Mid-Market Account Manager

Ethena is a compliance training company that customizes its offerings to meet the unique needs of organizations. They are seeking a driven, strategic Mid-Market Account Manager to manage a portfolio of mid-market customers, ensuring customer success and driving strategic expansion.

Responsibilities:

• 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

Requirements:

• Background in BDR, SDR, or AM roles
• Ability to identify growth opportunities and deliver value
• Ability to work in a fast-paced environment and manage multiple customer milestones
• Strong Salesforce presence and attention to detail
• Excitement to leverage AI and Automation in account management