Senior Mid-Market Account Manager

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

📋 Description

• Propel expansion revenue within Ethena’s mid-market customer accounts.

• Manage an expansion quota for accounts with 750 to 5,000 employees, along with renewal and self-sourced pipeline targets.

• Identify and secure upsells and cross-sells across Ethena’s compliance product offerings.

• Engage with stakeholders beyond day-to-day administrators to illustrate how Ethena meets immediate customer needs.

• Develop business cases alongside customer champions.

• Design innovative expansion deals that include pricing structures, contract buyouts, and free trial options.

• Prioritize accounts based on revenue potential and actively pursue high-value opportunities.

• Recognize and mitigate churn risks.

• Conduct ROI-driven business reviews with Compliance, Legal, and HR budget stakeholders.

• Leverage regulatory updates and compliance trends to foster urgency and initiate discussions.

• Collaborate closely with Customer Success Engineers.

• Share effective strategies and contribute to the development of the expansion playbook.

• Report directly to Akhila Iruku, VP of Customer Success.

⛳️ Requirements

• Proven experience in achieving and exceeding an expansion or upsell quota while selling to mid-market companies with 750 to 5,000 employees.

• Documented success in meeting quota targets.

• Capability to grow accounts through multithreading, value realization, pricing strategies, and securing leadership buy-in.

• Proficient in constructing business cases, locating budgets, and closing deals.

• Ability to manage over 90 renewals and open opportunities at the same time.

• Strong discipline in utilizing Salesforce for maintaining pipeline hygiene.

• Quick learner, adaptable to product changes and new launches.

• Skillful in identifying churn risks and expansion possibilities.

• Must reside in the United States.

• Employer visa sponsorship is not currently available.

🏝️ Benefits

• Unlimited PTO.

• Remote-first/fully remote work environment.

• Flexible working hours according to your own timezone.

• Team-wide meetings accommodating all North American time zones.

• Accelerators for multi-year agreements and exceeding performance targets.

• Compensation structure featuring a 70/30 base-to-variable split.