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Enterprise Account Executive, Banking



Sales & Business Development
New York, NY, USA
Posted on Tuesday, March 19, 2024

About Middesk

Middesk’s mission is to make it easier for businesses to work together by 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

Today, Middesk works with two of the top three national banks and a significant portion of the top 50 regional banks. To best serve our banking customers, and effectively leverage our internal teams, we are building the first specialized customer team for Banking. We are seeking a highly motivated Enterprise Account Executive to spearhead this centralized team.

This specialized Banking team will take ownership for our most strategic banking customers, nurturing relationships with key stakeholders in product, compliance, risk, and executive roles across the nation's largest banks. The team will engage in collaborative efforts to craft and implement a comprehensive strategy for bank acquisition and growth, as well as influencing the Middesk product roadmap to cater specifically to banking use cases.

As an Enterprise Account Executive, Your role will be to expand our customer base and establish inroads with potential customers by uncovering and qualifying new business opportunities within Middesk’s target market. Your success will be measured by your ability to close new business, expand existing customers, generate a strong pipeline, and collaborate across internal teams, including solutions engineering, product development, and revenue operations.

What You’ll Do

  • Take ownership for managing the target list of all banks as defined by the FDIC, encompassing both existing customer and prospective accounts.

  • Build and deliver strategies to engage with senior banking leadership, identifying key priorities and opportunities for expanding our partnership, while cultivating Middesk advocates who are keenly aware of banking challenges, initiatives, and data ecosystems.

  • Establish yourself as a thought leader in digital transformation, regulatory compliance, and risk management (identity, fraud, credit) within the B2B sector.

  • Gain deep expertise in our product and its value proposition, including both standard applications and emerging use cases.

  • Own and influence the entire sales cycle end-to-end, collaborating with SDRs to design outbound strategies, Solutions Engineering to facilitate comprehensive evaluations, and Account Management teams to support and strategically grow customer accounts.

  • Build lasting relationships with existing customers to deeply understand and advocate for their needs, including influence on the product roadmap, and assist your Account Management counterpart in identifying and pursuing expansion opportunities.

What We’re Looking For

  • 6+ years in a quota-carrying Account Executive role within B2B software, with a proven track record managing high-value accounts.

  • 3+ years of commercial experience specifically targeting banks, with a strong preference for knowledge in fraud, compliance, and identity sectors.

  • Demonstrated ability to craft creative, solution-focused evaluation plans that guide complex buyers through intricate purchasing and implementation processes.

  • Ability to build and develop executive relationships, navigating large cross-functional organizations.

  • Strong advocacy skills to represent customer use cases and needs effectively to internal product teams, influencing product direction and roadmap.

  • Exceptional commercial acumen complemented by advanced negotiation skills, honed through dealing with complex and unique contract arrangements.

  • Ability to work seamlessly with internal stakeholders across GTM and product.

  • Outstanding communication abilities, capable of engaging with technical, operational, strategic, and executive audiences alike.

  • Comfort with navigating ambiguity and a nuanced understanding of the growth trajectory of early-stage GTM organizations.

  • Inherently driven to make a significant impact on our customers, team, and company, equipped with the resilience to overcome challenges and ambiguity.