Manager, Business Development – Middle Market Field

This is a fully remote position, open to applicants in California.

📋 Description

• Oversee the entire acquisition process within the designated territory through strategic and consultative selling methods.

• Focus on acquiring high-value Middle Market clients.

• Establish and nurture executive-level relationships with CEOs, CFOs, and other financial leaders.

• Identify, cultivate, and secure new business opportunities utilizing market intelligence, networks, and industry insights.

• Maintain a strong presence in the market with 25–50% travel required.

• Manage a high-value sales pipeline with precise forecasting, high conversion rates, and consistent achievement of quotas.

• Leverage data, analytics, and financial insights to prioritize opportunities and enhance resource allocation.

• Collaborate with Risk, Underwriting, Pricing, and Product teams to provide customized, profitable solutions.

• Conduct discovery discussions to reveal client challenges and opportunities.

• Design American Express solutions aimed at optimizing working capital and managing expenses.

• Provide insights regarding market changes, payment innovations, and financial transformations.

• Lead negotiations for complex deals and guide executive stakeholders through strategic and financial considerations.

• Finalize deals and transition accounts to the Field Account Development team.

• Adhere to the American Express Code of Conduct and Sales Practice standards.

• Exemplify ethical decision-making and promote compliance throughout the sales process.

⛳️ Requirements

• 3–7+ years of demonstrated success in complex B2B, commercial, or financial sales settings.

• Proven track record of top-quartile performance and surpassing ambitious sales goals.

• Proficiency in consultative, multi-stakeholder selling techniques.

• Experience in influencing C-suite decision-makers and closing significant, impactful deals.

• Success in solution-oriented sales across payments, financial services, SaaS, or similar sectors.

• Strong financial knowledge, including the ability to articulate ROI, profitability, and business impact.

• Outstanding communication skills and the capacity to translate complex solutions into actionable client value.

• Analytical mindset and results-driven execution.

• Capability to uphold high standards in a regulated environment.

• Ability to interpret client financial statements, analyze balance sheets, and recognize working capital requirements.

• Capacity to work independently, think creatively, and drive measurable business results.

• Flexibility in adapting to rapidly changing environments.

• Expert in CRM management, pipeline forecasting, and disciplined sales execution.

• Bachelor's degree preferred; advanced degree or equivalent professional experience is a plus.

• Eligibility to work in the United States is required; American Express will not sponsor visas.

🏝️ Benefits

• Competitive base salaries.

• Bonus incentives.

• 6% Company Match on retirement savings plans.

• Complimentary financial coaching and support for financial well-being.

• Extensive medical, dental, vision, life insurance, and disability benefits.

• Flexible working arrangements with hybrid, onsite, or virtual options based on role and business needs.

• 20+ weeks of paid parental leave for all parents, irrespective of gender, for pregnancy, adoption, or surrogacy.

• Complimentary access to global on-site wellness centers staffed with nurses and doctors (availability based on location).

• Free and confidential counseling support through our Healthy Minds program.

• Opportunities for career development and training.

• World-class training programs.

• Leadership development initiatives.

• Autonomy to create a meaningful impact.