Mid Market Account Executive

Job description

Collections runs like an emergency room. You show up in crisis, get triaged by a stranger who doesn't know your history and leave with no follow-up. We're turning it into primary care for consumer finance. We started in the hardest, most broken stage, because if it works there it works anywhere. 70 million Americans fall behind on a debt every year. Most want to pay what they owe and can't find a way back. We've serviced over $20 billion in debt across more than 20 million consumers. We see more people with charged-off loans each year than all but the top five US banks. They rate us about 50% higher than the banks that lent them the money. Creditors net over 30% more with us because we collect more and charge less. Most AI strips the human out of the work. We use it to do the opposite. In someone's hardest financial moment we make the experience more human. The more human we make it, the more people recover. Now we're moving upstream, catching people before they default and building across every stage of the consumer credit lifecycle. The consumer in collections today is the consumer who gets approved tomorrow. ABOUT THE ROLE January's hit top growth metrics with a lean GTM org, proof the product and the motion work. We're hiring another AE to amplify it. This isn't a role where you inherit a cookie-cutter playbook and execute it: we've codified what's worked, and we want you to make it better. We've automated the parts of this role that don't grow the business. You won't waste time on CRM updates or forecasting prep. You'll report directly to the VP of Revenue, January's first employee. You'll own the full cycle across a named account list of banks, credit unions, and fintechs: from cold outreach to signed contract, with no BDR and no solutions engineer. We’ve codified that work too. WHAT YOU'LL DO - Run enterprise-quality buying processes across a named account list, managing complex multi-stakeholder deals from cold outreach to close - Build champions who can defend January in rooms you're not in: equip them with materials, prepare them for internal meetings, and war-game objections before they surface - Construct business cases grounded in recovery rate uplift and financial impact as opposed to feature comparisons, making the cost of inaction palpable to a member of the C-suite - Navigate procurement, legal redlines, and compliance dependencies independently, surfacing constraints proactively rather than after signature - Maintain exceptional deal hygiene: work cold and warm leads, disqualify what doesn't fit, and prioritize accounts that scale as opposed to just adding another logo - Codify what you learn (winning messages, buyer archetypes, recurring objections) back into a GTM motion that gets sharper with every deal WHAT WE'RE LOOKING FOR We care more about how you think than where you've been. That said, the profiles that tend to thrive here share some things in common. - You're comfortable owning a number. You've either carried quota directly or operated close enough to revenue ownership that missing the target was a problem you constantly solved for. - You push past the surface signal. When a deal stalls, "they went quiet" is never a complete explanation. When a quarter comes up short, the first place you look is your own approach. You apply the same diagnostic rigor inward and outward, to your pipeline and to yourself. - You don't wait for all the answers. You operate at 70% confidence rather than waiting for certainty. You surface deal risks before they become surprises. You build your own structure from a cold account rather than waiting for a manager to hand it to you. - You understand the incentive structures underneath a deal. Not just who the buyers are, but what they're optimizing for, what organizational pressures they're navigating, and what makes a "yes" politically possible inside a regulated institution. - You know what to work on. With a named account list and limited time, you make deliberate choices every day about where your energy goes. You resist the pull of lower-leverage wins that feel like progress but don't compound. - You communicate at the altitude the room requires. You can shift from a mid-level manager to a function leader without losing the thread. You write to make people see the problem differently. BACKGROUND SIGNALS WE LOOK FOR Strong candidates have come from conventional AE roles as well as consulting, banking, partnerships, or strategy and growth functions. We care about demonstrated ability to navigate complex, multi-stakeholder commercial processes and a track record of generating revenue without heavy structural support. A few things we find interesting, though none are requirements: experience selling technically complex or regulated products, early employee experience at a high-growth company, and backgrounds that started in banking or consulting before moving commercial. If you're earlier in your career but moving fast, don't self-select out. HOW WE WORK - Decentralization beats control. The best calls get made by the people closest to them, not routed up a chain. You'll set the standards that let the team decide without you in the room. - Speed beats perfection. You run tight loops, act at 70% on reversible calls and adjust as you learn. Fast loops beat slow ones. - Candor beats comfort. You'd rather hear a hard truth early than a polite sidestep that wastes everyone's time. - Writing beats the average meeting. Clarity scales. - AI runs through everything here. We built our own code reviewer that beats the alternatives. Our voice AI handles most inbound calls with zero hallucinated payments. Engineers ship 3-4x the PRs they used to. You'll push it further into the work than almost any company you've worked at. - We operate at every altitude. No one here lives only on Mount Olympus, not even the leaders. We get into the trenches to learn the ground truth, then refine our information flows so ground truth climbs as fast as direction comes down. - We build in person, at least three days a week in our office in Nolita, with a growing group coming in every day. Random run-ins cross-pollinate ideas. Face time builds trust no thread can. Building alongside people makes work far more fun. We are currently hiring for this position in our New York office. As a New York City-based company, we are dedicated to transparent, fair, and equitable compensation practices that reflect our commitment to fostering an environment where all team members are valued and supported. We encourage individuals from all backgrounds to apply. We are an equal opportunity employer committed to diversity and inclusion in the workplace. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, age, veteran status, or any other legally protected characteristic.