Who we are
Hi there 👋 We’re Ethena, compliance training that customizes itself to you. Ethena combines top-rated training content with intelligent AI that builds and adapts training to reflect your company’s unique brand, roles, policies, and risks, so it feels like your team, whether that’s hard hats or virtual meetings. From auto-assigning courses based on HRIS data to transforming your policies into interactive training in minutes, Ethena helps People, Legal, and Compliance teams launch in days (not months) and cut learner seat time by up to 60% with adaptive learning paths. Ethena supports 1M+ learners across 2,000+ organizations, with a 93% learner approval rating and 96% customer renewal rate. Over the past several years, we’ve delivered consistent, durable growth, including 120%+ net dollar retention, 95%+ gross dollar retention, and strong enterprise expansion across industries. Ethena has become a go-to compliance partner for modern, global organizations.
Beyond training, Ethena unifies core compliance tools, Hotline & Case Management, Policy Bot, and Phishing Simulator, into a single platform, with built-in audit trails and compliance controls teams can trust.
Trusted by teams at companies like Genesco, Asana, Pinterest, and Synaptics, it’s a great time to join us.
How we work
We’re a team that values diversity in all its forms and loves adding new perspectives. We ask thoughtful questions, challenge assumptions, and build with empathy, for customers and for each other. We care about craft, we love feedback, and we take ownership. We also embrace humor (yes, the puns are real), because doing serious work doesn’t have to feel so serious.
Our workforce is fully remote, and your personal working hours can be based on your own timezone. All team-wide meetings are scheduled to be inclusive of all North American time zones.
Ethena is looking for a driven, strategic Mid-Market Account Manager to work with our growing portfolio of mid-market customers. First and foremost, you’ll be the guardian of these customer relationships, ensuring that customers are adopting and seeing value with Ethena. This role is perfect for someone who enjoys helping customers find success and always has an eye out for ways to do things better.
As a Mid-Market Account Manager, you’ll be supporting our fast-growing, high-potential customers. Managing accounts within the 150 to 1,000-employee range, you will support both renewals and drive strategic expansion. You will be responsible for the full lifecycle of the customer’s revenue journey 0 owning renewals, identifying "white space" for new product adoption, and multi-threading across People, Legal, and Security teams.
Why Ethena? Because it’s a need-to-have vs. a nice-to-have. We save companies thousands of hours a year with innovative ways to deliver compliance training, deliver 93% learner-loved content, and meet compliance needs without creating administrative overhead. In a world where every tool is expected to do more with less, Ethena delivers for admins, employees, and leadership teams alike.
Reports to
Akhila Iruku, VP Customer Success
What you'll do
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.
What makes a great candidate
Excitement towards owning sales: You bring a background in BDR, SDR, or AM roles and possess a "farmer’s instinct" for growth. You don't just see a gap; you see a chance to deliver more value. You thrive on identifying the most efficient path to a "win-win" for both Ethena and your customers.
Agility with context-switching: You are energized by a fast-paced environment and move seamlessly between different customer milestones. Rather than seeing a full calendar as a challenge, you view it as a way to become an expert on our product and customers really quickly. \
Operational finesse: Precision is your superpower. You maintain a really strong Salesforce presence, treating your pipeline as a source of truth. Your meticulous attention to detail ensures that even with a robust book of business, no thread is ever dropped.
Tech-forward approach: You are a champion of the "Work Smarter" philosophy. You are genuinely excited to leverage AI and Automation to amplify your impact. Instead of just adding more hours to the day, you use cutting-edge tools to scale your reach, deepen customer relationships, and unlock growth at a pace that traditional account management can't touch.
At Ethena, we're committed to fair and equitable compensation. We carefully evaluate each candidate's skills and qualifications to provide our best possible offer upfront. Our no-negotiation policy ensures that our first offer is always our best offer, promoting pay equity throughout our organization.
Physical Demands
This is sedentary work that primarily involves sitting/standing in a home office environment.
Location
Ethena is a remote-first organization and is currently hiring candidates based in the United States.
We are not currently offering employer visa sponsorship for this role.
AI Usage in Interviews:
We’re big fans of AI and use it heavily in our day-to-day work. That said, to ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during interviews. If you have questions or need accommodations, we’re happy to chat — just let us know.
Benefits
The benefits offered for this position can be found
here. We provide unlimited PTO.
How to Apply
Applications for this position will be accepted via our
job board. Excited about the opportunity, but worried you don’t meet all the requirements? Apply anyway, and give us both the chance to find out. We welcome you to
read more about our approach to job descriptions by our Chief People Officer, Melanie Naranjo. Curious to know what it’s like to interview with us?
Read more here.
Ethena is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace. We believe that a successful organization is one that celebrates its employees for who they are, who they love, and the unique lens through which they experience the world. Ethena does not discriminate based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, Veteran status, or other legally protected status. We understand that our differences make us better. They empower us to learn from each other, lean on each other, and create a product and community that models the behavior we hope to see in others.
Disclaimer: The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.
