner with the Operations and Client Success teams as needed
• Support marketing/promotional opportunity identification and booking within buyer programs as applicable
• Provide ground-level buyer feedback to inform pricing and brand strategy decisions
Qualifications
Required
• 5+ years of B2B sales experience, ideally in gift cards, incentives, loyalty, fintech, or adjacent industries
• Proven track record of building pipeline from scratch and closing new business
• Strong outreach skills - comfortable with high-volume prospecting via email, LinkedIn, and phone
• Experience using a CRM (HubSpot preferred) to manage pipeline and track activity
• Excellent written and verbal communication - you can write a sharp cold email and run a confident discovery call
• Self-starter mindset - you don't need hand-holding to find the next opportunity
Nice to Have
• Familiarity with the gift card distribution ecosystem
• Experience selling into HR, rewards, or employee benefits buyers
• Exposure to AI-assisted prospecting or outreach tools
• Experience working in a small, fast-moving team where you wear multiple hats
Compensation
Base salary is competitive and commensurate with experience. This role includes a performance-based commission structure tied to revenue generated through your channel ownership.
