The Company
Capital Markets Gateway LLC. (CMG) is a financial technology firm, uniquely focused on the equity capital markets (ECM), connecting investors and underwriters via a neutral platform. CMG delivers integrated ECM data and analytics, unrivaled transparency into deal flow, and workflow efficiencies for an otherwise fragmented and inefficient process. Providing a digital system of record for firm-wide deal activity, CMG helps clients make more timely, better-informed decisions. Launched in 2017 by a team of ECM practitioners, CMG has completed two successful fundraising rounds and is backed by a group of the world’s most prestigious financial institutions. The CMG platform is currently relied upon by nearly 150 buy-side firms representing $40 trillion in AUM and 20 global investment banks. For more information, please visit www.cmgx.io.
The Role
CMG is seeking a global client director to join its commercial team. This role will be responsible for managing and growing CMG’s largest sellside client relationships - who are also strategic CMG investors.
The successful client director maximizes both the value their clients receive from CMG's products, and the ARR we derive from them. This person will have a detailed understanding of the opportunity within their book of business – and will be focused on identifying new global revenue opportunities, building strong relationships and proactively selling additional add-on products. Regular collaboration with Customer Success, Product Management, and Engineering functions is an important part of the role.
As a leading FinTech looking to deliver innovation to the equity capital markets, CMG is transforming one of the hottest areas of Wall Street. With customer satisfaction as the pinnacle of our core values, exceptional customer support and account management are paramount to the success of both our customers and CMG.
Responsibilities
- Exceed annual ARR target: Retain and grow CMG’s largest sellside clients into global partnerships leading to revenue growth that exceeds your ARR targets.
- Develop and maintain strategic relationships: Identify, cultivate trust and build rapport with key decision-makers within the client organization to increase CMG brand awareness across all relevant bank departments.
- Design account strategies: Create and implement tailored account plans to displace competitors and accelerate adoption of XC transactions.
- Identify white-space opportunities: Build global user account maps that help identify new revenue streams across your clients.
- Understand client needs: Identify and address the client's strategic business objectives and pain points.
- Lead cross-functional teams: Coordinate with Sales, CS reps, and Solutions to deliver exceptional service to the client, manage new user training, and demonstrate increase in user adoption. Procure product feedback, act as the VOC, and help influence prioritization.
- Proactive communication: Ensure regular and effective communication with the client to maintain a high level of engagement. All relevant interactions to be documented in company CRM.
- Forecast revenue: Accurately forecast revenue and growth potential for accounts under coverage.
Must-Have
- At least 10+ years of prior account management and/or customer success experience, preferably within FinTech or SaaS
- Experience with data analytics & collaboration tools including Excel, MixPanel, Slack, HubSpot, and business intelligence platforms
- Highly proficient in communication and presentation skills with the ability to effectively adjust communication to the target audience (Head Trader, IT/Ops Leads, Sales Traders, etc.)
- Capital Markets experience with Investment Bank and/or Investment Management a strong advantage
- Previously managed the renewal process for an assigned portfolio of accounts to hit quota
- B.S. or B.A. in business management, finance, economics or similar study
- Entrepreneurial mindset
Our values
- We innovate with purpose
- We focus on outcomes vs. output
- We believe diverse and inclusive teams fuel innovation
- We are humble yet candid
- We do right by the customer
What we offer
- Comprehensive benefits program (Medical, Dental & Vision)
- Equity
- 401k company match
- Flexible Spending & Health Savings Account
- Unlimited PTO
- Remote work environment
- Education reimbursement
- Continuous learning opportunities
- Life insurance
- Employee referral bonus
- Parental leave
This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm you are authorized to work in the U.S.
At CMG, we embrace our ongoing commitment to build a culture reflecting the people, perspectives, and passions it represents. We will accept nothing less than equity, inclusion, and belonging for all. With the only constant in life being change, we will always listen, learn, and improve for the betterment of our teams, customers, and communities. CMG is proud to be an Equal Opportunity and Affirmative Action Employer.
