Director, Retail Business Development

Get to Know Us

Kafene is revolutionizing the lease-to-own space. We're the point-of-sale powerhouse making flexible lease-to-own accessible to everyone—prime and non-prime customers alike. Our secret weapon? Cutting-edge AI and machine learning that analyzes 20,000+ data inputs in real-time, empowering retailers across furniture, appliances, electronics, tires, and durable goods to say "yes" to more customers.

The numbers tell our story: over $500 million in sales and counting. But we're just getting started.

Our 150-person team spans NYC headquarters, Wilmington, and remote talent across the globe—all united by a culture that thrives on collaboration, innovation, and genuine support. We don't just talk about great workplace culture; we deliver it. That's why Built In named us a Startup to Watch and Forbes recognized us as one of the Best Startup Employers.

Ready to be part of the fintech revolution? Join us.

The Business Development Manager (BDM) is a critical driver of growth at Kafene, responsible for identifying, signing, and onboarding new retail partners. The BDM will build and maintain relationships with key stakeholders, focusing on expanding Kafene’s footprint across target industries, such as furniture, appliances, and other durable goods. This role demands a strategic thinker with a hunter mentality who thrives in a fast-paced, entrepreneurial environment.

What you’ll do:

Team Leadership & Management

• Lead, mentor, and develop a team of 8-10 Business Development Managers focused on small business retail partner acquisition
• Set clear performance expectations, KPIs, and accountability measures for the team
• Conduct regular one-on-ones, performance reviews, and provide ongoing coaching
• Drive team motivation and maintain high performance standards in a fast-paced environment
• Collaborate with HR on hiring, onboarding, and talent development initiatives
• As a member of the sales leadership team, provide ongoing feedback to the broader Revenue team on activities, production, and goals using internal analytical and reporting tools

Strategic Business Development

• Develop and execute comprehensive strategies for small business retail partner acquisition
• Evaluate the competitive landscape, identify strategic partnership opportunities in SMB sector
• Establish and maintain relationships with key industry stakeholders and decision-makers

Direct Sales Execution

• Support BDMs in closing high-priority or challenging opportunities
• Lead presentations and proposals for retail partnerships

Operational Excellence

• Monitor individual and team KPIs and expenditures to promote the highest ROI sales activities
• Manage, update, and maintain the sales pipeline through our CRM
• Ensure seamless transitions to account management teams
• Collaborate with cross-functional teams including Marketing, Revenue Operations, and Product
• Report on team performance, pipeline health, and market insights to sales leadership

Core Competencies

• Exceptional leadership and people management skills with ability to inspire and develop talent
• Strategic thinking combined with tactical execution capabilities
• Outstanding communication, presentation, and negotiation skills
• Data-driven approach to performance management and decision making
• Entrepreneurial mindset with comfort in ambiguous, fast-changing environments

Success Metrics

• Team achievement of quarterly and annual partner acquisition targets
• Pipeline development and conversion rate optimization
• Revenue growth from new retail partnerships
• Team retention and development metrics

Who you are:

• 3+ years of outside sales leadership experience in a high-growth B2B environment, with a track record of managing and scaling multi-rep sales teams
• 3+ years as a strong individual contributor in an outside B2B sales role — you know what it takes to close because you've done it yourself
• Experienced leading full-cycle sales teams of 8-10+ field reps, with direct hands-on experience in coaching and performance management
• A player-coach who gets in the trenches with your team when deals get complicated, while keeping your eye on the bigger picture
• Someone who holds people accountable with both directness and empathy — you know the difference between a slump and a ceiling, and you coach accordingly
• A strategic and analytical thinker who can spot growth opportunities and translate them into plans your team can actually execute
• Ready to lead people who were once your peers, with the maturity to manage that dynamic with confidence and professionalism
• Comfortable navigating ambiguity and building in fast-moving environments where the playbook is still being written
• Background in consumer products, financial services, lending, or fintech is a strong plus
• Excellent communicator — confident in writing, in conversation, and in the room with senior leadership
• Bachelor's degree preferred, or equivalent professional experience
• Able and willing to travel 40-50% throughout your assigned SMB region

Compensation and Benefits:

• Base Salary: Earn a competitive base salary of $115,000 to $155,000
• Commissions based on team goal achievement
• Healthcare: We prioritize your well-being by covering 80% of medical, dental, and vision insurance costs, including coverage for your spouse, children, and other dependents.
• Retirement Benefits: Begin planning for your future from day one with our 401K plan.
• Paid Time Off: We understand the importance of work-life balance. That's why we offer flexible paid time off days starting from day one of your employment.

We're building a team as diverse as the customers we serve. Kafene is proud to be an equal‑opportunity employer, and we mean it. We welcome qualified applicants of every race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, veteran status, and all other legally protected characteristics.

Need accommodation during the application process? We've got you. If you're applying for a U.S. position and require reasonable accommodation at any stage, reach out to with details about your request and contact information. We're here to help make the process work for you.

Note: This email address is specifically for accommodation requests and will only respond to those inquiries.

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