Ethena

Account Manager

• Own a book of business up to 150-200 accounts: Manage a dedicated book of mid-market accounts with a primary focus on GDR / NDR. You own the renewal and the strategy to drive upsells and cross-sells across our full suite (Training, Hotline, and Phishing).
• Strategic multithreading: You’ll build relationships with your champion and their managers, who could include Chief People Officers, General Counsels, and VPs of HR, ensuring Ethena’s value is recognized by all levels of a business.
• Lead compelling business reviews: Lead compelling reviews that move past usage metrics to customer stories, ways to uplevel their training program, and ROI. You’ll use adoption data to tell a story of risk mitigation and cultural health, opening doors for expanded partnerships.
• Scale the mid-market playbook: You will design scalable frameworks for how we transition customers from single-product users to "full-suite" advocates.
• Risk & opportunity detection: Spot churn risks and expansion signals early. You will work cross-functionally with Ethena’s leadership and Product teams to act fast on customer feedback and market trends.

Mid-Market Account Manager

Customer Success Manager

• Be the architect of the Ethena experience for our most complex customers
• Drive Multi-Product Mastery: Act as a strategic consultant for customers utilizing our full suite - from Training to Hotline and Phishing - ensuring they aren’t just “happy" but are fully activated and seeing measurable ROI across every tool.
• Build Multi-Level Relationships: Cultivate deep, durable relationships with key stakeholders in People, Legal, and Compliance. You’ll move beyond the "admin" level to become a trusted advisor who understands their unique brand, risks, and organizational culture.
• Leverage AI in the Customer Journey: As our first Mid-Market CSM, you will design the blueprints for how we support multi-product users, creating scalable frameworks that ensure different types of workforces find immediate value.
• Master the "Health Check": Move beyond basic metrics to analyze nuanced adoption data. You’ll proactively identify when a strategic account is underutilizing a specific feature (like Policy Bot) and share a strategy to keep our GDR to above industry benchmarks
• Uncover Expansion Opps: Partner closely with Account Management to identify expansion opportunities. Because you understand the customer's "why," you’ll spot the perfect moment to introduce new capabilities that solve their evolving compliance headaches.
• Close the Feedback Loop: Serve as the bridge between our customers and our Product team to ensure our most successful customers continue to be successful, sharing their insights across the organization.

Mid-Market Customer Success Manager

• Own our partnerships strategy: define where we play, how we win, and how we scale the partnership motion.
• Grow and deepen revenue-driving partnerships: expand existing relationships through joint planning, co-selling, partner enablement, and new initiatives.
• Identify new partnership opportunities: pursue high-potential partners aligned to our customer base, product value, and growth strategy.
• Create repeatable processes: build the playbooks, partner tiers, engagement models, and internal workflows that make partnerships scalable.
• Drive cross-functional execution: collaborate with Marketing, Sales, and Product to launch and run programs that increase partner-sourced and partner-influenced ARR.
• Measure what matters: define success metrics, track performance, and continuously optimize based on what’s working.
• Bring new ideas: we don’t want “same-old partnership playbook.” We want thoughtful experimentation, sharp prioritization, and relentless execution.

Partnerships Lead

Operations

• Administer and maintain the commercial team's tech stack, including Looker analytics, CRM platforms, marketing automation tools, and sales enablement software.
• Act as an owner of Ethena’s data warehouse, where Ethena combines commercial data (e.g. Salesforce/Hubspot) with product data (our application).
• Support the rollout of new tools, systems, and processes to enhance sales team effectiveness.
• Collaborate with Sales, Marketing, Customer Success and Engineering to ensure we deliver scalable and accurate analytics insights to customers.
• Develop, track, and analyze key metrics to improve performance across the commercial team.
• Implement automation to streamline lead management, pipeline tracking, and reporting processes.

Commercial Operations – Analytics Associate

Sales Engineer

• Partner with AEs and CSMs during the sales cycle to understand customer needs, demo Ethena’s platform with technical and contextual fluency, and create proposals that address customer pain points.
• Own and continuously refine the Ethena demo environment to reflect latest AI features, use cases, and real-world client setups.
• Build custom walkthroughs, prototypes, or lightly tailored demos for strategic deals (e.g., custom content builds, course editing demonstrations, integrations).
• Translate product, content and AI feature specs into customer-ready language - both in live calls and sales assets.
• Develop a deep understanding of our solutions, fielding technical and implementation-related questions on topics such as data security, HRIS integrations, and customization capabilities.
• Collect real-time feedback from prospects and relay back to Product and Engineering.
• Support RFPs, pilots, and security reviews with accurate, compelling responses.
• Create and maintain sales-ready assets (talk tracks, decks, video tutorials/looms, objection handling)