Put customers first: Make sure your team's work starts and ends with the customer. Growth that erodes trust isn't growth. You're building a team that earns the right to expand relationships, not one that just chases numbers.
Lead and coach your team: Run regular 1:1s, business reviews and deal reviews. Give direct, honest feedback. Help each person on your team get meaningfully better at their job.
Drive expansion revenue: Own your team's commercial targets across product attach, upsell, and wallet share growth. Know which accounts to push and when.
Stay nimble and test constantly: Run small experiments to find signal. Test messaging, segmentation, cadence, and channels. Look at the data, learn fast, and adjust. The competitive landscape shifts regularly, and your team's approach needs to shift with it.
Work cross-functionally: Translate what you're hearing from customers into something Product, Operations, Marketing, and Compliance can act on.
We think the strongest candidates will have some of this experience:
8+ years in account management, customer success or expansion sales with commercial ownership, with at least 3 years managing a revenue-owning team.
A track record of running experiments and iterating quickly in a fast-moving, competitive environment.
Strong coaching instincts. You've hired and developed reps, and you can point to people whose careers you've shaped.
Demonstrated ability to gain trust and buy-in from a team, especially in a fast-paced environment where things are still being figured out.
Experience building relationships with key stakeholders and customers. You're comfortable networking, representing the team at events, and developing the kind of rapport that turns customers into advocates.
Requirements
Experience managing people in different functional sub-roles (vertical specialists, scaled account managers, strategic RMs) with related but distinct goals.
Pre-sales or net-new sales experience in addition to post-sale expansion.
Background in fintech, banking,* or SaaS serving startups and growth-stage companies.
The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits.
Our target new hire base salary ranges for this role are the following:
US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $220,800-$276,000
US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $198,700-$248,400
Benefits
Equity / stock options
Additional Information
Every great company eventually faces the same question: how do you turn your best customers into the engine that fuels growth? The companies that get this right know that the best way to grow is to help your top customers scale. Their success becomes the blueprint the next wave wants to follow.
Mercury is building a complete financial stack for ambitious businesses. Our Relationship Management team owns our highest-value customers. When this group thrives, Mercury thrives. We exist to make sure these customers don't just use Mercury, but see us as a strategic partner in their growth.
We're looking for a Senior Manager to lead a team of Relationship Managers, coach them, and drive commercial results across a growing book of accounts. You'll start with 4 to 5 direct reports, intentionally small so you have space to build the right systems, coaching rhythms, and workflows before scaling up. You'll also help us figure out what great RM management looks like at scale, leveraging AI to free your team up for the work that actually matters: building real relationships with customers.
Mercury · San Francisco, CA