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 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. WHAT YOU’LL DO 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 DebtBook 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. WHAT YOU BRING 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. 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

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 DebtBook 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.

Nice-to-haves

None flagged.

Application prep

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

Keywords to mirror

accessibility

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Wellness

Professional Development