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Account Manager, Sell-Side

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 Sell-Side Account Manager to join a rapidly growing commercial team. Account Managers are responsible for hitting quota by retaining and growing their book of sell side clients.  


The successful account manager develops close partnerships with all their clients and is an expert on the CMG platform with a unique focus on the equity capital markets. The account manager ensures successful platform adoption, constantly drives the value proposition of the service, proactively seeks growth opportunities, and strives to limit churn and maximize renewal uplifts. Account managers are expected to be an excellent collaborator partnering with Customer Success, Product Management, and Engineering functions.  


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 is paramount to the success of both our customers and CMG. 


Responsibilities
  • Actively retain and grow a portfolio of assigned clients to meet and surpass quarterly and annual quotas 
  • Drive customer engagement to establish champion users across a book of clients 
  • Identify customer expansion opportunities & churn risks 
  • Meet with clients quarterly to define client expectations and ensure CMG is providing value to their ECM process 
  • Develop in-depth understanding of the clients buying process and intimate knowledge of the key players involved and approval process 
  • Record all calls, meetings, and emails in CMG’s CRM system  
  • Accurately forecast upcoming renewals and growth opportunities monthly  
  • Collaborate with CMG Customer Success team to provide top notch customer success 
  • Ensure renewals come in on-time and consistently with growth 
  • Provide product feedback, sentiment, and trends in the industry to internal teams 
  • Partner with Marketing to develop and deliver collateral to support growth and adoption initiatives


You Have
  • At least 3+ 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 (ECM, Syndicate, Cash Equities, etc.) 
  • Capital Markets experience with Investment Bank and/or Investment Management a strong advantage 
  • Previously managed the renewal process for assigned portfolio of accounts to hit quota 
  • B.S. or B.A. in Business Management, Finance, Economics, or similar study 
  • You have an entrepreneurial mindset and a ‘can-do’ attitude 


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
  • Hybrid work environment
  • Education reimbursement
  • Continuous learning opportunities
  • Life insurance
  • Employee referral bonus
  • Parental leave 


$175,000 - $250,000 a year
The estimated salary range for this role is US$100,000 – US$150,000 base plus commission. The total on target earnings are expected to range between US$175,000 – US$250,000. The successful candidate’s salary will be determined by non-discriminatory factors such as skills and experience. Additionally, this role is eligible to participate in our benefits program including health, dental, vision, 401K, paid time off and our equity plan.   

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. 

Average salary estimate

$212500 / YEARLY (est.)
min
max
$175000K
$250000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Account Manager, Sell-Side, Capital Markets Gateway

Capital Markets Gateway LLC (CMG) is on the lookout for a dynamic Sell-Side Account Manager to add to our thriving New York team. We are a rapidly growing financial technology firm at the forefront of the equity capital markets (ECM), providing a unique platform that connects investors and underwriters. As an Account Manager, you'll be key to fostering and expanding our relationships with sell-side clients, ensuring they understand and capitalize on the value of our platform. With at least three years of account management or customer success experience under your belt, you're ready to dive into your client portfolio, retaining and growing these crucial partnerships. Your expertise will shine as you navigate client expectations, identify churn risks, and spotlight expansion opportunities. Collaboration is at the heart of what we do here at CMG, working closely with Customer Success, Product Management, and Engineering to deliver unparalleled service. We believe in empowering our Account Managers, equipping you with the tools and support needed to succeed. Imagine being part of a company that values innovation and inclusivity, as we revolutionize the ECM space and put customer satisfaction at the forefront of our mission. With a competitive salary ranging from $175,000 to $250,000 and a rich benefits program, CMG is committed to fostering a diverse and vibrant workplace where your entrepreneurial spirit can truly thrive. Join us, and be part of a team that’s transforming Wall Street, one partnership at a time!

Frequently Asked Questions (FAQs) for Account Manager, Sell-Side Role at Capital Markets Gateway
What are the responsibilities of a Sell-Side Account Manager at CMG?

As a Sell-Side Account Manager at Capital Markets Gateway LLC (CMG), your primary responsibilities include managing and growing a portfolio of sell-side clients. You'll be expected to drive customer engagement, ensure platform adoption, identify churn risks, and actively seek growth opportunities. Additionally, meeting with clients quarterly to align expectations and provide value will be an integral part of your role.

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What qualifications are necessary for the Sell-Side Account Manager position at CMG?

To qualify for the Sell-Side Account Manager role at Capital Markets Gateway LLC (CMG), you should have a minimum of 3 years of account management or customer success experience, particularly in FinTech or SaaS environments. A solid understanding of capital markets, as well as familiarity with data analytics and collaboration tools, is essential. A degree in Business Management, Finance, or a similar field is also required.

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How does the sales structure function for Sell-Side Account Managers at CMG?

At Capital Markets Gateway LLC (CMG), Sell-Side Account Managers operate within a structured sales environment where they are tasked with retaining and expanding their client portfolios. You'll work closely with other teams to forecast renewals, strategize growth opportunities, and maximize the overall customer experience, all while aiming to meet your quotas on an ongoing basis.

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What does customer engagement look like for Sell-Side Account Managers at CMG?

Customer engagement for Sell-Side Account Managers at Capital Markets Gateway LLC (CMG) involves building strong relationships with clients, understanding their needs, and ensuring they derive maximum value from the CMG platform. Regular check-ins and quarterly meetings help define expectations while positioning you as a trusted partner in enhancing their ECM processes.

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What is the expected salary range for a Sell-Side Account Manager at CMG?

The salary range for a Sell-Side Account Manager at Capital Markets Gateway LLC (CMG) is competitive, with base salaries ranging from $100,000 to $150,000, plus commissions. On-target earnings can be expected to land between $175,000 and $250,000, depending on your experience and skills, alongside a comprehensive benefits package.

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Common Interview Questions for Account Manager, Sell-Side
What strategies do you use to retain clients as a Sell-Side Account Manager?

In retaining clients as a Sell-Side Account Manager, I focus on building strong relationships, maintaining open lines of communication, understanding their specific needs, and proactively addressing any concerns. Regularly reviewing client satisfaction and adapting strategies based on feedback is essential to ensure they see the ongoing value of our services.

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How do you identify churn risks among your clients?

I identify churn risks by regularly analyzing client engagement metrics, conducting feedback sessions, and staying attuned to any changes in their business that may affect our partnership. Keeping track of client satisfaction and striving for constant value delivery allows me to preemptively address issues that could lead to churn.

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Can you describe a successful client engagement experience?

A successful client engagement I managed involved arranging a series of quarterly strategy sessions with a key client. By emphasizing regular communication, we cultivated a deeper understanding of their objectives, leading to a customized use of our platform, which boosted their operational efficiency and significantly enhanced their overall satisfaction.

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What tools do you find helpful in managing client relationships?

In managing client relationships, I find CRM systems like HubSpot essential for tracking communications and engagement history. Data analytics tools help me gain insights into client behavior and preferences, while collaboration tools like Slack and Microsoft Teams facilitate seamless communication with clients and internal teams.

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How do you handle difficult conversations with clients?

When facing difficult conversations, I prioritize empathy and transparency. I listen actively to the client’s concerns, acknowledge their frustrations, and provide clear and honest information. My aim is to collaborate on a solution quickly, reinforcing our commitment to their success and demonstrating that we value their partnership.

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How do you stay updated with industry trends in capital markets?

Staying updated with industry trends in capital markets requires a multifaceted approach. I regularly participate in webinars, subscribe to key financial publications, and engage with industry professionals. Networking events are also invaluable for gaining firsthand insight into market dynamics and emerging technologies.

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What methods do you employ to forecast renewals and growth opportunities?

To accurately forecast renewals and growth opportunities, I analyze historical data on client engagement, track renewal timelines diligently, and maintain ongoing discussions with clients about their future needs. Regular lifecycle assessments help me stay proactive and plan solutions that meet evolving client expectations.

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How would you approach developing a new sales strategy for a specific client segment?

When developing a sales strategy for a specific client segment, I begin by identifying the unique needs and pain points of that segment. I conduct thorough analyses of their current practices and competition, then tailor my outreach and messaging. Collaboration with marketing is essential to ensure that our approach resonates well and conveys relevant value propositions.

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How do you ensure your clients understand the value of the products you manage?

I ensure clients understand the value of the products by focusing on education and resources. Regularly scheduled training sessions, along with easy access to support, help clients gain confidence and proficiency with our platform. Sharing success stories and best practices also showcases the tangible benefits they can achieve.

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What experience do you have in collaborating with cross-functional teams?

I have extensive experience collaborating with cross-functional teams, such as Customer Success, Product Management, and Marketing. By establishing clear communication channels and aligning on shared goals, we have successfully implemented client initiatives that foster growth and retention while creating a cohesive experience.

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MATCH
VIEW MATCH
FUNDING
SENIORITY LEVEL REQUIREMENT
TEAM SIZE
No info
HQ LOCATION
No info
EMPLOYMENT TYPE
Full-time, hybrid
DATE POSTED
March 12, 2025

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