Job description

Mercury helps ambitious companies manage their finances with banking* services and tools for payments, cards, accounting, and cash management. We’re looking for a GTM strategist and sales leader to drive our growth within startups of all sizes. You’ll own the scaling startups strategy from the ground up, driving execution and delivering massive results from Series A+ startups. You have a product that founders and finance teams already love and buy in to pour fuel on the fire to completely win the market. Working directly with our Head of Sales, Director of Revenue Strategy, and executives across GTM and product, you’ll have everything you need to move fast and own the business line. In addition, you’ll manage the Startup Sales Manager, who leads our Account Executives, and directly manage our Venture Ecosystem team. You’ll have substantial autonomy to shape the overall startup sales strategy and operate as a general manager for this part of the business. That means bringing SDRs, AEs, Venture Ecosystem Sales, Revenue Strategy & Operations, Partnerships, and Marketing together around a clear plan - and adjusting it as you learn what works. What you’ll do Own the strategy. Set priorities across segments, markets, pipeline creation, and conversion. Build an operating rhythm that keeps teams aligned and makes it clear where to invest effort. Creatively combine proven SaaS sales practices with in-market work. Use strong outbound, qualification, deal management, and forecasting disciplines alongside in-person founder and investor engagement, events, and portfolio programs. Raise the quality of execution. Set standards for discovery, deal strategy, and follow-through. Use coaching and reporting to identify what is working and change what is not. Drive outcomes beyond the close. Help both teams win customers who activate and use Mercury for deposits, payments, cards, and their broader financial operations. Lead across functions. Work closely with SDR leadership, Revenue Strategy & Operations, Partnerships, Marketing, Product, and post-sales teams to remove obstacles and move the startup business forward. Build for the next stage. Hire and develop talent, improve workflows, and bring customer and market insights into decisions about the sales motion. You’ll thrive in this role if you Have a strong track record (7+ years) selling foundational software and financial products into growth stage startups , including founders and finance leaders, as well as 4+ years of people management Understand the venture ecosystem and how investors, accelerators, and founder communities influence startup decisions. Have led quota-carrying sales teams and can develop both a team lead and experienced individual contributors. Know how to build a disciplined SaaS sales motion while recognizing where in-person relationships create an advantage. Are comfortable making decisions with autonomy, aligning teams you do not directly manage, and adapting quickly in a competitive market. How success is measured Startup sales results: New customers, gross profit, pipeline health, and customer activation. Venture ecosystem results: Opportunities and customers generated through the team’s founder and investor work. Strategic execution: Clear priorities and effective coordination across the teams that contribute to startup growth - knowing when to go big and when to pivot. *Mercury is a fintech company, not an FDIC-insured bank. Banking services are provided through Choice Financial Group and Column N.A., Members FDIC. Mercury values diversity & belonging and is proud to be an Equal Employment Opportunity employer. All individuals seeking employment at Mercury are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic. We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities or special needs. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role. #LI-CL2 Total Rewards The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits. Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers. Our target new hire base salary ranges for this role are the following : US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $257,900 — $322,400 USD US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $232,200 — $290,200 USD

Requirements

Must-haves

What you’ll do
Own the strategy. Set priorities across segments, markets, pipeline creation, and conversion. Build an operating rhythm that keeps teams aligned and makes it clear where to invest effort.
Raise the quality of execution. Set standards for discovery, deal strategy, and follow-through. Use coaching and reporting to identify what is working and change what is not.
Drive outcomes beyond the close. Help both teams win customers who activate and use Mercury for deposits, payments, cards, and their broader financial operations.
Lead across functions. Work closely with SDR leadership, Revenue Strategy & Operations, Partnerships, Marketing, Product, and post-sales teams to remove obstacles and move the startup business forward.
Build for the next stage. Hire and develop talent, improve workflows, and bring customer and market insights into decisions about the sales motion.
You’ll thrive in this role if you
Have a strong track record (7+ years) selling foundational software and financial products into growth stage startups , including founders and finance leaders, as well as 4+ years of people management
Understand the venture ecosystem and how investors, accelerators, and founder communities influence startup decisions.
Have led quota-carrying sales teams and can develop both a team lead and experienced individual contributors.
Know how to build a disciplined SaaS sales motion while recognizing where in-person relationships create an advantage.
Are comfortable making decisions with autonomy, aligning teams you do not directly manage, and adapting quickly in a competitive market.
How success is measured
Startup sales results: New customers, gross profit, pipeline health, and customer activation.
Venture ecosystem results: Opportunities and customers generated through the team’s founder and investor work.
Strategic execution: Clear priorities and effective coordination across the teams that contribute to startup growth - knowing when to go big and when to pivot.
Mercury is a fintech company, not an FDIC-insured bank. Banking services are provided through Choice Financial Group and Column N.A., Members FDIC.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick