Manager, Business Development – Middle Market
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Job Description
American Express business development manager acquiring Middle Market clients through consultative financial-services sales. Building executive relationships and closing tailored payment and expense-management solutions.
Responsibilities:
- Lead the full acquisition process within the territory, targeting high-value Middle Market clients through strategic, consultative selling
- 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 spanning working capital optimization and expense management
- Bring 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:
- 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, with a history of influencing C-suite decision-makers and closing large, high-impact deals
- Demonstrated success in solution-oriented sales across payments, financial services, SaaS, or related industries
- Strong financial acumen with the ability to articulate ROI, profitability, and business impact
- Exceptional communicator—able to translate complex solutions into compelling, actionable value for clients
- Analytical thinker with a bias for execution and results
- Confidence maintaining success and high standards in a regulated environment
Benefits:
- 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
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