Mid-Market Account Manager

DebtBook; Charlotte (NC); On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Stock options

Health insurance

401(k) match

Unlimited PTO

Tuition reimbursement

Job summary

DebtBook, a leading financial platform for treasury and capital markets, is seeking a Mid‑Market Account Manager in the Charlotte area. You will drive the go‑to‑market strategy for smaller and emerging customers, sell DebtBook’s software, renew existing book of business, and build strategic relationships with senior leaders.

You will conduct product demos for C‑level executives, manage the full sales cycle, forecast deals, and collaborate with marketing to generate qualified leads.

Qualifications

• 2–4 years of consultative sales or business development with quota attainment.
• Preference for SaaS sales experience.
• Proficiency with HubSpot, Salesforce, or equivalent.
• Experience presenting to treasury leadership.
• Forecasting deals in your pipeline on a regular cadence.

Responsibilities

• Exceed monthly, quarterly, and annual revenue targets for your territory.
• Conduct engaging product demos for customers, including C-level decision-makers.
• Manage the full sales cycle and nurture opportunities.
• Maintain accurate records of pipeline, contacts, and activities in CRM.
• Develop consultative relationships with senior stakeholders within client organizations.
• Lead prospecting and lead-generation within your territory.
• Educate customers on value of existing products with CSM alignment.
• Collaborate with marketing and sales to refine initiatives and generate qualified leads.
• Navigate legal and procurement processes to close deals.
• Coordinate with internal teams to ensure customer success.

Skills

Consultative sales

CRM proficiency

Executive presentation

SaaS sales

Tools

HubSpot CRM

Salesforce

Job description

Who We Are

DebtBook is the financial platform powering treasury and capital markets across the public sector. State and local governments, public universities, health systems, and the bankers and advisors who serve them run trillions of dollars in debt, cash, and investments on DebtBook.

We've built the most sophisticated treasury platform in public finance — sitting at the intersection of treasury management and a $4 trillion fixed income market that's been waiting for modern infrastructure.

About This Role

Our Sales team is seeking a highly motivated and dynamic Mid-Market Account Manager who is dedicated to making a significant impact through their expertise and innovative approach. As a Mid-Market Account Manager, you will be responsible for driving the Go-to-Market strategy within your assigned territory, focusing on building and nurturing relationships with our smaller and emerging customers. Your primary objective will be to promote and sell DebtBook's cutting‑edge software solutions directly to these customers while renewing their existing book of business.

What You’ll Do

• Exceed monthly, quarterly, and annual revenue targets for your designated territory.
• Conduct engaging product demos for customers, including C-level decision-makers.
• Manage the entire sales cycle and foster strong relationships with active opportunities.
• Maintain accurate and up-to-date records of sales pipeline, contacts, and activities in Salesforce and other reporting tools.
• Develop and maintain consultative sales relationships with key influencers at the senior management levels, as well as other stakeholders within the client’s organization.
• Aggressively engage in prospecting and lead generation activities within your territory.
• Align with your CSM partners to ensure that your customer base is educated about the value of their existing products.
• Collaborate with the marketing and sales teams to refine strategic initiatives and generate qualified leads.
• Navigate the legal and procurement processes to facilitate successful deal closures.
• Cultivate strong relationships with key internal resources to ensure seamless collaboration in meeting customer needs.

What You’ll Bring

• A proven track record of at 2‑4 years in a consultative sales or business development environment with consistent quota achievement.
• Preference will be given to candidates with experience in SaaS sales.
• Proficiency in CRM tools like Hubspot, Salesforce, or equivalent.
• Demonstrated ability to confidently present and interact with treasury department leadership.
• Ambitious, driven, and resilient in the face of rejection.
• Comfortable working in a fast‑paced startup environment, thriving in moments of uncertainty, ambiguity, and change.
• Knowledge of and experience leveraging a sales methodology; preferably Sandler, SPIN or Gap
• Experience forecasting the deals in your pipeline on a regular cadence

OUR “GOAT” VALUES

GROW Continuously

• We believe in continuous improvement, never accepting the status quo as good enough, and iterating to move quickly without compromising on quality.
• We are energized by the fast‑paced rate of change that growth demands and see new challenges as opportunities for resilience and personal development.
• We are driven by curiosity to think creatively, innovate, and experiment, and we humbly incorporate lessons learned from success and failure along the journey.

OWN Your Outcomes

• We hold ourselves accountable for exceptional effort, execution, reliability, professionalism, and results that add tremendous value for customers.
• We are all individual contributors, responsible for delivering value to our customers, team, and company with every action we take.
• As managers, we lead by example in both what we do and how we do it, and stay personally familiar with the work as we coach our teams.
• We follow through on our decisions and commitments with action.

ABOVE & Beyond

• We create moments of magic, surprising and delighting our customers at every touchpoint.
• We run towards problems and enthusiastically jump in to help colleagues however we can be valuable.
• We take pride in proactively doing the extra little things that set us apart, even when no one is watching.

TEAM Over Ego

• There is no task needed at DebtBook that is beneath any of us.
• We work hard to be the teammate others want on their team.
• We have the courage to have hard conversations and the grace to receive honest feedback in pursuit of excellence.

WHY DEBTBOOK

DebtBook is a fast‑growing company where we dream big, move fast, make an impact, and bring joy to everything we do. Our core values drive our success as an organization, and we are looking for talented teammates who share our passion for challenging the status quo, innovating in all we do, and wanting to make a difference.

Benefits

When it comes to benefits and perks, we are committed to supporting our employees’ well‑being to make their lives better, both in and out of the office. We offer:

• Competitive salaries plus equity (stock options) for all employees;
• Comprehensive health, dental, and vision insurance, 401(k) with 4% employer match;
• Flexible work schedules and generous leave policies (including unlimited PTO);
• Professional development opportunities and tuition reimbursement;
• Family and wellness perks;
• In‑person social events;
• Top‑of‑the‑line equipment, and a newly furnished office.

DebtBook is an Equal Opportunity Employer. We value diversity and prohibit discrimination and unlawful harassment in the workplace. All applicants will receive consideration for employment based upon their qualifications without regard to race, religion, color, national origin, ethnicity, gender, gender identity or expression, pregnancy, sexual orientation, age, marital status, genetic information, political affiliation, National Guard or veteran status, disability, or any other protected status under federal, state, or local law. We welcome and encourage applicants with disabilities to contact our team for assistance during the application and hiring process. We are committed to expanding accessibility and making reasonable accommodations in accordance with applicable law.