Account Manager

About Middesk Middesk enables every business to access the products and services they need to grow and thrive. If we can make it easy for a business to access financial products, hire new employees, and transact with other businesses, then we increase the odds of success for that business.

Our products provide accurate and complete information for financial services companies and make it easy for employers to establish their business with state and federal entities.

Our customers include Shopify, Affirm, Brex, Plaid, Mercury, Divvy, Rippling, Gusto, and others.

Based in San Francisco, CA, Middesk is backed by Sequoia Capital, Accel Partners, and Y Combinator.

The role The Account Manager will be responsible for owning and expanding the long-term relationships with our strategic and highest potential customers. These customers will be critical contributors to Middesk’s 2022 growth goals and longer-term success.

The Account Manager will deliver a world-class customer experience by identifying creative solutions to drive our customers’ businesses forward. They will partner with our internal teams to devise strategies that improve the performance and reliability of our existing products and identify opportunities that unlock additional customer value.

We expect you to serve as a subject matter expert on the industry, customer use cases, and Middesk product suite. Our customers will look to you as their trusted advisor, advocating for their needs and finding win-win solutions for them and Middesk. You will use regular touch-points and business reviews to help customers understand the value they’re realizing from our products and capitalize on new opportunities to deepen the relationship.

You will be expected to evaluate and pursue upsell and cross-sell opportunities to expand customer relationships.

This role will partner directly with the go-to-market, operations, and product/engineering teams and play a critical role in defining our land and expand motion at Middesk.

What you'll achieve

• You will define and execute an account strategy and partner cross-functionally to maximize the client's outcomes.
• You will build multi-threaded, executive-level relationships.
• You will identify new use cases and pursue opportunities to support our customers in new ways.
• You will develop and implement strategies that increase product adoption, engagement, and growth at scale.
• You will coordinate and negotiate renewals and identify upsell and cross-sell opportunities.
• You will directly influence our product strategy and land and expand motions.

What you've accomplished

• 5-10 years of B2B account management or business development: You have at least 5-10 years of experience working with large customers.
• Scaling accounts from thousands to millions in annual revenue: You have proven success in building and maintaining long-term relationships and have demonstrated the ability to farm accounts and manage complex negotiations.
• Excellent communicator: You will be able to communicate Middesk's vision to our customers clearly and engagingly. You will become an expert in our customer's needs to advocate for them internally.
• Spikes in Account Management: You will have competencies across all facets of post-sales (i.e., account management, customer success, solutions, etc.) but a deeper skillset around expanding customer relationships and growing revenue.
• Previous experience in a relevant customer base: You come from fintech/financial services or an API/infrastructure product. You will have some historical understanding of the nuances of selling similar products to our target market.

Why you'll love it here

• Customer First: We stay energized by solving real customer problems and make each interaction meaningful and embrace the challenging path to help our customers succeed.
• Be an owner: We identify and tackle problems, take pride in our work, and measure impact. When we find an opportunity to improve the status quo, take it on!
• Act with urgency and purpose: We move quickly and simplify things as we go. We solve the problems that we have today in ways that allow us to move even faster in the future.
• Drive results together: We choose teamwork. We share our opinions, ask questions, understand where others are coming from, and move forward as a unified front.
• Embrace the journey: We dream big and are open to taking risks. Innovation happens through optimism, positivity, rigorous thinking, and hard work.

Middesk is committed to equal treatment and opportunity in all aspects of recruitment, selection, and employment without regard to gender, race, religion, national origin, ethnicity, disability, gender identity/expression, sexual orientation, veteran or military status, or any other category protected under the law. As an equal opportunity employer; we’re committed to a community of inclusion, and an environment free from discrimination, harassment, and retaliation.

We are committed to providing a positive interview experience for every candidate. If any accommodations are needed during the interview process, please let us know by contacting careers @middesk.com.