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 DebtBook’s Sales team is seeking a highly motivated and results-driven Mid-Market Account Executive eager to make an impact by helping mid-sized organizations modernize their treasury and accounting management. As a Mid-Market Account Executive, you will be responsible for executing DebtBook’s Go-to-Market strategy within your assigned territory, focusing on building strong relationships with mid-market clients. Your primary objective will be to manage the full sales cycle and drive new business within the mid-market segment. WHAT YOU’LL DO Own the full sales cycle from prospecting to closing, focusing on mid-market organizations. Exceed monthly, quarterly, and annual revenue targets within your assigned territory. Conduct engaging product demos for finance leaders and key decision-makers. Develop and maintain consultative sales relationships with executives, finance teams, and other key stakeholders. Collaborate with the marketing, SDR, and partnership team to build a pipeline in your given territory. Proactively prospect and generate leads through outreach, networking, and collaboration with the SDR team. Manage a healthy pipeline in HubSpot CRM, keeping sales activities and forecasting up to date. Educate prospective clients on the value of DebtBook’s product suite and how it can solve their financial management challenges. Work cross-functionally with marketing and sales teams to refine strategic initiatives and drive demand. Navigate procurement and contract negotiations to drive successful deal closures. Ensure a seamless transition to the Customer Success team for implementation and onboarding WHAT YOU BRING 4-6 years of experience in a consultative sales environment, preferably in SaaS. A proven track record of exceeding sales quotas in a net-new logo, full-cycle sales environment. Excellent storytelling and discovery skills with a talent for building trusted relationships and uncovering complex pain points. Experience in the financial software, FinTech, or public sector industries. A high degree of ownership and a relentless drive to build your own pipeline and business. Proficiency in CRM software (e.g., Salesforce) and pipeline management. Bonus Points Experience selling to state, local government, higher education, or healthcare organizations. A background in accounting or finance. Experience with a land-and-expand sales motion. Familiarity with public finance accounting standards like GASB 87 and GASB 96. 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. 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.

Requirements

Must-haves

Own the full sales cycle from prospecting to closing, focusing on mid-market organizations.
Exceed monthly, quarterly, and annual revenue targets within your assigned territory.
Conduct engaging product demos for finance leaders and key decision-makers.
Develop and maintain consultative sales relationships with executives, finance teams, and other key stakeholders.
Collaborate with the marketing, SDR, and partnership team to build a pipeline in your given territory.
Proactively prospect and generate leads through outreach, networking, and collaboration with the SDR team.
Manage a healthy pipeline in HubSpot CRM, keeping sales activities and forecasting up to date.
Educate prospective clients on the value of DebtBook’s product suite and how it can solve their financial management challenges.
Work cross-functionally with marketing and sales teams to refine strategic initiatives and drive demand.
Navigate procurement and contract negotiations to drive successful deal closures.
Ensure a seamless transition to the Customer Success team for implementation and onboarding
4-6 years of experience in a consultative sales environment, preferably in SaaS.
A proven track record of exceeding sales quotas in a net-new logo, full-cycle sales environment.
Excellent storytelling and discovery skills with a talent for building trusted relationships and uncovering complex pain points.
Experience in the financial software, FinTech, or public sector industries.
A high degree of ownership and a relentless drive to build your own pipeline and business.
Proficiency in CRM software (e.g., Salesforce) and pipeline management.
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.

Nice-to-haves

Experience selling to state, local government, higher education, or healthcare organizations.
A background in accounting or finance.
Experience with a land-and-expand sales motion.
Familiarity with public finance accounting standards like GASB 87 and GASB 96.

Application prep

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Keywords to mirror

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Platform: greenhouse
Effort: quick

Benefits

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Dental

Vision

401(K)

Pto

Wellness

Professional Development