Senior Mid-Market Account Manager

Who we are Hi there 👋 We’re Ethena, compliance training that customizes itself to you. Ethena combines top-rated training content with intelligent AI that builds and adapts training to reflect your company’s unique brand, roles, policies, and risks, so it feels like your team, whether that’s hard hats or virtual meetings. From auto-assigning courses based on HRIS data to transforming your policies into interactive training in minutes, Ethena helps People, Legal, and Compliance teams launch in days (not months) and cut learner seat time by up to 60% with adaptive learning paths. Ethena supports 1M+ learners across 2,000+ organizations, with a 93% learner approval rating and 96% customer renewal rate. Over the past several years, we’ve delivered consistent, durable growth, including 120%+ net dollar retention, 95%+ gross dollar retention, and strong enterprise expansion across industries. Ethena has become a go-to compliance partner for modern, global organizations.

Beyond training, Ethena unifies core compliance tools, Hotline & Case Management, Policy Bot, and Phishing Simulator, into a single platform, with built-in audit trails and compliance controls teams can trust.

Trusted by teams at companies like Genesco, Asana, Pinterest, and Synaptics, it’s a great time to join us.

How we work We’re a team that values diversity in all its forms and loves adding new perspectives. We ask thoughtful questions, challenge assumptions, and build with empathy, for customers and for each other. We care about craft, we love feedback, and we take ownership. We also embrace humor (yes, the puns are real), because doing serious work doesn’t have to feel so serious.

Our workforce is fully remote, and your personal working hours can be based on your own timezone. All team-wide meetings are scheduled to be inclusive of all North American time zones.

Who we're looking for We’re hiring a Senior Mid-Market Account Manager to drive expansion revenue across a book of Ethena’s mid-market customers. Around 40% of our growth comes from existing customers buying more, and this role carries a big share of that number. You’ll find upsell and cross-sell opportunities, build the business case with your champion, and close.

You’ll partner closely with our Customer Success Engineers. They handle onboarding, configuration, and the technical work that gets customers live and integrated. That frees you to focus on expansion, catching churn risk early, and building the relationships that keep customers growing with Ethena.

This is a quota-carrying role with a 70/30 base-to-variable split and accelerators for multi-year deals and above-target performance.

Why Ethena Because it’s a need-to-have vs. a nice-to-have. Ethena is an AI platform changing how companies handle compliance, and we’re shipping new products and add-ons at lightning speed. For this role, that means a steady stream of new expansion opportunities in every account you own. We save companies thousands of hours a year, our content is 93% learner-loved, and we meet compliance needs without creating admin overhead.

Reports to Akhila Iruku, VP Customer Success

What you'll do - Carry an expansion quota across a high-volume book of mid-market accounts (750 to 5,000 employees), plus renewal and self-sourced pipeline targets.

- Find and close upsells and cross-sells across Ethena’s product suite. Multithread past the day-to-day admin, demo how Ethena fits an immediate need, and build the business case with your champion.

- Structure creative deals to lock in expansion, from pricing and contract buyouts to free trial periods.

- Find untapped spend in your book, rank accounts by revenue upside, and go after the biggest ones first. Spot churn risk early and act on it.

- Run business reviews built to open the next deal, using ROI to get in front of Compliance, Legal, and HR budget holders.

- Use regulatory changes and compliance trends to create urgency and open new conversations.

- Sha