Account Executive, Enterprise

About Middesk

Middesk makes it easier for businesses to work together. Since 2018, we’ve been transforming business identity verification, replacing slow, manual processes with seamless access to complete, up-to-date data. Our platform helps companies across industries confidently verify business identities, onboard customers faster, and reduce risk at every stage of the customer lifecycle.

Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.

As Middesk continues expanding with top enterprise fintech customers, including Shopify, Toast, and Mercury, we’re hiring an Enterprise Account Executive to drive growth in our most strategic accounts. You’ll own relationships with senior stakeholders across product, compliance, risk, and executive teams, developing strategies for acquisition and expansion. In this role, you’ll also have a hand in influencing Middesk’s product roadmap to meet evolving customer needs and expand our impact in the B2B market.

We follow a hybrid work model, and for this role, there is an expectation of 2 days per week in our NYC office; however, we are also considering remote candidates. Candidates based near our office should be within a commutable distance, as we value in-person collaboration and building strong team connections while also supporting flexibility where possible.

• Account Ownership: Take ownership of a target list of enterprise accounts, including both current and potential customer accounts.

• Strategic Engagement: Develop and execute engagement plans with senior leaders, identifying opportunities to expand partnerships and establish Middesk champions within target accounts.

• Thought Leadership: Position yourself as a trusted advisor on digital transformation, regulatory compliance, identity, fraud, and credit risk within the B2B space.

• Product Expertise: Gain deep knowledge of Middesk’s offerings and how they provide value across standard and emerging use cases.

• End-to-End Sales Process: Lead the entire sales process—from SDR-sourced leads through detailed solution evaluations with Solutions Engineering to ongoing support with Account Management for long-term growth.

• Customer Advocacy: Build strong relationships with existing customers, advocate for their needs internally, and support Account Management in driving expansion opportunities.

• Enterprise Sales Experience: 6+ years in a quota-carrying Account Executive role in B2B software, with experience managing high-value accounts.

• Industry Knowledge: 3+ years of experience targeting FinTech or Financial Services clients, with a background in fraud, compliance, or identity preferred.

• Strategic Sales Approach: Ability to develop creative, solution-oriented evaluation plans for complex buyer journeys in high-stakes enterprise sales.

• Executive Relationship Building: Proven experience in building and nurturing executive-level relationships within large, cross-functional organizations.

• Customer-Centric Advocacy: Strong ability to advocate for customer needs and use cases to internal product teams, effectively influencing the product roadmap.

• Commercial Acumen: Skilled negotiator with experience structuring complex and unique contracts that drive business growth.

• Cross-Functional Collaboration: Proven track record working effectively with GTM and product teams to align on strategic goals and deliver exceptional customer outcomes.

• Adaptability in Ambiguity: Comfortable navigating the fast-paced and evolving environment of an early-stage GTM organization, with a proactive, impact-driven mindset.