Manager, Business Development

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.

• 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.

• Bachelor’s degree and/or comparable experience preferred.
• 2+ years of…