Key Account Executive

Marqeta is on a mission to change the way money moves. We’re one of the earliest enablers of embedded finance, a market opportunity sized up in the trillions. Our card issuing platform provides unprecedented flexibility and control for companies to issue cards, authorize transactions, and manage payment operations in real time. Marqeta is powering the most well known brands in the new economy (Block, Cash App, Affirm, Instacart, Doordash, Uber, Walmart, etc). Today nearly 8 out of 10 Americans use a product powered by Marqeta every week. This is the opportunity of a lifetime to work with innovators around the world and unlock equitable financial access for all.

We work Flexible First. This role can be performed remotely anywhere within the United States or from our Oakland, CA headquarters. We’d love for you to join us!

Position Summary

Marqeta is looking for a highly motivated Key Account Executive who is passionate about scaling the success of our Enterprise business. This exciting role is ideal for individuals seeking to go deep in all aspects of complex business and technical engagements and will span multiple areas of development: (1) cultivating and managing relationships with Fortune 500 Executives seeking to innovate and disrupt B2B & consumer payments; (2) working closely with internal stakeholders in Product, Legal, Compliance and Delivery to define solutions that will empower our current and future customers; and (3) orchestrating a full funnel sales process.

The Enterprise team at Marqeta focuses on some of the largest and most impactful commercial opportunities in Marqeta’s evolving business. These current and future customers include established brands, innovators and labor / retail marketplaces, all
looking for solutions to launch, scale and continuously evolve their products and services. Key to this role is an ability to understand Marqeta's technology and how it brings value to the market, expertly communicate its benefits, and win the trust of the key stakeholders across revenue growth, product and technology teams of our potential partners.

We're looking for a self-motivated, experienced solution seller, who is eager to learn about embedded finance and possesses the business judgment and sales acumen to vet opportunities and close deals. In this role you will spend the first 3-6 months
learning the ins and outs of Marqeta and our customers, supporting Team Leads on strategic projects, and building a sales pipeline. Additionally, you will need to understand the basics of selling a platform technology, and be able to communicate technical and product benefits to both sophisticated and novice buyers.

The Impact You'll Have

This role is about generating and closing new opportunities while playing a key role supporting the Account Director in setting the strategic vision for the business - here are a few key expectations:

• Leads in closing and launching strategic customers: Work alongside team Director in identifying, closing and onboarding new customers. Manage the back end of the process including SFDC, modeling, and garnering internal approvals. 
• Qualify leads and prioritize customer opportunities: Serve as the primary point of contact for strategic prospects by identifying their needs and requirements, responding to requests for information, and vetting them against our current and future product offering.
• Run a Sales Process: Manage real customer opportunities through a sales process, from initial engagement to scoping to final contract negotiations. At any given time, you will be responsible for partnering with your team to grow and renew existing accounts and working  opportunities in various stages of that process in Salesforce.
• Contracting: Work with our Legal team as required to shepherd opportunities through the contracting process, including negotiation and execution.
• Know the Tech: Quickly get up to speed on Marqeta's technical capabilities, the unique features and customer benefits our platform offers and how to speak with confidence, knowledge and credibility about what we bring to our customers and prospects.
• Sell the partnership vision:  Work with internal SMEs (including Solutions, Delivery, RevOps, Network & Bank Partnerships, Product & Marketing) to identify and develop solutions for prospects who are trying to understand what makes Marqeta’s platform and service offering so exceptional and differentiated.

Who You Are

• 10+ years of Enterprise Sales experience, ideally in payments and/or Fintech.
• Interest and understanding of the payments ecosystem is a plus, with bonus points for knowing the issuing side.
• Comfort with the unknown.  We’re building a world-class platform but have to manage the expectations of both internal and external stakeholders.  
• Familiarity and ease with the fintech ecosystem, B2B technology applications and how technology platforms serve customer businesses.
• Financial Acumen. The payments business and caliber of customer relationships necessitates complex deal structures. We’re looking for an individual who is comfortable and capable of evaluating and modeling customer proposals and resulting contract financial models. 
• Confidence in serving as the face of Marqeta for prospective customers and partners who may comprise C-suite executives and entrepreneurs.
• Ability to prioritize, manage, and deliver on multiple projects simultaneously; highly motivated and able to work against aggressive schedules.
• Strong problem-solving skills with the ability to work cross-functionally to deliver on the customer’s needs.
• Superior communication skills (interpersonal, verbal, email, and presentation) with the ability to successfully orchestrate the sales process by managing the time and resources of the team and specialist partners.
• Positive attitude, team player, adaptable, resourceful, and self-starter who is able to work independently.
• Strong Payments background
• Experienced in using Salesforce
• Experienced in prospecting automation tools (Salesloft, Demandbase, other)

Typical Process

• Application submission
• Recruiter video call
• Hiring manager video call
• Virtual “Onsite” consisting of 4-5, 45 min calls
• Pitch (panel interview), 45 min
• Offer!

Compensation and Benefits

Marqeta is a Flex First company which allows you to choose your best working environment, whether that be from home or at a company office. To support Flex First, we calibrate pay to a competitive value according to working location. Compensation is aligned according to three tiers within the United States:

National: A baseline tier that applies to most of the geographic territory of the United States.

Premium: Slightly elevated from the National tier, and oriented toward a narrower set of higher cost-of-living areas, such as Los Angeles CA and Seattle WA

Premium Plus: A tier for the most expensive working areas, like the San Francisco Bay area and New York City.

Visit this page or consult with a Recruiter to determine which tier would be applicable to you.

Within our Revenue organization at Marqeta, On Target Earnings (OTE) is composed of a mix between annual salary and variable compensation, which is earned based on your individual performance and that of your immediate team. OTE is a 50/50 split.

When determining an OTE figure we consider several factors including, but not limited to, skills, prior experience, and work location. The new-hire OTE range for this position is:

• National: $254,000 - $338,000
• Premium: $267,000.00 - $356,000.00 
• Premium Plus: $281,000.00 - $375,000.00

We also believe in recognizing the contributions of our people. 

Along with monetary compensation, Marqeta offers

• Multiple health insurance options
• Flexible time off – take what you need
• Retirement savings program with company contribution and after tax contributions
• Equity in a publicly-traded company and an Employee Stock Purchase Program
• Family-forming benefits, fertility support, and up to 20 weeks of Parental Leave
• Free therapy sessions, financial and professional coaching, and legal advice
• Monthly stipend to support our remote work model
• Annual “development dollars” to support our people growth and development