Senior Mid-Market Account Manager

🕒 October 21

🇺🇸 United States – Remote

💵 $150k - $190k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

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Ethena

WebsiteLinkedInAll Job Openings

51 - 200 employees

💼 Consulting

🏥 Healthcare

⚖️ Legal

💰 $30M Series B on 2022-06

Consulting • Healthcare • Legal

Ethena is a modern compliance training platform that offers a wide array of courses aimed at improving workplace environments. They specialize in teaching employees about protecting confidential information, cybersecurity, data privacy, harassment prevention, diversity, equity, and inclusion. Ethena provides customizable course modules and integrates with HRIS systems to automate compliance training. Additionally, they offer an employee hotline for safe reporting and case management. Their platform is designed to create a comfortable environment that fosters cultural transformation while simplifying compliance tasks.

📋 Description

• Drive expansion revenue across Ethena’s mid-market customer accounts • Carry an expansion quota across accounts with 750 to 5,000 employees, plus renewal and self-sourced pipeline targets • Find and close upsells and cross-sells across Ethena’s compliance product suite • Multithread beyond day-to-day administrators and demonstrate how Ethena addresses immediate customer needs • Build business cases with customer champions • Structure creative expansion deals involving pricing, contract buyouts, and free trial periods • Rank accounts by revenue upside and pursue high-potential opportunities • Identify and address churn risk • Run ROI-focused business reviews with Compliance, Legal, and HR budget holders • Use regulatory changes and compliance trends to create urgency and open conversations • Partner closely with Customer Success Engineers • Share successful approaches and help shape the expansion playbook • Report to Akhila Iruku, VP Customer Success

🎯 Requirements

• Experience carrying and beating an expansion or upsell quota selling into mid-market companies with 750 to 5,000 employees • Demonstrated quota attainment • Ability to grow accounts through multithreading, value realization, pricing strategy, and leadership buy-in • Ability to build business cases, find budgets, and close deals • Ability to manage 90+ renewals and open opportunities simultaneously • Discipline using Salesforce for pipeline hygiene • Ability to learn rapidly as the product changes and new launches are introduced • Ability to identify churn risk and expansion opportunities • Must be based in the United States • Employer visa sponsorship is not currently offered

🏖️ Benefits

• Unlimited PTO • Remote-first/fully remote work • Working hours based on your own timezone • Team-wide meetings inclusive of all North American time zones • Accelerators for multi-year deals and above-target performance • 70/30 base-to-variable compensation split

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