The Role
Sell and retain CMG's ECM platform to buy-side clients by managing a territory and portfolio, driving adoption, identifying expansion and churn risks, forecasting renewals, collaborating with Customer Success and Product, and meeting new business and renewal quotas.
Summary Generated by Built In
The Company
Capital Markets Gateway LLC (CMG) is a capital markets-focused fintech transforming global equity capital markets (ECM) through data, technology, and connectivity. As the preferred source for ECM analytics and the first network connecting the buy-side and sell-side for ECM workflows, we are committed to reshaping how capital markets operate. Founded in 2017 by a team of ECM practitioners, CMG has completed three successful fundraising rounds and is backed by a group of the world’s most prestigious financial institutions. The CMG platform is currently relied upon by 25 global investment banks and 135 asset managers representing $40 trillion in AUM. For more information, please visit www.cmgx.io.
The Role
CMG is seeking a Buy-Side Account Executive to join a rapidly growing commercial team. Account Executives are responsible for hitting quota by both selling into a new business territory as well as retaining and growing a book of existing clients.
The successful Account Executive develops close partnerships with their clients and prospects and is an expert on the CMG platform with a unique focus on the equity capital markets. The Account Executive ensures successful platform adoption, constantly drives the value proposition of the service, proactively seeks growth opportunities, consistently prospects for new business, strives to limit churn, and maximizes renewal uplifts. Account Executives are expected to be excellent collaborators, partnering with Customer Success, Product Management, and Engineering functions.
As a leading FinTech looking to deliver innovation to the equity capital markets, CMG is transforming one of the hottest areas of Wall Street. With customer satisfaction as the pinnacle of our core values, exceptional customer support and account management are paramount to the success of both our customers and CMG.
Responsibilities
- Actively retain and grow a portfolio of assigned clients to meet and surpass quarterly and annual quotas
- Hit a new business quota based on a set territory of prospects
- Drive customer engagement to establish champion users across a book of clients
- Identify customer expansion opportunities & churn risks
- Prospect daily for new business
- Meet with clients quarterly to define client expectations and ensure CMG is providing value to their ECM process
- Become a trusted member of the ECM community
- Develop in-depth understanding of the clients buying process and an intimate knowledge of the key players involved and approval process
- Record all calls, meetings, and emails in CMG’s CRM system
- Accurately forecast upcoming renewals and growth opportunities monthly
- Collaborate with the CMG Customer Success team to provide top-notch customer success
- Ensure renewals come in on time and consistently with growth
- Provide product feedback, sentiment, and trends in the industry to internal teams
- Partner with Marketing to develop and deliver collateral to support growth and adoption initiatives
Qualifications
- At least 5+ years of prior account management or sales experience, preferably within FinTech or SaaS
- Experience with data analytics & collaboration tools, including Excel, MixPanel, Slack, HubSpot, and business intelligence platforms
- Highly proficient in communication and presentation skills with the ability to effectively adjust communication to the target audience (Head Trader, IT/Ops Leads, Sales Traders, etc.)
- Capital Markets experience with Investment Bank and/or Investment Management is a strong advantage
- Previously managed the renewal process for the assigned portfolio of accounts to hit quota
- B.S. or B.A. in Business Management, Finance, Economics, or similar study
- You have an entrepreneurial mindset and a ‘can-do’ attitude
Our Values
We innovate with purpose.
We focus on outcomes vs. output.
We believe diverse and inclusive teams fuel innovation.
We are humble yet candid.
We do right by the customer.
What We Offer
- Comprehensive benefits program (Medical, Dental & Vision)
- Equity
- 401k company match
- Flexible Spending & Health Savings Account
- Unlimited PTO
- Hybrid work environment
- Education reimbursement
- Continuous learning opportunities
- Life insurance
- Employee referral bonus
- Parental leave
This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm you are authorized to work in the U.S.
CMG embraces our ongoing commitment to building a culture reflecting the people, perspectives, and passions it represents. We will accept nothing less than equity, inclusion, and belonging for all. With the only constant in life being change, we will always listen, learn, and improve for the betterment of our teams, customers, and communities. CMG is proud to be an Equal Opportunity Employer.
Skills Required
- At least 5+ years of prior account management or sales experience
- Experience with data analytics and collaboration tools (Excel, MixPanel, Slack, HubSpot, business intelligence platforms)
- Highly proficient communication and presentation skills; ability to adjust to target audience (Head Trader, IT/Ops, Sales Traders)
- Previously managed the renewal process for an assigned portfolio to hit quota
- B.S. or B.A. in Business Management, Finance, Economics, or similar
- Capital markets experience with investment banks and/or investment management
- Experience in FinTech or SaaS environments
- Entrepreneurial mindset and a 'can-do' attitude
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The Company
What We Do
Capital Markets Gateway (CMG) is a financial technology firm that is modernizing the equity capital markets (ECM). CMG connects investors and underwriters via a neutral platform that delivers integrated ECM data and analytics, unrivaled transparency, and workflow efficiencies. Providing a digital system of record for firm-wide deal activity, CMG helps clients make more timely, better-informed decisions. Launched in 2017 by a team of ECM practitioners, the CMG platform is currently relied upon by nearly 100 buy side firms representing $12 trillion in AUM and 15 investment banks.
