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Enterprise Account Manager, Banking



Sales & Business Development
San Francisco, CA, USA
Posted on Wednesday, March 13, 2024

About Middesk

Middesk’s mission is to make it easier for businesses to work together through building the best-in-class business identity platform. Our APIs allow B2B companies to access the information, insights, and documentation they need to onboard and transact with their customers. Our products help product, risk, and finance teams make informed regulatory compliance and commercial credit decisions, confirm that suppliers meet federal and state licensing requirements, and register their customers with the necessary government agencies.

The Role

As part of our Account Management team, you will be responsible for a portfolio of Middesk’s largest accounts within the banking sector, ensuring their happiness and growth with Middesk. You will own the overall relationship with your customers, serving as their strategic partner and trusted advisor. You will gain in-depth knowledge of your customers’ business needs and work closely with them to develop a joint win-win strategy. Through regular engagement, you will develop existing and new relationships across a wide range of functions to deepen our partnership. Keeping your customers’ needs top of mind, you will uncover, negotiate and close new opportunities that will drive value for both customers and Middesk. You will work closely with the rest of our Go-To-Market function to drive satisfaction and usage of existing products, as well as play a critical role in advocating for your customers’ needs to our Product teams. As a critical member of the Account Management team you will have the opportunity to help shape the development and direction of the function.

What You'll Do

  • Take ownership of the overall relationship, strategy, and growth of each customer in your portfolio, ensuring their satisfaction, retention, and growth.

  • Work closely with your customers to develop a joint strategy that drives existing and new product usage.

  • Drive adoption and usage of existing products by collaborating closely with internal teams across Go-To-Market, Product and Operations.

  • Identify, pursue, negotiate and close new business opportunities that will drive value for both parties.

  • Cultivate new and strengthen existing relationships across all relevant functions and levels, ensuring a resilient partnership and creating champions within the customer's organizations.

  • Become a subject matter expert in the industry, customer use cases, and Middesk product suite to bring forward effective solutions to your customer’s needs and challenges.

  • Understand and advocate for your customers’ product needs and requests to our Product teams on a systematic basis to ensure they are incorporated into future product roadmaps.

  • Support the development of new content and processes for the Account Management team.

What We’re Looking For

  • 6+ years of experience in Account Management or Customer Success within B2B SaaS, managing portfolios of high-value, high-touch accounts.

  • Banking experience is required.

  • Ability to drive strategic conversations and plans with decision-makers and executives, as well as identifying creative solutions to drive our customers’ businesses forward.

  • Ability to effectively cultivate trust, build strategic relationships as well as identify and develop new relationships, across all relevant functions and levels of a customer’s organization.

  • Strong commercial acumen and effective negotiation skills.

  • Works seamlessly with internal stakeholders across Go-To-Market and Product teams.

  • Effectively advocates for customer needs to Product teams to shape future product direction and development.

  • Excellent communicator, effectively communicating to technical, operational and executive audiences.

  • Comfortable navigating ambiguity and effectively prioritizing work to maximize productivity.

  • A go-getter at heart, keen to make an impact for your customers, team and company and with the grit to push through challenges and ambiguity.