What sets this role apart: we're looking for someone with a technical foundation and deep understanding of the post-sale motion. You've been in the room for complex customer implementations, usage reviews, and cross-sell negotiations. You understand what it takes for a revenue team to drive product adoption and identify and close expansion opportunities , because you've been that person.

This role sits within Sales Enablement and reports to the Sales Enablement Lead, North America. You will work in close partnership with:

• Customer Success leads, North America and International (owning customer expansion)

• Revenue leadership (owning commercial strategy)

• Product and Product Marketing (owning roadmap, messaging, and use case development)

You will support a global team of CSMs and AEs across North America, EMEA, LATAM, and APAC.

While expansion enablement is your primary focus, you'll also support GTM Enablement across SDR and new business motions as needs arise. This is a full-stack enablement role on a lean team , you'll build content, deliver training, design e-learning, and flex across audiences as the business requires.

Own the expansion enablement foundation

• Design and own ElevenLabs' global revenue team enablement strategy across onboarding, skill-building, and ongoing mastery

• Define what "Expansion Ready" and "Retention Ready" mean at ElevenLabs and build the paths to get CSMs and AEs there

• Establish scalable frameworks that support both the CSM and AE expansion motions

Build expansion enablement programs

• Create structured onboarding journeys for CSMs and AEs covering product mastery, customer lifecycle management, health scoring, and renewal execution

• Design and deliver adoption playbooks that help revenue teams drive usage, engagement, and value realization across customer segments

• Build churn prevention frameworks including early warning indicators, save plays, and escalation paths

• Enable revenue teams to conduct effective business reviews, usage analyses, and value documentation

• Develop technical fluency programs so CSMs and AEs can confidently discuss APIs, agent configurations, integrations, and implementation best practices

• Create cross-sell and upsell playbooks covering expansion discovery, multi-product positioning, and deal execution

• Design enablement for identifying expansion signals , usage patterns, new use cases, stakeholder mapping, and whitespace analysis

• Enable revenue teams to articulate the full ElevenLabs platform story (Creative, Agents, and API) to drive multi-product adoption

• Develop competitive positioning for expansion conversations

Drive adoption and reduce churn

• Partner with Revenue Leads to identify adoption gaps and build targeted enablement interventions

• Create customer-facing resources (guides, videos, best practices) that revenue teams can use to drive self-serve adoption

• Build "Time to Value" programs that help customers realize ROI faster

• Develop renewal execution playbooks covering timeline management, stakeholder alignment, and negotiation frameworks

Create enablement content

• Build and maintain enablement materials including playbooks, training decks, videos, workshops, and LMS content

• Collaborate with Product Marketing, Sales, and Product to translate product releases into expansion-ready materials

• Develop role-play scenarios, call libraries, and coaching frameworks for managers

Use ElevenLabs AI and AI-native tools in enablement

• Use ElevenLabs' voice and agent technology to create localized, voice-enabled training content and AI-powered practice environments for revenue teams

• Operate with an AI-native mindset , you default to AI tools to research, draft, synthesize, and build faster, and you can coach others to do the same

• Continuously evaluate and adopt emerging AI tools that improve enablement quality, speed, or scale

• Build AI-powered coaching tools and practice environments for CSMs and AEs

Deliver live and async training

• Facilitate live virtual trainings, workshops, and certifications across regions and time zones

• Design async learning paths that scale globally

• Run regular enablement office hours and deal/account clinics

Measure and improve enablement effectiveness

• Define and track enablement KPIs such as time to first value, net revenue retention, gross retention, expansion pipeline, ramp time, and adoption metrics

• Partner with Customer Success and revenue leadership to connect enablement efforts to business outcomes

• Use data and feedback to continuously iterate on programs

Shape the function

• Document best practices, establish operating rhythms, and influence how expansion enablement is delivered across the organization

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That spirit is at the heart of this Account Executive role at Mercury, where success comes from being a true multipurpose operator: someone who can prospect, run discovery, adapt on the fly, decode messy financial workflows, and make founders feel understood and supported.

At Mercury, we build modern business banking along with tools for payments, cards, and cash management so companies can run their finances from a single, intuitive dashboard. We are looking for multiple Account Executives to help a wide range of businesses make Mercury the core of how money moves through their company.

One day you might be talking to a fast-growing AI startup, the next to an ecommerce brand you love, or a 30-year-old family-owned business that is ready to modernize its banking and finance operations. Many of these customers are lean and fast-moving, and they will look to you as a partner who understands both their business and their operations.

This is a full-cycle, quota-carrying, consultative role in a fast-changing environment where you will build and iterate on your own sales motion.

Responsibilities

• Own a quota and the full sales cycle from first touch through activation across a diverse range of companies across all stages, industries, and use cases.
• Design and execute your own pipeline strategy across outbound, inbound, and creative channels, while partnering closely with SDRs.
• Run high-quality discovery with founders, operators, and lean finance teams to uncover real problems in how they manage cash, payments, and financial operations.
• Connect pain-points to Mercury's products and tell clear, simple stories that help customers make confident decisions.
• Drive a strong pipeline of high-velocity deals while staying in control of your time and competing priorities.
• Collaborate with Account Management, Partnerships, Marketing, and Product to win complex deals and unlock new segments.
• Turn what you see in the field into structured feedback and ideas that improve our go-to-market motion, processes, and product.

Who You Are

• Coachable and growth-oriented. You seek out feedback, integrate it quickly, and can point to a clear improvement curve in your recent roles.
• Curious, creative, and strategic. You ask why, not just what, and you adjust your approach based on the customer, especially in founder-led cycles.
• Scrappy and resourceful. You are comfortable without a rigid playbook, clean territory, or heavy inbound, and you know how to build pipeline from almost zero.
• Disciplined and accountable. You manage your time, pipeline, and follow-through with intention and take ownership of both inputs and outcomes.
• Comfortable with ambiguity. You have succeeded in environments where product, ICP, and GTM change quickly, and you adapt rather than stall.
• Collaborative generalist. You enjoy working with SDRs, marketing, product, and post-sales, and you are excited to take on projects beyond your core deals when they unlock revenue opportunities for Mercury.
• Willing to travel on occasion for conferences or strategic in-person meetings.

Qualifications

• At least one year of closing experience in an Account Executive role, or equivalent full-cycle experience in a similar capacity.
• Experience selling to founders, owner-operators, or small leadership teams is a plus.
• Proven ability to build and manage a high-quality pipeline and hit or exceed targets in a fast-paced environment.
• Excellent written and verbal communication skills, with the ability to tailor your message to different audiences.
• A bachelor's degree or equivalent practical experience.
• Genuine interest in fintech and how better financial tools can help growing businesses operate and scale.

Compensation

• The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits.
• Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry.
• New hire offers are made based on a candidate's experience, expertise, geographic location, and internal pay equity relative to peers.

• US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $134,000-$168,200
• US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $121,000-$151,400

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