Own a book of business up to 150-200 accounts: Manage a dedicated book of mid-market accounts with a primary focus on GDR / NDR. You own the renewal and the strategy to drive upsells and cross-sells across our full suite (Training, Hotline, and Phishing).
Strategic multithreading: You’ll build relationships with your champion and their managers, who could include Chief People Officers, General Counsels, and VPs of HR, ensuring Ethena’s value is recognized by all levels of a business.
Lead compelling business reviews: Lead compelling reviews that move past usage metrics to customer stories, ways to uplevel their training program, and ROI. You’ll use adoption data to tell a story of risk mitigation and cultural health, opening doors for expanded partnerships.
Scale the mid-market playbook: You will design scalable frameworks for how we transition customers from single-product users to "full-suite" advocates.
Risk & opportunity detection: Spot churn risks and expansion signals early. You will work cross-functionally with Ethena’s leadership and Product teams to act fast on customer feedback and market trends.

Excitement towards owning sales: You bring a background in BDR, SDR, or AM roles and possess a "farmer’s instinct" for growth. You don't just see a gap; you see a chance to deliver more value. You thrive on identifying the most efficient path to a "win-win" for both Ethena and your customers.
Agility with context-switching: You are energized by a fast-paced environment and move seamlessly between different customer milestones. Rather than seeing a full calendar as a challenge, you view it as a way to become an expert on our product and customers really quickly.
Operational finesse: Precision is your superpower. You maintain a really strong Salesforce presence, treating your pipeline as a source of truth. Your meticulous attention to detail ensures that even with a robust book of business, no thread is ever dropped.
Tech-forward approach: You are a champion of the "Work Smarter" philosophy. You are genuinely excited to leverage AI and Automation to amplify your impact. Instead of just adding more hours to the day, you use cutting-edge tools to scale your reach, deepen customer relationships, and unlock growth at a pace that traditional account management can't touch.

Mid-Market Account Manager

Key skills