Senior Mid-Market Account Manager

Who we are Hi there 👋 We’re Ethena, compliance training that customizes itself to you. Ethena combines top-rated training content with intelligent AI that builds and adapts training to reflect your company’s unique brand, roles, policies, and risks, so it feels like your team, whether that’s hard hats or virtual meetings. From auto-assigning courses based on HRIS data to transforming your policies into interactive training in minutes, Ethena helps People, Legal, and Compliance teams launch in days (not months) and cut learner seat time by up to 60% with adaptive learning paths. Ethena supports 1M+ learners across 2,000+ organizations, with a 93% learner approval rating and 96% customer renewal rate. Over the past several years, we’ve delivered consistent, durable growth, including 120%+ net dollar retention, 95%+ gross dollar retention, and strong enterprise expansion across industries. Ethena has become a go-to compliance partner for modern, global organizations. Beyond training, Ethena unifies core compliance tools, Hotline & Case Management, Policy Bot, and Phishing Simulator, into a single platform, with built-in audit trails and compliance controls teams can trust. Trusted by teams at companies like Genesco, Asana, Pinterest, and Synaptics, it’s a great time to join us. How we work We’re a team that values diversity in all its forms and loves adding new perspectives. We ask thoughtful questions, challenge assumptions, and build with empathy, for customers and for each other. We care about craft, we love feedback, and we take ownership. We also embrace humor (yes, the puns are real), because doing serious work doesn’t have to feel so serious. Our workforce is fully remote, and your personal working hours can be based on your own timezone. All team-wide meetings are scheduled to be inclusive of all North American time zones. Who we’re looking for 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. Why Ethena Because it’s a need-to-have vs. a nice-to-have. Ethena is an AI platform changing how companies handle compliance, and we’re shipping new products and add-ons at lightning speed. For this role, that means a steady stream of new expansion opportunities in every account you own. We save companies thousands of hours a year, our content is 93% learner-loved, and we meet compliance needs without creating admin overhead. Reports to Akhila Iruku, VP Customer Success What you’ll do 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. What makes a great candidate 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. You’ll love this role if Finding the next deal in an account you already own gets you fired up. You’d rather spend your week building pipeline and negotiating than in-the-weeds technical issues, and a stalled deal bugs you until it moves. If you want to manage a happy book with no number attached, this probably isn’t the role for you. $150,000 - $190,000 a year Compensation is $150,000 to $190,000 OTE USD annually, with a 70 ⁄ 30 base-to-variable split. This includes accelerators for multi-year deals and above-target performance. At Ethena, we’re committed to fair and equitable compensation. We carefully evaluate each candidate’s skills and qualifications to provide our best possible offer upfront. Our no-negotiation policy ensures that our first offer is always our best offer , promoting pay equity throughout our organization. Physical Demands This is sedentary work that primarily involves sitting/standing in a home office environment. Location Ethena is a remote-first organization and is currently hiring candidates based in the United States. We are not currently offering employer visa sponsorship for this role. AI Usage in Interviews: We’re big fans of AI and use it heavily in our day-to-day work. That said, to ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during interviews. If you have questions or need accommodations, we’re happy to chat — just let us know. Benefits The benefits offered for this position can be found here. We provide unlimited PTO. How to Apply Applications for this position will be accepted via our job board. Excited about the opportunity, but worried you don’t meet all the requirements? Apply anyway, and give us both the chance to find out. We welcome you to read more about our approach to job descriptions by our Chief People Officer, Melanie Naranjo. Curious to know what it’s like to interview with us? Read more here. Ethena is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace. We believe that a successful organization is one that celebrates its employees for who they are, who they love, and the unique lens through which they experience the world. Ethena does not discriminate based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, Veteran status, or other legally protected status. We understand that our differences make us better. They empower us to learn from each other, lean on each other, and create a product and community that models the behavior we hope to see in others. Disclaimer: The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.