• Build the team, define the org design, ramp plan, and hiring profile for the Outbound Sales Executive / SDR team; recruit, onboard, and develop the reps. • Lead a distributed, work-from-home team — set the operating rhythm, visibility, and accountability that makes remote outbound work: daily standups, live call blocks, virtual floor culture, and clear activity expectations. • Establish the coaching model: call reviews, objection handling, talk tracks, certification, and ramp milestones. • Set and manage performance standards, activity floors, and a culture where the phone is the primary weapon. • Design and document the end-to-end outbound process: list build → data enrichment → segmentation → sequence → dial → qualification → SAL handoff → SQL acceptance. • Define SAL and SQL entry/exit criteria, qualification frameworks, disqualification reasons, and handoff SLAs with the seller community — and enforce them. • Build the playbooks: ICP-specific talk tracks, discovery questions, objection libraries, competitive positioning, and vertical-specific messaging. • Create the workflows and automation that let a rep spend their day talking to buyers rather than administering records. • Own dialler selection and procurement for campaign orchestration — evaluate, business case, negotiate, implement. • Own CRM integration and hygiene across Salesforce and/or HubSpot: lead routing, lifecycle stages, SAL/SQL stage definitions, task automation, attribution, and reporting. • Own the data and intelligence layer for contact and firmographic data, plus intent tooling — including integration into the campaign workflow. • Own the conversation intelligence and QA layer for call recording, coaching, keyword and objection tracking, and measurable rep improvement. • Work hand-in-hand with IT and Sales Operations to complete deployment, integration, and automation: system provisioning, security and compliance review, telephony and number management, data flows between dialler, CRM, intent, and conversation intelligence, and the dashboards that report on all of it. • Carry fixed weekly and monthly SAL and SQL targets as your primary KPIs; your variable compensation is tied directly to them. • Report performance up: activity, connect and conversion rates, cost per SAL, SAL→SQL yield, and pipeline contribution.

• To promote the sale of SSP Group general insurance software solutions within the Caribbean region to new and existing clients, including insurers and MGAs. • To develop and maintain effective working relationships across the territory to optimise income and profit by identifying and securing new business opportunities and retaining existing business. • Takes responsibility for understanding client requirements, collecting data, delivering analysis and problem resolution. • Identifies, evaluates and recommends options, implementing if required. • Collaborates with, and facilitates stakeholder groups, as part of formal or informal consultancy agreements. • Seeks to fully address client needs, enhancing the capabilities and effectiveness of client personnel, by ensuring that proposed solutions are properly understood and appropriately exploited. • Designs and implements sales strategies and works with senior management to implement sales plans. • Plans, monitors and controls the work of sales teams. • Develops and maintains effective customer relationships at executive levels and qualifies new sales leads. • Leads the bid process within organisation, maintaining customer contact during and after the selling process to ensure customer satisfaction. • Contributes to the development and training of sales teams and product/service development. • Oversees the organisation's promotional/selling activities to one or more clients, to ensure that such activities are aligned with corporate marketing objectives. • Approves medium-scale proposals to clients. • Negotiates with client representatives at senior levels on both technical and commercial issues. • Ensures that organisational policy and strategy is adhered to. • Provides informed feedback that contributes to promotional strategy and to product development. • Works closely with the sales team to ensure that customers are assisted and advised properly. • Ensures that reliable cost, effort and risk estimates and project plans are produced. • Manages all sales support activities, taking full responsibility for the technical content of bids and sales proposals. • Establishes metrics to provide data on performance and help with the continuous improvement of sales support activities. • Carries out day-to-day management of the client services function. • Defines service levels for client services employees and monitors performance. • Takes responsibility for specification, agreement and application of client services standards and for the resolution of clients’ service problems.

• Conduct market, customer, and competitive research to identify new business opportunities. • Assist with opportunity qualification, pipeline management, and capture planning activities. • Support proposal development by coordinating with technical, pricing, and business teams. • Prepare presentations, competitive analyses, executive briefings, and other business development materials. • Track business opportunities and maintain accurate information within CRM systems. • Analyze industry trends, emerging technologies, and customer priorities to support growth initiatives. • Participate in cross-functional meetings with business development, engineering, and executive leadership teams. • Take on additional tasks and responsibilities as needed to support team objectives and ensure the success of the project.

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.