SVP, Commercial Strategy - Job ID: 770

We’re hiring a Senior Vice President / General Manager to lead the KapEx Initiative, a newly created growth vertical aimed at unlocking strategic revenue through partner-sourced lead acquisition and marketplace monetization. This executive will own the business strategy, P&L, and go-to-market execution of KapEx from inception through scale. The KapEx initiative launches a high-impact SMB Lending Exchange platform aimed at maximizing lead monetization, improving on-balance sheet conversion, and creating a scalable partner distribution network. This is a foundational leadership role reporting directly into the senior executive team.

The ideal candidate will bring deep experience in digital marketing, business development, and P&L ownership, especially in fast-paced, performance-driven environments. They will be responsible for building the partner ecosystem, monetization model, go-forward operating plan, and execution engine to help Kapitus scale originations and non-lending revenue streams.

The individual will be responsible for identifying, prospecting, onboarding, and managing external partners (referral sources, strategic partners, publishers, and affiliates) to drive consistent lead and submission flow into Kapitus. Their role will directly support revenue generation by growing the partner-sourced channel and improving monetization of sourced leads on the back end through a marketplace model.

What You’Ll Do:

Objectives

• Evaluate and optimize Kapitus’ current lead funnel and monetization practices
• Build a partner-facing digital concierge and lead routing engine to support dual monetization: direct funding and third-party lead sales
• Develop pricing and distribution logic to increase internal revenue while maximizing partner value
• Lead partner acquisition, onboarding, and submission flow management to create a dynamic network of external originators
• Integrate robust feedback loops to optimize lead quality, partner performance, and monetization logic
• Provide access to sales, tech, and marketing stakeholders for integration
• Assign internal resources to support onboarding, tracking, and routing logic
• Share existing data insights and historic lead performance
• Designate an executive sponsor to ensure organizational alignment

Core Responsibilities of BizDev/Partnerships Lead

• Inherit a foundational team composed of a Direct-level business development leader, their direct report, and an account manager focused on partnerships and deal flow
• Identify, prospect, and close new lead generation and submission partners
• Conduct diagnostic of current referral and lead flows
• Map and prioritize external partner targets based on volume potential and technical fit
• Build and maintain onboarding processes and monetization terms by partner type
• Collaborate with internal tech, product, and credit teams to support clean handoff and submission processing
• Monitor and optimize submission flow from external sources to improve fund rate and downstream performance
• Analyze opportunity cost of internal versus external lead outcomes
• Profitably scale the team beyond the inherited structure in alignment with increasing volume, complexity, and gross revenue targets
• Present a detailed partner acquisition strategy, including:
• Use of LinkedIn and outbound email sequences
• Targeted attendance at industry conferences
• Cold outreach via SDRs or an outsourced appointment setting firm
• Marketing collateral and landing page strategy to support inbound interest

Platform Components & Strategic Design

Top Of Funnel

• Collaborate with marketing to expand purchase mix and test form strategies to drive high-quality, lower-CAC lead traffic
• Set up dynamic postbacks to evaluate ROAS by funnel stage (fund rate, CPL, LTV) from all channels
• Include margin-based tracking (revenue minus acquisition and servicing costs) to
• Strategically build demand by cultivating targeted buyer segments, creating lead-level pricing packages, and showcasing conversion data to attract new verticals

Lead Ingestion & Routing

• Work with tech to develop ingestion logic that prioritizes internal decisioning
• Use partner performance data, filters, and profiles to optimize routing
• Incorporate tools for bank connection, KYC / KYB, and fraud mitigation

Lead Monetization & Marketplace

• Build and expand a network of lead buyers and niche referral partners to monetize lead flow
• Work with Marketing, Finance, and Sales Ops to develop a top-of-funnel scoring model to determine appropriate monetization pathway
• Create competitive pricing structures with seasonal adjustments and vertical-specific pricing
• Generate revenue via lead sales while ensuring selected leads loop back to Kapitus Direct Sales where appropriate

Foundational Planning

• Provide a 3-year forecast including internal hires, team structure, departmental dependencies (Marketing, Data, Tech), and all supporting costs
• Include T&E and outreach costs such as:
• Industry event attendance (registration, lodging, travel)
• Prospecting tools (ZoomInfo, HubSpot, Apollo, etc.)
• Outsourced appointment setting or SDR support
• Annual outreach and conference budget forecast

What We’Re Looking For:

• BA in business administration or a related field
• 10+ years experience in digital marketing, business development, and P&L ownership, especially in fast-paced, performance-driven environments. 
• Must be able to travel regularly for events, client visits and sales meetings
• Proven track record of driving consistent lead and submission flow to drive revenue growth
• Experience in building a partner ecosystem, monetization model, go-forward operating plan, and execution engine to scale originations and non-lending revenue streams. 
• Ability to develop strategic initiatives that optimize partner engagement 
• Able to inspire and influence across the organization & our partners to gain alignment and support for the business plans.
• Fluent sales technology and CRM skills
• Excellent presentation skills and market knowledge
• High level of professionalism
• Familiarity with banking & lending industries
• Excellent leadership and people management skills with the ability to inspire and motivate team despite daily challenges
• Strong analytical skills – able to leverage data into actionable insights

Kapitus Total Rewards Package Includes:

• Competitive Base Salary Range of $250,000-$350,000. 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 and quarterly
• Health Insurance: We offer 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.
• 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.
• LifeBalance Program: Enhance your lifestyle with our LifeBalance membership, which offers discounts on outdoor activities, the arts, health, and fitness. Additional benefits include:
• 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.
• Transit Reimbursement: We also offer transit reimbursement for all work-related travel, supporting your involvement in career and personal development activities.
• Paid Time Off & Sick Time
• Retirement Benefits: Our 401K plan is managed through Fidelity, featuring a 25% match on employee contributions, helping you plan for a secure financial future.
• Pet and car insurance discounts.
• Financial services such as LegalShield.
• Relaxation and stress management tools, including a fully covered annual subscription to The Calm App.

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.

Please See Above