Manager, Business Development – Middle Market Tele Acquisition

American Express

. Manage the end-to-end sales cycle of leads and opportunities, engaging prospective Middle Market customers primarily by telephone.

Posted 11/12/2026full-timePhoenix • Arizona • United StatesMid-LevelSenior💰 $86,250 - $158,250 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing the end-to-end sales cycle, with a strong focus on B2B sales and consultative selling techniques. Possesses financial acumen to analyze client needs and articulate value propositions effectively.

Highest-signal resume keywords

B2B Sales ExperienceConsultative SellingCRM ManagementPipeline ForecastingFinancial Acumen

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementLead ConversionDiscovery ConversationsSales Goal AchievementFinancial Statement AnalysisPayment Solutions KnowledgeOperational Workflow UnderstandingTechnology-Enabled Solutions PositioningPerformance-Driven Sales ExecutionData-Driven Decision Making

Soft Skills

Strong Telephone CommunicationRelationship BuildingAnalytical ThinkingAdaptabilityMotivation

Tools & Technologies

CRM SoftwareSales ToolsMarket Research ToolsFinancial Analysis Tools

Industry Keywords

Financial ServicesMiddle Market CustomersCommercial PaymentsExpense ManagementWorking Capital

About the role

Key responsibilities & impact

Manage the end-to-end sales cycle of leads and opportunities, engaging prospective Middle Market customers primarily by telephone.
Connect with business and financial decision-makers to understand priorities and identify opportunities for American Express software and product solutions.
Maintain consistent and timely follow-up across assigned leads to progress qualified opportunities through the sales cycle.
Manage the pipeline, maintain accurate records, forecast opportunities, and work toward established sales goals.
Use available data, insights, and sales tools to prioritize assigned opportunities and determine next steps.
Conduct discovery conversations to understand prospects’ business needs, challenges, and payment and expense-management practices.
Recommend appropriate solutions from the American Express suite.
Communicate the value of American Express software and product solutions, including benefits related to working capital, expense management, payment efficiency, and rewards.
Develop knowledge of Middle Market customers, commercial payments, and the American Express product suite through training, coaching, and market research.
Partner with Risk, Underwriting, Product, and other internal teams to support customer opportunities.
Guide qualified prospects through the sales process, addressing questions and explaining relevant products, terms, and value propositions.
Conduct sales conversations and negotiations appropriate to assigned opportunities.
Work toward individual sales and conversion goals while delivering a consistent, professional customer experience.
Close qualified opportunities and transition accounts to the Account Development team for ongoing relationship management and growth.
Represent the American Express brand with professionalism, integrity, and a customer-first mindset.
Uphold the American Express Code of Conduct and applicable Sales Practice standards.
Follow established processes and procedures and demonstrate sound judgment and ethical decision-making.

Requirements

What you’ll need

3 plus years experience in B2B sales, inside sales, business development, financial services, or a related customer-facing sales environment.
Experience managing and converting leads through telephone-based customer engagement.
Demonstrated ability to achieve sales, conversion, or performance goals in a structured sales environment.
Strong telephone communication skills and ability to build credibility and rapport with business decision-makers without relying on in-person engagement.
Ability to conduct effective discovery conversations, identify customer needs, and communicate a clear value proposition.
Experience with consultative or solution-based selling; experience in payments, financial services, or related industries is beneficial but not required.
Strong organization and pipeline-management skills, including consistent follow-up and accurate CRM activity.
Comfort discussing basic financial concepts and business value, with ability and willingness to develop deeper commercial and financial acumen.
Coachable, motivated, and comfortable working in a goal-oriented, performance-driven telesales environment.
Exceptional discovery skills and business acumen to understand how a client's organization operates.
Ability to uncover stated and unstated client needs and translate them into a differentiated solution strategy.
Strong understanding of financial and operational workflows, including employee spend, accounts payable, payments, working capital, controls, and process efficiency.
Financial acumen to interpret client financial statements, understand balance-sheet dynamics, identify working capital opportunities, and articulate ROI and business impact.
Ability to learn and confidently position technology-enabled solutions.
Ability to orchestrate product, technology, implementation, risk, pricing, and other specialists while maintaining ownership of the client relationship and sales strategy.
Ability to translate complex solutions into compelling, actionable value for clients.
Analytical thinking with a bias for execution and results.
Ability to maintain success and high standards in a regulated environment.
Strong financial acumen to interpret client financial statements, analyze balance sheets, and identify working capital needs.
Ability to work independently, think creatively, and drive measurable business outcomes within large institutional culture and workflows.
Adaptability in fast-changing environments.
Expert in CRM management, pipeline forecasting, and disciplined sales execution.
Bachelor’s degree preferred.
Employment eligibility to work with American Express in the United States is required; American Express will not pursue visa sponsorship for these positions.

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