Overview In this role, you will architect and drive Mercury's startup-focused GTM strategy, leading a cross-functional team to scale sales with Series A+ startups. You'll own the startup business line, aligning SDRs, AEs, partnerships, and marketing toward a clear growth plan. You'll work closely with executives to optimize discovery, deal strategy, and pipeline management while engaging founders and investors directly. Your leadership will shape a high-impact, autonomous program that expands Mercury's footprint in the fintech-enabled finance space.
Compensation / Benefits- base salary
- equity (stock options/RSUs)
- benefits
- competitive compensation within SaaS/fintech
Responsibilities- Set priorities across segments, markets, pipeline creation, and conversion
- Build and maintain an operating rhythm for aligned execution
- Combine proven SaaS sales practices with in-market engagement and founder/investor events
- Raise quality of execution through discovery, deal strategy, and coaching
- Drive revenue beyond close by activating customers across Mercury's financial products
- Lead cross-functionally with SDRs, Revenue Strategy & Operations, Partnerships, Marketing, Product, and post-sales
- Hire and develop talent; improve workflows; translate customer/market insights into sales decisions
Key requirements- 7+ years selling foundational software and financial products to growth-stage startups (founders and finance leaders)
- 4+ years of people management experience
- Experience with venture ecosystem dynamics (investors, accelerators, founder communities)
- Led quota-carrying sales teams and developed both team leads and ICs
- Built or disciplined a SaaS sales motion with in-person relationship advantages
- autonomy
- strategic thinking
- cross-functional collaboration
- outbound and qualification
- deal management
- forecasting and pipeline management
