ethena - Senior Mid-Market Account Manager

• 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. • ## What makes a great candidate • 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. • ## You'll love this role if • Finding the next deal in an account you already own gets you fired up. You’d rather spend your week building pipeline and negotiating than in-the-weeds technical issues, and a stalled deal bugs you until it moves. If you want to manage a happy book with no number attached, this probably isn’t the role for you. • At Ethena, we're committed to fair and equitable compensation. We carefully evaluate each candidate's skills and qualifications to provide our best possible offer upfront. Our no-negotiation policy ensures that our first offer is always our best offer, promoting pay equity throughout our organization. • Physical Demands • This is sedentary work that primarily involves sitting/standing in a home office environment. • Ethena is a remote-first organization and is currently hiring candidates based in the United States. • We are not currently offering employer visa sponsorship for this role. • AI Usage in Interviews: • We’re big fans of AI and use it heavily in our day-to-day work. That said, to ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during interviews. If you have questions or need accommodations, we’re happy to chat — just let us know.