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Manager, Business Development – Middle Market Field
American Express. Lead the full acquisition process within the territory through strategic, consultative selling .
Posted 10/9/2026full-timeRemote • California • United StatesMid-LevelSenior💰 $69,750 - $128,000 per yearWebsite
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in consultative selling and complex deal negotiations, with a strong focus on financial acumen and the ability to influence C-suite decision-makers. Proven track record in managing high-value pipelines and achieving ambitious sales targets in regulated environments.
Highest-signal resume keywords
B2B Sales ExperienceConsultative SellingFinancial AcumenCRM ManagementPipeline Forecasting
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Complex Deal NegotiationSales Target AchievementMarket Intelligence AnalysisFinancial Statement InterpretationROI Articulation
Soft Skills
Exceptional CommunicationAnalytical ThinkingAdaptabilityCreative Problem-SolvingEthical Decision-Making
Industry Keywords
PaymentsFinancial ServicesSaaSExecutive Relationship ManagementWorking Capital Optimization
About the role
Key responsibilities & impact- Lead the full acquisition process within the territory through strategic, consultative selling
- Target high-value Middle Market clients
- Build and sustain executive-level relationships with CEOs, CFOs, and financial leaders
- Identify, develop, and convert new business opportunities using market intelligence, networks, and industry insight
- Maintain a strong in-market presence with 25–50% travel
- Manage a high-value pipeline with accurate forecasting, strong conversion, and consistent quota achievement
- Use data, analytics, and financial insight to prioritize opportunities and optimize resource allocation
- Collaborate with Risk, Underwriting, Pricing, and Product to deliver tailored, profitable solutions
- Conduct discovery conversations to uncover client pain points and opportunities
- Architect American Express solutions for working capital optimization and expense management
- Provide insights into market shifts, payment innovation, and financial transformation
- Lead complex deal negotiations and guide executive stakeholders through strategic and financial considerations
- Close deals and transition accounts to the Field Account Development team
- Uphold the American Express Code of Conduct and Sales Practice standards
- Model ethical decision-making and champion compliance throughout the sales process
Requirements
What you’ll need- 3–7+ years of proven success in complex B2B, commercial, or financial sales environments
- Consistent record of top-quartile performance and exceeding ambitious sales targets
- Expertise in consultative, multi-stakeholder selling
- History of influencing C-suite decision-makers and closing large, high-impact deals
- Success in solution-oriented sales across payments, financial services, SaaS, or related industries
- Strong financial acumen, including articulating ROI, profitability, and business impact
- Exceptional communication skills and ability to translate complex solutions into actionable client value
- Analytical thinking and results-oriented execution
- Ability to maintain high standards in a regulated environment
- Ability to interpret client financial statements, analyze balance sheets, and identify working capital needs
- Ability to work independently, think creatively, and drive measurable business outcomes
- Adaptability in fast-changing environments
- Expert CRM management, pipeline forecasting, and disciplined sales execution
- Bachelor's degree preferred; advanced degree or equivalent professional experience preferred
- Employment eligibility to work in the United States required; American Express will not pursue visa sponsorship
Benefits
Comp & perks- Competitive base salaries
- Bonus incentives
- 6% Company Match on retirement savings plan
- Free financial coaching and financial well-being support
- Comprehensive medical, dental, vision, life insurance, and disability benefits
- Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
- 20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy
- Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
- Free and confidential counseling support through our Healthy Minds program
- Career development and training opportunities
- World-class training
- Leadership development
- Autonomy to make real impact