Manager, Business Development – Middle Market Field (Seattle, Olympia, Portland)

American Express•Olympia, WA

About The Position

The Manager, Business Development leads business development for American Express’s Middle Market Field Sales organization, expanding relationships with companies generating $10 million–$300 million in annual revenue. The role owns new-client acquisition in its territory and serves as a trusted business advisor to C-suite leaders, developing tailored financial solutions that support business growth and efficiency. The position manages a high-value sales pipeline, uses market intelligence and analytics to prioritize opportunities, and partners with Risk, Underwriting, Pricing, and Product to develop profitable client solutions. It involves a strong in-market presence, with 25–50% travel, and complex negotiations with executive stakeholders. After closing, the manager transitions accounts to the Field Account Development team. The role also requires adherence to the American Express Code of Conduct and Sales Practice standards, and ethical, compliant conduct throughout the sales process.

Requirements

3–7 years of proven success in complex B2B, commercial, or financial sales environments.
Consistent record of top-quartile performance and exceeding ambitious sales targets.
Expertise in consultative, multi-stakeholder selling, including influencing C-suite decision-makers and closing large, high-impact deals.
Demonstrated success in solution-oriented sales across payments, financial services, SaaS, or related industries.
Strong financial acumen and ability to articulate ROI, profitability, and business impact.
Exceptional communication skills, including the ability to translate complex solutions into compelling, actionable client value.
Analytical thinking and a bias for execution and results.
Ability to maintain success and high standards in a regulated environment.

Responsibilities

Own the full client acquisition process within the assigned territory through strategic, consultative selling.
Build and maintain executive-level relationships with CEOs, CFOs, and other financial leaders.
Use market intelligence, professional networks, and industry insight to identify, develop, and convert new business opportunities.
Maintain an in-market presence, including 25–50% travel for client engagement.
Manage a high-value sales pipeline, forecast accurately, achieve strong conversion, and meet sales quotas.
Use data, analytics, and financial insight to prioritize opportunities and allocate resources.
Collaborate with Risk, Underwriting, Pricing, and Product to deliver tailored, profitable solutions.
Conduct discovery conversations to identify client needs, pain points, and opportunities.
Develop solutions across the American Express product suite, including working capital optimization and expense management.
Bring insights on market shifts, payment innovation, and financial transformation to client conversations.
Lead complex negotiations and guide executive stakeholders through strategic and financial considerations.
Close deals and transition accounts to the Field Account Development team.
Represent American Express with professionalism, integrity, and trusted expertise.
Uphold the American Express Code of Conduct and Sales Practice standards, modeling ethical decision-making and compliance throughout the sales process.