[Hiring] Senior Mid-Market Account Manager @Ethena

Role Description

We’re hiring a Senior Mid-Market Account Manager to drive expansion revenue across a book of Ethena’s mid-market customers. Around 40% of our growth comes from existing customers buying more, and this role carries a big share of that number. You’ll find upsell and cross-sell opportunities, build the business case with your champion, and close.

You’ll partner closely with our Customer Success Engineers. They handle onboarding, configuration, and the technical work that gets customers live and integrated. That frees you to focus on expansion, catching churn risk early, and building the relationships that keep customers growing with Ethena.

This is a quota-carrying role with a 70/30 base-to-variable split and accelerators for multi-year deals and above-target performance.

Qualifications

• You’ve carried and beaten an expansion or upsell quota selling into mid-market companies (750 to 5,000 employees), and you can walk us through your attainment.
• Every day counts for you. A quarterly number gets you energized, and you push to close deals today.
• You grow accounts through smart multithreading, value realization, pricing strategy, and leadership buy-in.
• Champions take your calls because you help them win internally. They call and text you and get your advice on how to move a deal forward. You build the business case, find the budget, and get the deal signed.
• You learn fast. Our product changes constantly, and you keep up with every launch so you can spot new expansion openings as they come.
• You move fast across 90+ renewals and open opportunities at once, and you know which ones deserve your time.
• You’re disciplined in Salesforce because pipeline hygiene matters.
• You’re a builder. When the playbook has a gap, you fix it.

Requirements

• Carry an expansion quota across a high-volume book of mid-market accounts (750 to 5,000 employees), plus renewal and self-sourced pipeline targets.
• Find and close upsells and cross-sells across Ethena’s product suite.
• Multithread past the day-to-day admin, demo how Ethena fits an immediate need, and build the business case with your champion.
• Structure creative deals to lock in expansion, from pricing and contract buyouts to free trial periods.
• Find untapped spend in your book, rank accounts by revenue upside, and go after the biggest ones first.
• Spot churn risk early and act on it.
• Run business reviews built to open the next deal, using ROI to get in front of Compliance, Legal, and HR budget holders.
• Use regulatory changes and compliance trends to create urgency and open new conversations.
• Share what’s working with the team and help shape the expansion playbook.

Benefits

• Compensation is $150,000 to $190,000 OTE USD annually, with a 70/30 base-to-variable split.
• This includes accelerators for multi-year deals and above-target performance.
• Unlimited PTO.

Company Description

Ethena is an AI platform changing how companies handle compliance, and we’re shipping new products and add-ons at lightning speed. We save companies thousands of hours a year, our content is 93% learner-loved, and we meet compliance needs without creating admin overhead.