Manager, Business Development – Middle Market Field (Los Angeles)

American Express is a financial services company that provides payment, financial, and business solutions to commercial customers. The Manager, Business Development – Middle Market Field will lead strategic acquisition efforts, build executive relationships, manage a high-value sales pipeline, and deliver tailored solutions for middle-market companies. The role also involves complex negotiations, consultative selling, cross-functional collaboration, and compliance with sales standards.

Responsibilities:

• Lead the full acquisition process within your territory, targeting high-value Middle Market clients through strategic, consultative selling
• Build and sustain executive-level relationships with CEOs, CFOs, and financial leaders — positioning American Express as their partner of choice for growth and efficiency
• Leverage your market intelligence, network, and industry insight to identify, develop, and convert new business opportunities
• Maintain a strong in-market presence with 25–50% travel, ensuring personal engagement with the clients who matter most
• Lead with Strategy Manage a high-value pipeline with discipline and foresight, accurate forecasting, strong conversion, and consistent quota achievement
• Use data, analytics, and financial insight to prioritize opportunities, optimize resource allocation, and strengthen long-term growth potential
• Collaborate with Risk, Underwriting, Pricing, and Product to deliver tailored, profitable solutions that create client and shareholder value
• Conduct deep discovery conversations that uncover client pain points and opportunities
• Architect solutions across the American Express suite — from working capital optimization to expense management — that drive measurable business results
• Function as a thought leader, bringing forward insights into market shifts, payment innovation, and financial transformation
• Lead complex deal negotiations with precision and confidence, guiding executive stakeholders through strategic and financial considerations
• Close deals with excellence and transition accounts to the Field Account Development team to nurture and grow long-term partnerships
• Champion AMEX’s brand of professionalism, integrity, and trusted expertise in every client engagement
• Operate with Integrity (100% of Time)
• Uphold the American Express Code of Conduct and all Sales Practice standards
• Model ethical decision-making and champion compliance in every phase of the sales process

Requirements:

• 3 -7+ years of proven success in complex B2B, commercial, or financial sales environments
• Consistent record of top-quartile performance and exceeding ambitious sales targets
• Expertise in consultative, multi-stakeholder selling — with a history of influencing C-suite decision-makers and closing large, high-impact deals
• Demonstrated success in solution-oriented sales across payments, financial services, SaaS, or related industries
• Strong financial acumen with the ability to articulate ROI, profitability, and business impact
• Exceptional communicator— able to translate complex solutions into compelling, actionable value for clients
• Analytical thinker with a bias for execution and results
• Confidence maintaining success and high standards in a regulated environment
• Competitive, confident, and composed under pressure — yet collaborative and growth-oriented
• Strong financial acumen with the capability to interpret client financial statements, analyze balance sheets, and identify working capital needs to inform strategic solutions and relationship discussions
• Ambitious spirit with the ability to work independently, think creatively, and drive measurable business outcomes while doing so operating within large institutional culture and workflows
• Adaptability in fast-changing environments
• Expert in CRM management, pipeline forecasting, and disciplined sales execution
• Employment eligibity to work with American Express in the United States is required as the company will not pursue visa sponsorship for these positions
• Bachelor's degree
• advanced degree or equivalent professional experience