Mid-Market Account Manager

DebtBook•Charlotte, NC

1d•Hybrid

About The Position

DebtBook is the financial platform powering treasury and capital markets across the public sector. State and local governments, public universities, health systems, and the bankers and advisors who serve them run trillions of dollars in debt, cash, and investments on DebtBook. We've built the most sophisticated treasury platform in public finance — sitting at the intersection of treasury management and a $4 trillion fixed income market that's been waiting for modern infrastructure. In this critical, high-impact role, you will be the owner of the end-to-end Go-to-Market strategy for your assigned territory. Your primary mission is to establish and nurture long-term, high-value relationships with mid-sized and emerging municipal customers. This encompasses the entire sales lifecycle, including: * Exceed monthly, quarterly, and annual targets for Net Revenue Retention from your existing book of business. * Own and manage the entire sales cycle, from aggressive prospecting and lead generation to contract negotiation and final close. * Conduct engaging product demonstrations and present the DebtBook value proposition to key decision-makers, including C-level and Treasury Department leadership. * Proactively drive upsell and cross-sell opportunities within your existing customer base to maximize ARR. * Maintain accurate and up-to-date records of the sales pipeline, contacts, and activities, and provide regular, accurate forecasts utilizing Salesforce. * Work cross-functionally with our Customer Success and Product teams to ensure a seamless post-sale handoff, high customer adoption, and maximum return on investment (ROI). * Confidently navigate complex public sector sales processes, including legal review and procurement cycles, to facilitate timely deal closures. * Collaborate with marketing to refine strategic initiatives and generate high-quality qualified leads within your assigned territory.

Requirements

Minimum 3+ years of verifiable quota-carrying sales experience, with a strong track record in B2B SaaS sales required.
Demonstrated success managing a complex, full-cycle sales process within the mid-market segment.
Prior experience selling into Treasury, Finance, or Government departments is a significant asset.
Knowledge of and experience leveraging a formal sales methodology (e.g., Sandler, SPIN, Gap, Challenger).
Expertise in utilizing Salesforce (or equivalent high-level CRM) for pipeline management, activity logging, and accurate forecasting.
Ambitious, highly resilient, and driven to thrive in the dynamic, fast-paced environment of a growing startup.
You are comfortable managing ambiguity and change.

Responsibilities

Exceed monthly, quarterly, and annual targets for Net Revenue Retention from your existing book of business.
Own and manage the entire sales cycle, from aggressive prospecting and lead generation to contract negotiation and final close.
Conduct engaging product demonstrations and present the DebtBook value proposition to key decision-makers, including C-level and Treasury Department leadership.
Proactively drive upsell and cross-sell opportunities within your existing customer base to maximize ARR.
Maintain accurate and up-to-date records of the sales pipeline, contacts, and activities, and provide regular, accurate forecasts utilizing Salesforce.
Work cross-functionally with our Customer Success and Product teams to ensure a seamless post-sale handoff, high customer adoption, and maximum return on investment (ROI).
Confidently navigate complex public sector sales processes, including legal review and procurement cycles, to facilitate timely deal closures.
Collaborate with marketing to refine strategic initiatives and generate high-quality qualified leads within your assigned territory.