Account Manager

About Middesk:

Middesk makes it easier for businesses to work together. Since 2018, we’ve been transforming business identity verification, replacing slow, manual processes with seamless access to complete, up-to-date data. Our platform helps companies across industries confidently verify business identities, onboard customers faster, and reduce risk at every stage of the customer lifecycle.

Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.

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.

We follow a hybrid work model, and for this role, there is an expectation of 2 days per week in our SF or NY office. Candidates should be based within a commutable distance, as we believe in the value of in-person collaboration and building strong team connections while also supporting flexibility where possible.

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 or Fintech 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.