Engagement Manager

Location: NYC
Reports to: Eli - Head of GTM & Ops
Closest Partners: MD, FDE, Founders particularly Ammer (COO)
Scope: Owning and growing 1-3 accounts end to end to their 8 and 9 figure potential
Title note: Title is “Engagement Manager,” but in many ways Client General Manager is a more accurate reflection of the role due to the heavy P&L and cross functional ownership

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Moment Overview & Business Model Considerations

Please read this quick overview on Moment.

Moment is one of the few software companies that sits directly in the flow of funds for a massive market (fixed income is $150T market). When you are in the flow of funds and play a critical role in the value chain, you can price in basis points. A few basis points on very large dollar volumes translate into very large dollars, and because this pricing does not require proportionally higher COGS, those dollars can be very high margin.

This model also creates extreme operating leverage. A lean, elite team can unlock tens or hundreds of millions of dollars in revenue by driving adoption and usage at a small number of flagship customers, rather than requiring an army of sellers pushing fifty thousand dollar software deals.

The most obvious examples of companies that fit this mold are payments companies like Mastercard ($500B+), Visa ($620B), and Stripe ($100B). Tradeweb, closer to our space, earns bps on trading revenue, is roughly a 30 billion dollar market cap company, and has around 60 percent EBITDA margins by owning a key market structure and distribution role in the trading of fixed income.

Moment is positioned to do this for the entirety of the wealth and asset management ecosystem. As the central operating system for the delivery, discovery, trading, and portfolio management across fixed income today and other asset classes over time, we have the right to earn usage based fees where value moves. This is already happening. In one large account that is not even remotely close to being our largest, a single use case that prices in bps on assets under management is expected based on the customer’s projections to scale to 20 to 30 million dollars in annual revenue for Moment if it performs as intended. We have multiple similar use cases either contracted or in process. Several of our customers trade in the hundreds of billions of dollars in fixed income. Even a few basis points on those flows translate into extraordinary dollars. For one of our largest clients, we have mapped the account potential at full penetration and utilization and estimate that account alone would drive more than $200M in annual revenue.

Last year, we were working with clients with roughly 100 billion dollars in assets. By this coming Q1 we expect to be working with clients that collectively manage around 8 trillion dollars in assets.

Market chain reaction and category leadership

We are now partnered with the industry’s largest and most important tastemakers on 3-5 transformation programs. In our market, once market leaders prove a better operating model or new product offering or anything else, the rest of the market tends to quickly converge around the new standard as the new default / table stakes as that is required to stay competitive. As we publish reference stories and case studies from these flagship accounts, peers have followed and will continued to do so, RFPs will bias to the proven pattern, and adoption will cascade across the category. This dynamic has already been profoundly visible and is the main driver of our business today.

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About This Role

We are developing an Engagement Manager role to act as the general manager and quarterback 1 to 3 flagship enterprise accounts, owning the account plan, adoption, and commercial outcomes end to end.

Our business model creates extraordinary operating leverage and growth potential which will only be realized in its fullest extent if the execution is world class. That puts an even higher premium than normal on assembling a lean but extraordinarily talented team (which is the foundation to our People philosophy across the entire business) and running a best in class operating model. Standard talent profiles and off-the-shelf account management or CS playbooks are not adequate for this job.

While we are now formalizing this role, the motion is already working in a pretty profound way, and now it is time to formalize and scale it. Across almost all of our enterprise customers we are exploring or already contracted for 10-100x expansions, often before or shortly after even going live with our initial deployment. Last year we were working with clients with roughly $100B in assets. By this coming Q1 we expect to be working with clients that collectively manage around 8 trillion dollars in assets.

Eli (and in many ways our founder COO, Ammer) has also served as the prototype for this role by jumping in to drive programs, build business cases, and land expansions. The next step is to scale this motion and turn it into a system: codify the account operating plan, value models, implementation and adoption playbooks, etc etc etc, and execute with extreme excellence across every flagship account with a GM style owner.

You are the quarterback / Tom Brady for the account. You call the plays, run the huddle, and deploy every resource at your disposal to execute the plan. Founders, MDs, FDE, Product, Design, Engineering, Operations, Marketing, Legal, Finance, and key partners are your supporting cast. Your job is to sequence them, keep the clock, and deliver the outcome. Your MD partner is your primary partner and co architect throughout.

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Objectives

As the quarterback, your objective is to align the entire firm behind a single plan and to execute it with speed, clarity, precision, and measurable outcomes.

1. World domination on your accounts

   a) Deliver best-in-class results on time-to-value, advisor and user adoption, and business impact

   b) Drive full platform utilization across priority workflows

   c) Convert outcomes into advocacy and story telling including logo rights, references, and public case studies

   d) Develop and execute against a growth / maturity plan for the account that you drive executive alignment around what the 3-5 year transformation journey will look like with us and the steps to get there along the way

   e) Grow your accounts from 7 figures to 8 figures and then 9 figures for our largest accounts

2. Build the GTM engine and playbooks (i.e. productize number 1)

   a) Ship implementation, activation, adoption, renewal, and expansion playbooks that consistently produce strong customer and business outcomes

   b) Codify repeatable motions across the lifecycle into step-by-step playbooks, from discovery and value assessment through pricing walkthroughs, paper process, implementation, adoption, expansion, and reference creation

   c) Create reusable artifacts and tools, including talk tracks, ROI models, executive brief templates, discovery guides, objection libraries, implementation and adoption runbooks, and reference plan checklists

   d) Act as the voice of the customer for the largest accounts and channel structured feedback into Product and GTM plans. Identify, size, and champion new product or workflow expansions with clear ROI and business cases

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Who Should Take This Role

Fit Summary

You are a true generalist who gets energy from switching between product decisions, customer conversations, operational details, and commercial negotiations in the same week, and you want to accelerate your development into a full stack GTM and/or Operational Leader.

Signals You Will Thrive Here

• Builder operator with strong people and commercial instincts
• Executive orchestrator who moves people to action. You can multi-thread a large institution and change decisions with clear narratives and evidence.
• Program leader with strong taste. You run crisp plans, keep stakeholders aligned, and prioritize the small details that change outcomes.
• People energy. You enjoy relationships and deal work, not only models and slides, and you communicate with presence and care.
• Fast learner on complex domains
• High slope and coachable. You like autonomy and accountability and are motivated by owning outcomes, but also are obsessed with learning and getting better everyday

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What We Are Looking For

Backgrounds

• 5-10 years work experience
• Tier 1 consulting, banking, law, or investing roots, plus a real interest in or exposure to tech and start ups
• Also open to backgrounds in product management in product roles in very strong orgs where product leads take high outcome/commercial ownership
• Founder backgrounds or aspirations are very encouraged
• Some hands on GTM or operations experience at a start up is preferred, not required
• Entrepreneurial by nature, comfortable with ambiguity, and energized by being on the front lines with customers and revenue

Signals We Care About

• Incredible work ethic and throughput, bias for action, and a high bar for your own craft
• Ability to learn fast, connect dots across product, commercial, and operations, and convert insight into a plan
• Ownership mentality and strong detail orientation without losing the big picture
• Integrity and team mindset. People trust you. You keep your word and you raise the level of those around you
• A passion to become a master on the physics and execution of a start-up generally and especially on the GTM side of things. You want to be measured by customer outcomes and revenue impact
• Someone who is actively looking for their career defining opportunity and significant personal growth
• The “and test” - people who have shown they are multi faceted and can do very well across a number of skill sets or industries (e.g. software engineer turned investment banker, etc.)