Role Description Leads the strategy, acquisition, and management of Independent Sales Organization (ISO) relationships to drive growth across the organization's merchant acquiring portfolio. This role is responsible for developing and executing business development initiatives, expanding strategic partnerships, and cultivating executive-level relationships that increase revenue and market share. - Develop and execute strategies to grow merchant acquiring revenue through the acquisition of new Independent Sales Organizations (ISOs) and expansion of existing ISO partnerships. - Identify, pursue, and secure new ISO sponsorship opportunities while strengthening and expanding current client relationships to drive revenue growth and market share. - Negotiate and manage commercial agreements, including sponsorship arrangements, pricing structures, and service commitments, to establish and maintain profitable, long-term partnerships. - Partner with Operations, Product, Legal, Compliance, Risk, and other internal stakeholders to support the successful onboarding, implementation, and ongoing management of ISO sponsorship partners. - Build, maintain, and expand executive-level relationships within ISO organizations to drive business growth, increase wallet share, and support client retention objectives. - Serve as the primary advocate for ISO partners, coordinating with internal teams to address business needs, resolve issues, and ensure an exceptional client experience. - Represent the voice of the customer internally by collaborating with Risk, Operations, Legal, Finance, Compliance, and other functional areas to support partner success and strengthen long-term relationships. - Monitor industry developments, competitive activity, and market opportunities to identify growth initiatives and support business planning efforts. - Each team member is expected to be aware of risk within their functional area, including observing all policies, procedures, laws, regulations, and risk limits specific to their role. - Performs other related duties as required. Qualifications - Minimum Education: Bachelor's degree in Business Administration, Finance, Marketing, Sales, or a related field or an equivalent combination of education and relevant industry experience. - Minimum Experience: 10 years of experience in merchant acquiring, payments, or financial services including leading ISO, partner, or channel sales initiatives with responsibility for revenue growth and strategic account management. - Required Knowledge, Skills, & Abilities: - In-depth understanding of payment processing technologies, merchant services, industry trends, and regulatory requirements. - Strong negotiation skills. - Strong business development and relationship management skills. - Ability to build and maintain trusted relationships with executive-level clients, partners, and internal stakeholders. Company Description Pinnacle is an Equal Opportunity Employer committed to fostering an inclusive work environment.

• Coordinate a smooth, organized sales cycle through administrative support • Keep sales cycle records and artifacts well organized and up to date • Create first draft slide decks and estimates from templates as instructed by senior sales members • Coordinate scheduling and logistics for sales meetings, client calls, and internal reviews • Serve as a friendly, professional point of contact for clients and prospects on scheduling, documentation, and follow-up • Help prepare and format proposals, estimates, and RFP responses so they go out looking polished and on time • Support outbound prospecting through email and call campaigns to target accounts • Help qualify inbound leads, gathering budget, timeline, and contact information before handing off to an Account Executive • Track and nurture early-stage leads that are not yet sales-ready, keeping them warm until timing improves • Monitor and complete assigned outreach tasks from marketing engagement campaigns • Provide day-to-day administrative support: calendars, meeting prep, and follow-up reminders • Help maintain templates and simple how-to guides so the team stays consistent

• Identify, research, and map software markets to find attractive acquisition targets • Develop and execute prospecting campaigns through email, outbound calling, and in-person meetings, while effectively communicating our M&A value propositions • Clearly communicate the investment strategy, ensuring the investment process is handled with care and professionalism • Continuously research new industries, sub-sectors, and trends to spot emerging opportunities and provide value to the targets you engage with • Build and maintain relationships with software founders, owners, and decision-makers • Track all interactions, data, and insights in Salesforce, maintaining a disciplined approach to CRM hygiene • Analyze outreach performance and iterate on campaigns to improve engagement rates • Coordinate with the M&A Execution team to advance qualified opportunities through diligence and deal execution

• Conduct personalize outbound lead generation, including researching and connecting new clients through various channels (i.e. email, phone communications, video messaging and social outreach with prospects) • Build and nurture impactful relationships with prospective customers, passing them over to the Account Executives once qualified • Follow up, qualify, and convert inbound marketing leads to qualified sales opportunities • Maintain, track and report sales activities and results in the CRM and conduct regular data hygiene to ensure CRM is accurate & up-to-date • Partner with Marketing on field marketing initiatives to share prospect & territory insights that will help grow inbound opportunities, develop event & campaign strategies and increase company profile and brand awareness • Represent ThoughtExchange at in-person public events, executing pre- & post-event activities • Leverage digital tools such as Outreach, Salesforce, Vidyard and social media for prospecting and customer management