About Middesk Our goal is to make it easier for businesses to work together. Since 2018, we have been a leading disruptor in the business identity market. While consumer identity technology has seen significant modernization and digitization over the past decade, business identity and verification largely continues to be a manual process, specifically in the context of onboarding businesses to receive access to financial products and services. Our best-in-class business identity platform provides access to complete, up-to-date information that financial services institutions and fintechs need to make educated decisions about their customers and facilitate rapid onboarding and transacting. Our vision is that every company can instantly gain access to all the data, products, and services they need to establish and grow their business with ease. Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal. The Role Today, Middesk works with top enterprise fintech companies, including Shopify, Toast, BlueVine, Mercury, and more. As Middesk expands further upmarket, we are looking to hire an Enterprise Account Executive. In this role, you will take ownership of our most strategic customers, developing relationships with the product, compliance, risk, and executive stakeholders at the largest fintech companies in the US. You will work collaboratively to develop and execute a strategy for acquisition and expansion, and influence the Middesk product roadmap to best serve non-regulated use cases. As an Enterprise Account Executive, Your role will be to expand our customer base and establish inroads with potential customers by uncovering and qualifying new business opportunities within Middesk's target market. Your success will be measured by your ability to close new business, expand existing customers, generate a strong pipeline, and collaborate across internal teams, including solutions engineering, product development, and revenue operations. What You'll Do
- Take ownership of a target list of enterprise accounts, including both current and potential customer accounts.
- Build and deliver a plan to engage senior leaders and buyers, identify priorities and opportunities to expand our partnerships, and develop Middesk champions to understand the prospects' challenges, initiatives, and data stack.
- Establish credibility as a thought leader in digital transformation, regulatory compliance, identity, fraud, and credit risk, with a specific focus on B2B.
- Become an expert in our product and how customers find value, including standard and emerging use cases.
- Own and influence the sales process from end to end, working with leads from the SDR team to craft outbound strategies, with Solutions Engineering to drive detailed evaluations of our solution, and with Account Management teams to grow and provide strategic support to customers.
- Develop relationships with existing customers to understand and advocate for their needs (including the product roadmap), and support your Account Management counterpart with expansion opportunities.
What We're Looking For
- 6+ years in a quota-carrying Account Executive role within B2B software, managing a portfolio of high-value accounts.
- 3+ years of commercial experience targeting FinTech or Financial Services is required. Knowledge of fraud, compliance, and identity is preferred.
- Ability to develop creative, solution-oriented evaluation plans that help a complex buyer navigate a complex purchasing and implementation process.
- Ability to build and develop executive relationships, navigating large cross-functional organizations.
- Ability to effectively advocate for a customer's use case and needs to internal product teams to influence the product roadmap.
- Strong commercial acumen, with negotiation skills developed through years of complex and unique contract structuring.
- Ability to work seamlessly with internal stakeholders across GTM and product teams.
- Excellent communication skills across technical, operational, strategic, and executive audiences.
- Comfortable navigating ambiguity and understanding the maturity scale for early GTM organizations.
- A go-getter at heart, keen to make an impact for our customers, team, and company, and with the grit to push through challenges and ambiguity.