Enterprise Account Manager

Enterprise Account Manager

Charlotte, NC

Debt Book 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 Debt Book.

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.

As an Account Manager specializing in cross-selling and up-selling, you will play a pivotal role in fostering strong client relationships and driving revenue growth. Your primary focus will be driving expansion revenue from our customer base, which will include renewing customers nearing the end of their contract term. This role requires a strategic mindset, strong commercial acumen, excellent communication skills, and a passion for delivering value to clients through tailored solutions.

• Build and nurture relationships with our valued clients.
• Understand our customers' business needs, challenges, and goals to identify cross-selling opportunities aligned with their objectives.
• Complete renewals for your dedicated accounts on time.
• Create account plans to deliver YoY revenue growth.
• Take a highly value based, strategic, relationship-oriented approach to selling additional Debt Book products.
• Partner closely together with Customer Success to understand client usage patterns and behavior, in order to pinpoint up-selling possibilities.
• Keep up with product roadmap and releases, and confidently speak to new solutions provided by upcoming features and offerings.
• Work closely with Customer Success teams to drive efficiencies, results, and improve customer health.
• Own the contracting process including development of custom proposals and management of commercial negotiations for cross-sell, up-sell, and renewals.

• A proven track record of at least 5 years in Sales/Account Management with consistent quota achievement, preferably selling into the office of the CFO.
• Ideally experience with renewals and cross-selling new products, preferably to C level executives.
• Ability to follow a value based selling framework, including performing discovery, scoping an ideal solution and delivering a business case for the purchase to C level executives.
• Ability to think strategically and identify opportunities for revenue growth.
• Proficient in data analysis to drive decision-making.
• Highly proficient communication skills, with the ability to effectively negotiate and close deals.
• A passion for learning. You're genuinely curious and enjoy learning about and addressing customer needs.
• Highly professional approach to your work with a dedication to delivering exceptional customer service.

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

• Ther…