The posting
Job Description
At American Express, we do not just sell — we shape how companies do business. Our Middle Market Field Sales organization is leading the charge in one of the fastest-growing commercial segments in the U.S. As a Field Sales Manager of Business Development you will play a pivotal role in expanding our reach among companies with annual revenues between $10M–$300M, driving relationships that fuel innovation, efficiency, and growth.
This is not a role for order-takers — it is a role for elite sales professionals who thrive on challenges, influence, and strategic execution. You will operate as a trusted business advisor, partnering directly with C-suite leaders to design tailored financial solutions that empower businesses to reach their potential.
If you are driven by winning, inspired by partnership, and motivated by the opportunity to shape the future of our Middle Market success, this is where you belong.
Responsibilities
- Lead the full acquisition process within your territory, targeting high-value Middle Market clients through strategic, consultative selling.
- Build and sustain executive-level relationships with CEOs, CFOs, and financial leaders — positioning American Express as their partner of choice for growth and efficiency.
- Leverage your market intelligence, network, and industry insight to identify, develop, and convert new business opportunities.
- Maintain a strong in-market presence with 25–50% travel, ensuring personal engagement with the clients who matter most.
- Lead with Strategy Manage a high-value pipeline with discipline and foresight, accurate forecasting, strong conversion, and consistent quota achievement.
- Use data, analytics, and financial insight to prioritize opportunities, optimize resource allocation, and strengthen long-term growth potential.
- Collaborate with Risk, Underwriting, Pricing, and Product to deliver tailored, profitable solutions that create client and shareholder value.
Advise and Solve
- Conduct deep discovery conversations that uncover client pain points and opportunities.
- Architect solutions across the American Express suite — from working capital optimization to expense management — that drive measurable business results.
- Function as a thought leader, bringing forward insights into market shifts, payment innovation, and financial transformation.
Negotiate and Win
- Lead complex deal negotiations with precision and confidence, guiding executive stakeholders through strategic and financial considerations.
- Close deals with excellence and transition accounts to the Field Account Development team to nurture and grow long-term partnerships.
- Champion AMEX’s brand of professionalism, integrity, and trusted expertise in every client engagement.
- Operate with Integrity (100% of Time)
- Uphold the American Express Code of Conduct and all Sales Practice standards.
- Model ethical decision-making and champion compliance in every phase of the sales process.
Qualifications
- 3 -7+ years of proven success in complex B2B, commercial, or financial sales environments.
- Consistent record of top-quartile performance and exceeding ambitious sales targets.
- Expertise in consultative, multi-stakeholder selling — with a history of influencing C-suite decision-makers and closing large, high-impact deals.
- Demonstrated success in solution-oriented sales across payments, financial services, SaaS, or related industries.
- Strong financial acumen with the ability to articulate ROI, profitability, and business impact.
Skills & Mindset
- Exceptional communicator— able to translate complex solutions into compelling, actionable value for clients.
- Analytical thinker with a bias for execution and results.
- Confidence maintaining success and high standards in a regulated environment.
- Competitive, confident, and composed under pressure — yet collaborative and growth-oriented.
- Strong financial acumen with the capability to interpret client financial statements, analyze balance sheets, and identify working capital needs to inform strategic solutions and relationship discussions.
- Ambitious spirit with the ability to work independently, think creatively, and drive measurable business outcomes while doing so operating within large institutional culture and workflows.
- Adaptability in fast-changing environments
- Expert in CRM management, pipeline forecasting, and disciplined sales execution.
Education
- Bachelor’s degree preffered; advanced degree or equivalent professional experience preferred.
Why Join American Express
When you join American Express, you join a company that believes relationships are built on trust and success is built on people. We invest deeply in our sales colleagues — through world-class training, leadership development, and autonomy to make real impact.
As part of the Middle Market Field team, you will represent one of the most trusted brands in the world, helping dynamic, growing companies reach new levels of success. You will be surrounded by high achievers who share your drive for excellence, in a culture that rewards ambition, integrity, and results.
If you are ready to own your market, elevate your craft, this may be your opportunity.
Employment eligibity to work with American Express in the United States is required as the company will not pursue visa sponsorship for these positions.
About Us
At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. From delivering differentiated products to providing world-class customer service, we operate with a strong risk mindset, ensuring we continue to uphold our brand promise of trust, security, and service.
As part of Team Amex, you’ll experience our powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.
We back you with benefits that support your holistic well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:
- Competitive base salaries
- Bonus incentives
- 6% Company Match on retirement savings plan
- Free financial coaching and financial well-being support
- Comprehensive medical, dental, vision, life insurance, and disability benefits
- Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
- 20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy
- Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
- Free and confidential counseling support through our Healthy Minds program
- Career development and training opportunities
For a full list of Team Amex benefits, visit our Colleague Benefits Site.
American Express is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law. American Express will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable state and local laws, including the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance for Employers, and the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance. For positions covered by federal and/or state banking regulations, American Express will comply with such regulations as it relates to the consideration of applicants with criminal convictions.
We back our colleagues with the support they need to thrive, professionally and personally. That's why we have Amex Flex, our enterprise working model that provides greater flexibility to colleagues while ensuring we preserve the important aspects of our unique in-person culture. Depending on role and business needs, colleagues will either work onsite, in a hybrid model (combination of in-office and virtual days) or fully virtually.
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The below represents the expected salary range for this job requisition. Ultimately, in determining your pay, we’ll consider your location, experience, and other job-related factors.
