Mid Market Account Manager at DebtBook

Charlotte, North Carolina, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Fintech, Government, Higher Education, HealthcareIndustries

Requirements

Minimum 3+ years of verifiable quota-carrying sales experience, with a strong track record in B2B SaaS sales
Demonstrated success managing a complex, full-cycle sales process within the mid-market segment
Prior experience selling into Treasury, Finance, or Government departments (significant asset)
Knowledge of and experience leveraging a formal sales methodology (e.g., Sandler, SPIN, Gap, Challenger)
Expertise in utilizing Salesforce (or equivalent high-level CRM) for pipeline management, activity logging, and accurate forecasting
Ambitious, highly resilient, and driven to thrive in a dynamic, fast-paced startup environment; comfortable managing ambiguity and change

Responsibilities

Exceed monthly, quarterly, and annual targets for Net Revenue Retention from existing book of business
Own and manage the entire sales cycle, from aggressive prospecting and lead generation to contract negotiation and final close
Conduct engaging product demonstrations and present the DebtBook value proposition to key decision-makers, including C-level and Treasury Department leadership
Proactively drive upsell and cross-sell opportunities within existing customer base to maximize ARR
Maintain accurate and up-to-date records of the sales pipeline, contacts, and activities, and provide regular, accurate forecasts utilizing Salesforce
Work cross-functionally with Customer Success and Product teams to ensure seamless post-sale handoff, high customer adoption, and maximum ROI
Navigate complex public sector sales processes, including legal review and procurement cycles, to facilitate timely deal closures
Collaborate with marketing to refine strategic initiatives and generate high-quality qualified leads within assigned territory
Establish and nurture long-term, high-value relationships with mid-sized and emerging municipal customers as owner of end-to-end Go-to-Market strategy for assigned territory

Skills

Salesforce

Sales Pipeline Management

Prospecting

Lead Generation

Product Demonstrations

Contract Negotiation

Upsell

Cross-sell

Public Sector Sales

Forecasting

Customer Success Collaboration

DebtBook

SaaS platform for managing debt and leases

About DebtBook

DebtBook offers a platform for managing debt, leases, and subscriptions, targeting treasurers, accountants, and finance professionals in the public sector. The subscription-based software automates tasks, improves accuracy, and enhances collaboration, allowing users to move away from cumbersome spreadsheets. A key feature is its compliance tools that help users meet Governmental Accounting Standards Board (GASB) regulations, particularly GASB 96. DebtBook aims to simplify debt management, boost productivity, and ensure compliance for finance professionals.

Charlotte, North CarolinaHeadquarters

2019Year Founded

$23.1MTotal Funding

SERIES_ACompany Stage

Fintech, Financial ServicesIndustries

51-200Employees

Risks

Increased competition from fintech companies could erode DebtBook's market share.

Economic downturns may lead to reduced spending on software solutions like DebtBook's.

Reliance on partnerships poses risks if they do not yield expected enhancements.

Differentiation

DebtBook offers specialized compliance tools for GASB regulations, ensuring regulatory peace of mind.

The platform's robust reporting capabilities enhance transparency and decision-making for finance professionals.

DebtBook's SaaS model replaces cumbersome spreadsheets, improving efficiency and productivity for users.

Upsides

Integration with AI-driven analytics can enhance DebtBook's reporting and predictive capabilities.

The rise of ESG criteria opens avenues for specialized compliance and reporting tools.

Open banking trends enable DebtBook to expand connectivity with financial institutions.

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