Director, Enterprise Accounts - US Middle-Market & Regional Banking

Monstro•New York, NY

6d•$450,000 - $550,000•Onsite

About The Position

Monstro is seeking a Director, Enterprise Accounts to drive platform adoption across US middle-market and regional financial institutions. This is a senior individual contributor, quota-carrying role focused on closing enterprise platform deals in the $5M–$15M ACV range. The successful candidate will be the first dedicated platform seller for this motion, defining the go-to-market strategy as it scales. While hiring is a future outcome, this role offers the potential to grow into a player-coach or leadership position based on closed revenue. This position is crucial for establishing Monstro as a trusted enterprise standard in the middle-market and regional financial institution segment, translating deal learnings into reusable assets, and influencing product development. The role involves personally closing deals, building pipeline through deliberate outbound efforts, defining the enterprise GTM motion, driving expansion within closed accounts, navigating regulated procurement, representing Monstro externally, and eventually scaling the team once justified by revenue.

Requirements

Senior individual contributor with a proven track record of personally carrying a number and closing $3M–$15M+ ACV platform deals into Tier-1 or large regional financial institutions.
Demonstrated repeatable sales motion, including building pipeline from cold, qualifying, advancing, and closing deals.
Experience selling at an early-stage or new-category company, ideally where the go-to-market strategy was still being built.
Real working knowledge of bank infrastructure, operational realities, security posture, and regulatory regimes, with experience navigating bank procurement, InfoSec, and risk review.
Executive credibility to engage with C-suite executives at US middle-market and regional financial institutions.
Comfortable engaging substantively on cloud, data architecture, APIs, AI governance, and security frameworks.
Data-driven self-management skills, including running pipeline with clean stages, honest forecasts, and weekly inspection.
Ability to build the playbook, not just execute one, including shaping narrative, pricing, segmentation, and motion.
Background likely as an early or top-performing enterprise seller at a company selling platform, core banking, or data infrastructure software into US middle-market and regional financial institutions.
Willingness to travel substantially across the US.

Nice To Haves

Experience in a player-coach or sales leadership role.

Responsibilities

Personally close platform deals, owning a quota and leading the pursuit and close of $5M–$15M ACV platform agreements.
Run the full sales cycle: prospecting, pipeline development, discovery, technical evaluation, security and procurement review, commercial negotiation, and close.
Maintain a clean and honest forecast, inspecting pipeline regularly.
Build pipeline through a repeatable motion, including outbound, executive briefings, partner channels, events, and targeted content.
Use existing relationships as accelerants and build new ones from cold.
Maintain disciplined account plans with named economic buyers, identified internal champions, documented compelling events, and mutual close plans.
Help define the enterprise GTM motion by translating deals into reusable assets like ICP, qualification criteria, discovery frameworks, objection libraries, ROI models, security and compliance response templates, and competitive playbooks.
Partner with leadership on pricing, packaging, and positioning, bringing the institutional buyer's voice into the company.
Help establish forecasting cadence, pipeline review rhythm, and deal-stage definitions.
Drive expansion inside closed accounts by converting initial deployments into broader adoption.
Build the early reference base to create proof points for future deals.
Navigate regulated procurement at scale, driving InfoSec, regulatory, legal, and procurement processes in parallel with commercial negotiation.
Coordinate Legal, Security, and Compliance internally to clear approvals.
Represent Monstro externally through executive briefings, industry forums, and customer references.
As closed revenue and pipeline justify it, help recruit additional enterprise AEs and supporting roles, initially as a player-coach and potentially as a sales leader.