Growth Lead, Accounts

Capitolis; San Francisco (CA); Hybrid; USD 150,000 - 210,000; Full time

Job summary

Middesk in San Francisco is seeking an experienced go-to-market leader to own the named enterprise and mid-market account motion end-to-end. You will define the research, signals, and outreach cadence, and partner with AEs and SDRs to set the standard and rhythm for the entire motion.

This hybrid role requires a strategic doer who can build a coordinated system across channels—email, calls, LinkedIn, paid ads, and events—leveraging AI tools to scale and accelerate outreach.

Qualifications

• Strategic thinker who can see the whole account motion and build a coordinated system.
• Track record of owning a number end to end in a high-growth environment.
• Strong executor and strategist who does the work and builds the plan.

Responsibilities

• Own Middesk's named enterprise and mid-market pipeline end to end.
• Build and maintain a documented named account list with criteria and refresh cadence.
• Stand up account enrichment and research: AI-enabled signals, enrichment, and mapping.
• Create scalable, coordinated outreach across email, cold calling, LinkedIn, and other channels.
• Orchestrate ads, SEO/AEO, and events around named accounts to reinforce outreach.
• Design AI-enabled workflows, triggers, and cadence for paid ads tied to outbound outreach.
• Write the coverage standard and run the weekly rhythm for the team.

Skills

Strategic thinking

End-to-end ownership

Cross-functional collaboration

AI tooling familiarity

Sales/marketing alignment

Tools

Clay

Apollo

CRM systems

Job description

About Middesk:

Middesk is building the data and intelligence infrastructure that helps businesses work together with confidence. We started by creating a comprehensive platform for understanding businesses, bringing together authoritative and proprietary data to help customers verify business identities, onboard customers faster, and manage risk throughout the customer lifecycle.

Today, Middesk is used by more than 700 banks and fintechs, and in 2025 we verified more than 7 million companies. We've also expanded beyond business verification to help companies form, register, manage, and maintain their businesses, supporting more than 50,000 companies in setting up over 100,000 accounts required to hire employees, run payroll, and stay compliant.

Middesk came out of Y Combinator, and is backed by Sequoia Capital, Accel, Insight Partners, and Canapi. We're proud to be named on the Forbes Fintech 50 and Best Startup Employers lists.

The Role

Enterprise go to market is consolidating around precision, and AI is accelerating that shift. Signal and intent data, automated research, and agentic outreach tooling are making it possible to build a real system around a defined set of accounts instead of running broader campaigns at more names, and the companies winning right now are the ones building that system first. This role owns that system at Middesk: the named enterprise and mid-market account list itself, the research and signal engine behind it, and every coordinated campaign, outbound, paid, SEO/AEO, and events, built around it. You will own the pipeline number this account list produces end to end, even though most of the people who execute against it, the AEs and SDRs, don't report to you. You will work closely with them, and you will set the standard, the research, and the operating rhythm the whole motion runs against.

Hybrid

We follow a hybrid work model, and for this role there is an expectation of 2- 3 days per week in our NYC or SF office. Candidates should be based within a commutable distance, as we believe in the value of in person collaboration and building strong team connections while also supporting flexibility where possible.

What you'll do

• Own Middesk's qualified new logo pipeline number across enterprise and mid-market named accounts, end to end

• Build and maintain a documented named account list by segment, with clear criteria, a re-audit cadence, and refresh as deals close

• Stand up account enrichment and research: AI-enabled signal and intent data, automated research, investor and network mapping, contact enrichment

• Build scalable, coordinated outreach systems across email, cold calling, LinkedIn, and every other channel that reaches these accounts

• Orchestrate ads, SEO/AEO, and targeted events around named accounts so every channel reinforces outreach rather than running in isolation

• Design AI-enabled, trigger based automated workflows, event and intent triggers, follow up cadences, paid ads tied to SDR outreach, so channels work together instead of as one off campaigns

• Write the coverage standard AEs and SDRs work against, and run the weekly rhythm that holds the team to it

What we're looking for:

• A strategic thinker who can see the whole account motion, the list, the research, the outreach, and the campaigns, and build one coordinated system rather than run a single channel of campaigns against the list

• A track record of personally owning a number end to end in a high-growth environment, whether that’s sales, pipeline, marketing, or account management, including when the people who drive that number don’t report to you

• A strong executor as well as a strategist. You will build the plan and also do real work yourself, the list, the research, the first campaigns

• Comfortable working directly with sales leaders and reps, and confident enough to hold a peer AE and SDR team to a standard you set, without managing them

• Comfortable using AI tools to build and scale research, enrichment, and outreach systems, not just to write copy faster

• A background like management consulting, or an early operating role at a high growth startup, is common but not required

• Does not need to come from a narrow ABM campaign background. This role is about owning the whole coverage system and the sales relationship that runs on it, not running campaigns at a distance from sales

Bonus points

• Experience owning or building a named account or ABM motion at a B2B SaaS or fintech company

• Experience orchestrating multi channel account based outreach (executive outbound, targeted events, paid) as one coordinated system

• Familiarity with modern outbound and signal or intent tooling (Clay, Apollo, or equivalent), and a point of view on where AI can replace manual research and enrichment work