Remote opportunity at
EthenaSenior Mid-Market Account Manager
Ethena seeks a Senior Mid-Market Account Manager to drive expansion revenue across an assigned book of mid-market client accounts. Operating within an AI-powered compliance training platform…
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About This Role
Ethena seeks a Senior Mid-Market Account Manager to drive expansion revenue across an assigned book of mid-market client accounts. Operating within an AI-powered compliance training platform provider, this individual will own an expansion quota, target upsells and cross-sells across the product suite, and manage renewals alongside self-sourced pipeline targets. The position reports to the VP of Customer Success, Akhila Iruku, and collaborates closely with Customer Success Engineers who handle technical…
Job Description
Ethena seeks a Senior Mid-Market Account Manager to drive expansion revenue across an assigned book of mid-market client accounts. Operating within an AI-powered compliance training platform provider, this individual will own an expansion quota, target upsells and cross-sells across the product suite, and manage renewals alongside self-sourced pipeline targets. The position reports to the VP of Customer Success, Akhila Iruku, and collaborates closely with Customer Success Engineers who handle technical onboarding and configuration.
This role suits professionals energized by quarterly quotas who excel at identifying revenue upside, multithreading past administrative levels, building business cases with internal champions, and negotiating creative deals. Ethena maintains a remote-first workplace culture that values diversity, empathy, continuous feedback, and humor.
Total compensation spans USD 150,000 to 190,000 annually on a 70/30 base-to-variable split, featuring accelerators for multi-year agreements and above-target performance under a strict no-negotiation pay equity policy. Candidates must be located in the United States, as employer visa sponsorship is unavailable for this opening.
Responsibilities
- Manage an expansion quota across a high-volume book of mid-market accounts containing 750 to 5,000 employees
- Identify, structure, and close upsell and cross-sell opportunities across the entire product suite
- Engage multiple stakeholders beyond daily administration to demonstrate product value and establish business cases with champions
- Design creative contractual arrangements including pricing adjustments, buyouts, and trial periods
- Analyze accounts to prioritize revenue potential and address churn risks proactively
- Lead business reviews targeting HR, Legal, and Compliance budget holders by leveraging return on investment metrics
- Utilize regulatory shifts and compliance developments to generate deal urgency
- Collaborate with peers to refine and improve the overall expansion strategy playbook
Requirements
- Demonstrated history of managing and exceeding an expansion or upsell sales quota targeting mid-market businesses
- Proficiency in pipeline management using Salesforce
- Location within the United States
Core Skills
Benefits
- Unlimited paid time off
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the salary for the Senior Mid-Market Account Manager position?
The compensation ranges from USD 150,000 to 190,000 per year with a 70/30 base-to-variable split, including performance accelerators and a no-negotiation policy.
Is this position remote?
Yes, Ethena operates as a remote-first organization, though applicants must currently be based in the United States.
Does Ethena offer visa sponsorship for this role?
No, employer visa sponsorship is not available for this position.
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