ISV Business Development Representative

ABOUT THE ROLE
The ISV Business Development Representative is responsible for identifying, developing, and closing new Independent Software Vendor (ISV) partnerships that drive payment processing revenue and strategic growth. This highly consultative sales role focuses on prospecting software companies, understanding their payment integration needs, and positioning the company’s payment solutions as the preferred embedded payments partner. Success in this role requires a proactive, results-driven professional with experience selling technology partnerships, payment solutions, or SaaS products. The ISV Business Development Representative is expected to build a strong pipeline of qualified opportunities, manage complex sales cycles, and collaborate across Sales, Product, Integrations, and Implementation teams to successfully onboard new partners. This role reports to the SVP, US Sales.

WHAT YOU'LL DO
* Identify and prospect new ISV partnership opportunities through outbound outreach, networking, referrals, and industry events.
* Develop and execute strategic territory and account plans to build a sustainable pipeline of qualified ISV prospects.
* Engage executive decision-makers, product leaders, and technical stakeholders to understand business objectives and payment integration requirements.
* Present the company’s payment platform, embedded payment capabilities, APIs, security features, and value proposition to prospective partners.
* Lead complex sales cycles from initial prospecting through contract negotiation and execution.
* Properly transition signed and integrated ISV Partners to the Relationship Management team for ongoing management.
* Collaborate with Product, Solutions Engineering, Implementation, Legal, and Marketing teams throughout the sales process.
* Negotiate commercial terms and partnership agreements while protecting company objectives.
* Maintain accurate pipeline forecasts, account activity, and opportunity updates within the CRM.
* Consistently achieve or exceed quarterly and annual partnership, revenue, and pipeline goals.
* Represent the company at industry conferences, trade shows, and networking events.
* Monitor market trends, competitive offerings, and emerging technologies within the payments and software ecosystem.
* Build long-term strategic relationships with prospective ISV partners to support future growth opportunities.
* Maintain a thorough understanding of payment processing, integrated payments, card network requirements, and relevant industry regulations. KEY PERFORMANCE MEASURES KPI Annual Target Measurement New ISV Partnerships Signed 10–15 Executed agreements Qualified ISV Pipeline 4× annual quota Salesforce pipeline value Executive Discovery Meetings 75-100 Completed meetings in Year 1 Qualified Product Demonstrations 50-75 Opportunities advanced in Year 1 New Merchant Opportunities from ISVs Company target CRM opportunities Annual Payment Processing Volume Company quota GPV generated Annual Revenue Company quota Net revenue Self-Sourced Opportunities ≥50% CRM attribution Sales Cycle Conversion Rate 20–30% Qualified opportunity to signed partner Forecast Accuracy Within ±10% Monthly forecast CRM Compliance 100% Weekly audits Quota Attainment ≥100% Annual performance QUALIFICATIONS To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions:
* Bachelor’s degree in Business, Marketing, Information Technology, or a related field, or equivalent experience.
* Five or more years of successful business development or enterprise sales experience, preferably within payments, fintech, SaaS, or technology partnerships.
* Demonstrated success acquiring new ISV, software, or strategic technology partnerships.
* Strong understanding of payment processing, embedded payments, APIs, gateway technologies, and payment ecosystems.
* Experience managing complex B2B sales cycles with multiple stakeholders.
* Excellent consultative selling, negotiation, presentation, and relationship-building skills.
* Strong organizational skills with the ability to manage multiple opportunities simultaneously.
* Proficiency with CRM platforms such as Salesforce and Microsoft Office applications.
* Ability to travel as needed to customer meetings, conferences, and industry events. EQUAL EMPLOYMENT OPPORTUNITY  Bluefin provides equal employment opportunities to all employees and applicants without regard to race, color, religious creed, sex, national origin, ancestry, citizenship or immigration status, pregnancy, physical disability, mental disability, age, military or veteran status, marital status, registered domestic partner status, gender, gender identity or expression, sex stereotyping, medical condition, genetic information, sexual orientation, or any other status protected by applicable federal, state, or local laws.