Mercury - Senior Relationship Manager - Accounting Partners
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Requirements
• 4–6 years in customer success, relationship banking,* fintech account management, or a similar client-facing role where you’ve owned a book of business and driven retention and expansion. • 3+ years of experience working directly with accounting firms or inside an accounting firm, where you’ve built relationships with practitioners and understand how firms operate day to day. • Strong working knowledge of general ledger systems, chart of accounts structures, bank reconciliations, and accrual vs. cash basis accounting. You can speak the language of accountants without a glossary. • Familiarity with the accounting technology ecosystem. You must understand how accountants evaluate and adopt new client software, and be able to speak credibly about tools like QuickBooks, Xero, NetSuite, and their integrations. • Experience managing a book of business across multiple firms or multi-entity client portfolios, where you’ve tracked adoption, driven product utilization, and identified expansion opportunities across a complex web of stakeholders. • Clear, confident communication skills with finance leaders and firm principals. You’re comfortable in a QBR with a managing partner and a quick Slack exchange with a staff bookkeeper. • Comfort with Salesforce (or similar CRM), health-score tooling, and Slack-based workflows. • Experience in a multi-threaded or account-based coverage model where you’ve managed both the primary account (the firm) and downstream stakeholders (the firm’s clients). • Background in commercial banking, treasury management, or venture debt that gives you fluency in the financial products Mercury offers. • A network in the accounting or bookkeeping community. You’ve attended conferences, contributed to practitioner forums, or built a reputation as a trusted partner to firms. • Experience designing or iterating on customer success playbooks, workflows, or scalability experiments. • The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits. • Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers. • 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: $142,900-$178,600 • US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $128,600-$160,700
Responsibilities
• Steward a portfolio of accounting firms and deepen how they use Mercury • Serve as the primary relationship owner for a book of existing partner accounting firms that use Mercury on behalf of their clients. You’ll build trust with firm principals and practitioners, understand how they work inside Mercury day to day, and become the person they turn to when something isn’t working or could be working better. • Map each firm's full client network. Track product utilization across complex entities and stakeholders, and proactively identify where the experience can improve. • Execute a structured cadence of success calls, business reviews, and proactive check-ins tailored to the accounting firm's book of business rhythm. Focus on surfacing friction, driving adoption of underused features, and ensuring firms and their clients realize full platform value. • Drive product adoption from the firm down to their clients • Execute playbooks for accounting, spend management, payroll, treasury, and new product features—adapted for the accounting partner motion where adoption decisions often flow from the firm’s recommendation down to client action. • Increase client adoption of Mercury products via accounting firms. Ensure critical workflow features (reconciliation-friendly transactions, multi-entity views, bookkeeper access) are utilized by the clients they serve. • Be the voice of the accounting partner inside Mercury • Channel accounting practitioner insights to Product, Marketing, and Leadership. Translate firm workflows and pain points into actionable feedback that shapes the product roadmap. • Contribute to the design and iteration of accounting-partner-specific playbooks, workflows, and tooling that make this motion scalable.
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