Manager - Business Development - Sales

About This Role

The Manager of Business Development in Middle Market Field Sales will lead the full acquisition process within their territory, focusing on high-value Middle Market clients. This role involves building and maintaining executive-level relationships, leveraging market intelligence, and designing tailored financial solutions to drive innovation and growth for businesses.

Responsibilities

• Lead the full acquisition process within your territory, targeting high-value Middle Market clients through strategic, consultative selling.
• Build and sustain executive-level relationships with CEOs, CFOs, and financial leaders, positioning American Express as their partner of choice for growth and efficiency.
• Leverage market intelligence, network, and industry insight to identify, develop, and convert new business opportunities.
• Maintain a strong in-market presence with 25–50% travel, ensuring personal engagement with the clients who matter most.
• Manage a high-value pipeline with discipline and foresight, accurate forecasting, strong conversion, and consistent quota achievement.
• Use data, analytics, and financial insight to prioritize opportunities, optimize resource allocation, and strengthen long-term growth potential.
• Collaborate with Risk, Underwriting, Pricing, and Product to deliver tailored, profitable solutions that create client and shareholder value.
• Conduct deep discovery conversations that uncover client pain points and opportunities.
• Architect solutions across the American Express suite — from working capital optimization to expense management — that drive measurable business results.
• Lead complex deal negotiations with precision and confidence, guiding executive stakeholders through strategic and financial considerations.

Requirements

• 5+ 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 communication skills, 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.

Qualifications

• Bachelor’s degree required; advanced degree or equivalent professional experience preferred.
• 5+ years of proven success in complex B2B, commercial, or financial sales environments.

Nice to Have

• Advanced degree or equivalent professional experience.
• Ambitious spirit with the ability to work independently, think creatively, and drive measurable business outcomes.
• Adaptability in fast-changing environments.

Skills

* Required skills

Benefits