Enterprise Account Manager - FinTech

Team Overview 

We are seeking a Enterprise Account Manager to join our New York office. This is a senior commercial role focused on deepening strategic relationships and driving revenue growth across a portfolio of high-value institutional clients. 

You will be at the forefront of EquiLend’s commercial engagement with some of the world’s most complex and influential financial institutions. Success in this role requires a strong ability to navigate layered decision-making structures, understand the nuances of large global organizations, and identify strategic entry points to expand adoption of EquiLend’s SaaS product suite. You’ll be responsible for unlocking new opportunities through upsell and cross-sell initiatives, aligning EquiLend’s technology solutions with evolving client needs, and ensuring long-term account growth and retention. 

This is an exciting opportunity for a commercially driven professional with a proven ability to engage senior stakeholders, lead enterprise sales motions, and deliver measurable outcomes in regulated, high-value environments. 

Role Responsibilities 

• Own and grow a portfolio of strategic, high-value enterprise clients across global financial markets
• Drive revenue expansion by identifying upsell and cross-sell opportunities aligned to client needs and EquiLend’s product suite
• Lead end-to-end enterprise sales motions, from stakeholder mapping and engagement to contract execution, across complex and often multi-year cycles
• Cultivate strong, trust-based relationships with C-level stakeholders and senior decision-makers
• Act as a senior escalation point and client sponsor, ensuring high levels of satisfaction and commercial alignment
• Collaborate with internal product, legal, and delivery teams to manage account delivery, support renewal cycles, and introduce new offerings
• Conduct executive-level business reviews focused on performance outcomes, roadmap alignment, and long-term strategic fit
• Partner with internal leadership to forecast revenue, plan account strategies, and contribute to budgeting cycles
• Represent EquiLend at external client forums, conferences, and executive-level events to maintain visibility and deepen relationships
• Maintain comprehensive account documentation, including opportunity pipelines, org mapping, and risk mitigation plans
• Ensure alignment with regulatory and compliance frameworks, with FINRA certifications (SIE, S7, S63, S24) to be completed within 12 months if not already held (company-sponsored) 

Required Skills 

• 6+ years of commercial experience in enterprise account management or strategic sales roles within financial services or fintech
• Proven success leading complex sales cycles and negotiations across multi-product offerings, ideally with enterprise clients in regulated markets
• Demonstrated ability to influence and engage C-level stakeholders across business, technology, and procurement functions
• Strong track record of driving upsells and cross-sell revenue growth within existing accounts
• Advanced commercial and strategic thinking, with a client-first mindset and strong problem-solving capabilities
• Financial literacy with experience in forecasting, pipeline management, and commercial planning
• Deep understanding of organizational structures within global financial institutions and how to navigate them effectively
• Experience coordinating across global, cross-functional teams in a matrixed environment
• High degree of ownership, resilience, and adaptability in a fast-paced, outcomes-driven culture 

Location & Benefits 

• Hybrid Working: Enjoy the flexibility of working remotely for up to 100 days each year.
• Generous Vacation Days: Vacation days increase as you progress in your career with EquiLend, ensuring you have ample time to rest and recharge.
• Discretionary Annual Cash Bonus: A discretionary cash bonus to reward your performance and contributions to the company’s success.
• Health and Dental Insurance: Comprehensive health and dental insurance coverage is available from your first day.
• 401(k) Employer Matching Contribution Plan: Our 401(k) plan includes employer matching contribution available from day one.
• The base compensation range for this role is $160,000 – $180,000. The total on target earnings, depending on performance versus uncapped sales quota, is expected to be between $260,000 - $300,000. Final offer details may vary depending on factors such as the scope and responsibilities of the role, the candidate’s experience and training as well as internal equity. Further information on the compensation structure can be shared during the interview process.