Mid-Market Account Manager

About the role

DebtBook is an industry-leading fintech software platform that revolutionizes the way local government, higher education, and healthcare finance teams work. Our powerful, cloud-based software helps these organizations manage all aspects of their debt, cash, leases, and subscriptions, streamline financial reporting, and share information simply with others. We are passionate about modernizing treasury management and simplifying accounting compliance in the public sector, allowing organizations to break through operational barriers to unlock strategic insights.

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.

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.
• OUR "GOAT" VALUES
• GROW Continuously
• We believe in continuous improvement, never accepting the status quo as good enough, and iterating to move quickly without compromising on quality.
• We are energized by the fast-paced rate of change that growth demands and see new challenges as opportunities for resilience and personal development.
• We are driven by curiosity to think creatively, innovate, and experiment, and we humbly incorporate lessons learned from success and failure along the journey.
• OWN Your Outcomes
• We hold ourselves accountable for exceptional effort, execution, reliability, professionalism, and results that add tremendous value for customers.
• We are all individual contributors, responsible for delivering value to our customers, team, and company with every action we take.
• As managers, we lead by example in both what we do and how we do it, and stay personally familiar with the work as we coach our teams.
• We follow through on our decisions and commitments with action.
• ABOVE & Beyond
• We create moments of magic, surprising and delighting our customers at every touchpoint.
• We run towards problems and enthusiastically jump in to help colleagues however we can be valuable.
• We take pride in proactively doing the extra little things that set us apart, even when no one is watching.
• TEAM Over Ego
• There is no task needed at DebtBook that is beneath any of us.
• We work hard to be the teammate others want on their team.
• We have the courage to have hard conversations and the grace to receive honest feedback in pursuit of excellence.
• WHY DEBTBOOK
• When it comes to benefits and perks, we are committed to supporting our employees' well-being to make their lives better, both in and out of the office. We offer:
• Competitive salaries plus equity (stock options) for all employees;
• Comprehensive health, dental, and vision insurance, 401(k) with 4% employer match;
• Fle

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