Relationship Manager

United States Digital Space LLC; San Francisco (CA); Hybrid; USD 181,000 - 226,000; Full time

Job summary

The company is seeking an experienced Relationship Manager for the startups segment to ensure customer success and strategic guidance. You will leverage deep product knowledge and the startup ecosystem to help founders and finance leaders reach their goals.

You will operate in a hybrid setting with in-person collaboration three days a week in major markets, plus remote work options. Strong communication, data analysis, and proactive relationship-management skills are essential to drive growth

Qualifications

• 4+ years in relationship management or related sales/partnership roles.
• Consistent track record of exceeding quota in competitive sales environments.
• Excellent communication and interpersonal skills with diverse stakeholders.
• Proactive, results-oriented, able to work independently and in a team.
• Strong organizational and project management skills with ability to multitask.

Responsibilities

• Manage a portfolio of approximately 200 startup clients, as primary contact for founders and CFOs.
• Monitor financial health, funding status, and growth trajectory to identify opportunities.
• Ensure Salesforce hygiene and proficient use of listed tools to support clients.
• Drive Net Revenue Retention by expanding products, including credit, banking, and travel solutions.
• Lead deposit acquisition during financing rounds by positioning banking and treasury offerings.
• Protect the book of business with strategic relationship management and value-based interactions.
• Collaborate with cross-functional teams to deliver optimal solutions and services.
• Prioritize field engagement with in-person client meetings and touchpoints.
• Organize monthly client events such as dinners or wellness sessions.

Skills

Communication skills

Relationship building

Data analysis

Independent worker

Organizational skills

Tools

Salesforce

Vitally

Gong

Scratchpad

HEX

Looker

LogRocket

Job description

Why join us

the company is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, the company enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. the company’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on the company, including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.

Working at the company allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.

Sales at the company

The GTM team is the driving factor behind revenue for the company and every member of our team directly affects our bottom line. We focus on generating new opportunities, acquiring new customers, and building even stronger relationships with our current customers. Our winning culture recognizes big team wins and celebrates individual accomplishments. We ensure that top performers are recognized and have built a competitive environment to motivate and unify the team.

What you’ll do

As a Relationship Manager for our Startups team, you play a pivotal role in the success and satisfaction of our existing Startup clients by providing the necessary resources, guidance and support. This role requires excellent communication and interpersonal skills, a deep knowledge of the company products, an understanding of the startup ecosystem and a passion for helping entrepreneurs and finance leaders achieve their goals.

Where you'll work

This role will be based in our San Francisco or New York City office. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week: Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work!

Responsibilities

• Manage a portfolio of approximately 200 companies (Seed through Series B+), serving as the primary point of contact for founders, CFOs, and Chiefs of Staff.
• Maintain deep awareness of each client's financial health, funding status, and growth trajectory to identify and address opportunities proactively.
• Uphold operational excellence through rigorous Salesforce hygiene and proficiency in tools such as Vitally, Gong, Scratchpad, HEX, Looker and LogRocket.
• Drive Net Revenue Retention (NRR) through the proactive expansion of products, including credit card utilization, growing banking deposits, adoption of bill pay, invoicing and travel products.
• Lead deposit acquisition by capturing fresh capital during financing rounds through the strategic positioning of the company's banking and treasury solutions.
• Execute competitive defense strategies to protect your book of business, cultivating relationships built on trust rather than simple cash incentives.
• Partner through strategic collaboration with cross-functional teams to deliver optimal solutions, products, and services to our clients.
• Prioritize field engagement by targeting in-person interactions with customers by having in-person meetings and touch points.
• Manage event curation by hosting at least one monthly client event, such as intimate dinners, workout sessions, or other curated experiences.

Requirements

• 4+ years of experience in relationship management, account management, sales, partnerships, or a similar role, preferably within the startup or finance ecosystem or saas or banking industry.
• Consistent record of exceeding quota and delivering top performance in competitive sales environments.
• Excellent communication and interpersonal skills, with the ability to build and maintain relationships with diverse stakeholders.
• Proactive and results-oriented mindset, with the ability to work independently and as a part of a team.
• Strong organizational and project management skills, with the ability to multitask and prioritize effectively.
• Ability to analyze data and metrics to drive informed decisions and strategies.
• Strong understanding of the startup ecosystem.

Compensation

The expected OTE range for this role is $181,000 - $226,000. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity. The OTE figure listed here includes base salary and commissions, which may or may not be earned depending on performance. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.