Senior Mid-Market Account Manager, Ethena
$150-190k
OTE
70/30 base-to-variable split.
More information about location
Compliance training platform
Be an early applicant
Compliance training platform
21-100 employees
Be an early applicant
$150-190k
OTE
70/30 base-to-variable split.
More information about location
21-100 employees
Company mission
To improve company culture by elevating compliance training that helps people navigate tricky situations, solve problems, and view HR as a trusted partner.
Role
Who you are
- 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
What the job involves
- We’re hiring a Senior Mid-Market Account Manager to drive expansion revenue across a book of Ethena’s mid-market customers. Around 40% of our growth comes from existing customers buying more, and this role carries a big share of that number. You’ll find upsell and cross-sell opportunities, build the business case with your champion, and close
- You’ll partner closely with our Customer Success Engineers. They handle onboarding, configuration, and the technical work that gets customers live and integrated. That frees you to focus on expansion, catching churn risk early, and building the relationships that keep customers growing with Ethena
- This is a quota-carrying role with a 70/30 base-to-variable split and accelerators for multi-year deals and above-target performance
- 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
- Share what’s working with the team and help shape the expansion playbook
Our take
Ethena originally started as a training platform to prevent harassment at work, with its model driven by short, bite-sized “nudges” and flexible 5 minute training sessions rather than time consuming, and often ineffective seminars.
The company was quickly celebrated upon launch for its fresh take on deploying anti-harassment training. Leaning into the micro-learning method has proven popular as it makes training much more gamifiable, and far easier to digest, while it offers much less distraction from the daily workflow.
Ethena has won major customers in the form of Netflix, Figma, and Zendesk. Since receiving impressive 2022 funding, the company has expanded its focus to include a wider range of compliance training, from financial compliance to corruption prevention, to diversity & inclusion, all to meet the growing demand for its tight, user-friendly approach.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Jun 2022
$30m
SERIES B
Jul 2021
$15.5m
SERIES A
Total funding: $50.4m
Company benefits
- We cover 100% of premiums for you and your dependents under all our health plans, including medical, dental, and vision
- We offer health FSA, HSA, dependent FSA, and commuter benefits to help keep your wallet full
- We treat our parents equally. Whether you’re a birthing or non-birthing parent, we provide 12 weeks of paid parental leave for all our parents. Eligibility begins after 6 months of employment
- We provide 401(k) options — both pre-tax and ROTH — so you can save for that gorgeous little cottage out in the middle nowhere. Or, you know. Whatever retirement fantasy you prefer
- The nice thing about working for a compliance training company is that you get free access to all our course offerings. Pretty sweet perk, if you ask us
- In addition to our company-provided laptop, monitor, and keyboard, we reimburse up to $500 so that you can set up the most tricked out (okay, the most reasonably comfortable) at-home work station. And hey, if working from home doesn’t ‘work’ for you (see what we did there?), fear not! We also provide access to WeWork offices nationwide
- In addition to closing shop for all federal holidays and our end of year (week-long — uhuh, you read that right) break, we provide 20 days of paid time off per year. That’s a total of 7 weeks living your best life outside of work!
- We believe in paying people’s worth. That means pairing competitive salaries with generous equity and being upfront about it. We list salary information on all our job descriptions."
Company HQ
Chelsea, New York, NY
Leadership
Experience as Civil Affairs Officer for the US Army from 2012 to 2016. Co-founder of Supper Meals from 2016 to 2018.
Anne Solmssen
(CTO)Experience as Forward Deployed Engineer Intern for Palantir Technologies. Tech Lead for Mark43 from 2015 to 2019.
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