Managing Director, Strategic Accounts Global Banking Technology

Managing Director, Strategic Accounts — Global Banking Technology

New York City, Hybrid

About Monstro

Monstro is the operating system for governed financial intelligence. We build governance and intelligence infrastructure that enables artificial intelligence to operate safely, explainably, and at institutional scale. We exist because the level of financial guidance historically available to a small group should be accessible to many more people. By combining AI with deep institutional infrastructure, we help financial institutions deliver more personalized, responsible, and life-changing financial support to millions of individuals. We're building mission-critical systems in a highly regulated domain, and we care deeply about doing it right. If you're motivated by meaningful problems, high standards, and shaping infrastructure that improves financial outcomes, you'll feel at home here.

About the Role

We are hiring a Managing Director, Strategic Accounts to personally lead the pursuit and closing of Monstro's largest, most strategic engagements with Tier-1 global banks. This is a senior individual contributor role — a quota-carrying operator-seller who runs the room and closes the deal. It is not a sales management role.

Target deals are multi-year transformation programs and enterprise platform deployments in the $25M–$100M+ ACV range. You will work shoulder-to-shoulder with the CEO and CRO to win Monstro's earliest transformational partnerships with the world's most influential financial institutions.

This is an early enterprise hire at Monstro. The narrative, the GTM motion, the discovery framework, the pricing posture, and the deal playbook are still being shaped. You will help shape them — not inherit them. We are looking for a seller who is energized by that, not slowed down by it.

Why This Role Matters

The global banking industry is undergoing a once-in-a-generation infrastructure shift. A handful of strategic, long-term partnerships will determine market leadership in governed financial intelligence — and the seller who lands them will be the person who defines how Monstro shows up to a Tier-1 bank for the next decade.

Each Tier-1 win compounds: it defines the product roadmap, validates the category, and creates reference accounts that unlock the next wave of global opportunities. The output of this role is not a forecast; it is the first set of marquee logos that make Monstro inevitable in the institutional market.

What You'll Do

Own the deal, end-to-end

• Personally lead pursuit, qualification, and close of multi-year transformation programs and enterprise platform deployments ($25M–$100M+ ACV).
• Run discovery, build the business case, drive the technical evaluation alongside Product and Engineering, negotiate commercial terms, and bring the deal across the line.
• Own the forecast on your accounts with discipline. No surprises, no padding, no hopium.

Build pipeline, don't just inherit it

• Develop pipeline through a deliberate, repeatable process — account mapping, cold and warm outreach, executive briefings, partner channels, events, and content — not solely through your personal network.
• Use existing relationships as accelerants where they exist; build new ones where they don't. Comfort with cold development is required, not optional.
• Maintain a working pipeline of strategic pursuits with clear next steps, identified economic buyers, and documented mutual close plans.

Engage at the executive level

• Build and sustain C-suite relationships (CEO, CRO, CIO, CTO, Head of Data, Head of Wealth, Head of Risk) and convert them into active executive sponsorship inside the bank.
• Run the room in executive sessions — frame the problem, defend the architecture, handle objections from procurement, risk, and InfoSec on the spot.

Help shape the GTM motion

• Translate every deal cycle into reusable artifacts: ICP refinement, qualification criteria, objection libraries, competitive positioning, ROI models, and proposal templates.
• Partner with the CEO, CRO, and Product on messaging, pricing structure, and packaging — bring the voice of the institutional buyer back into the building.
• Help define what the enterprise sales motion looks like as Monstro scales. Your deals are the source material.

Navigate procurement, risk, and compliance

• Drive complex procurement, InfoSec, regulatory, and legal review cycles in parallel with commercial negotiation. Anticipate the gates; don't get caught by them.
• Coordinate Legal, Security, and Compliance internally to clear approvals on first submission wherever possible.

Hand off cleanly to delivery

• Orchestrate the transition from signature to deployment with Product, Engineering, and Customer Success so the bank's first 90 days are a credit to the deal, not a complaint about it.

Represent Monstro externally

• Be a credible voice in the market — executive briefings, industry forums, private dinners, and selective public speaking that elevates Monstro's positioning with Tier-1 institutions.

What Success Looks Like

• Within 6 months: a qualified, advancing pipeline of 6–10 named Tier-1 pursuits, each with an identified economic buyer, executive sponsor, and documented mutual close plan.
• Within 12 months: active executive sponsorship at 6–10 priority Tier-1 banks, generated through a mix of existing relationships and new ones you built from scratch.
• Within 18 months: 2–4 closed transformational partnerships in the $25M–$100M+ ACV range, contributing $50M–$200M in total contract value.
• Forecast accuracy within ±10% on a rolling 90-day basis from month 9 onward.
• ≥60% first-cycle clearance on InfoSec, regulatory, and procurement reviews through early alignment with internal Legal, Security, and Compliance.
• Reference-grade outcomes on closed accounts: ≥50% of customers willing to take peer reference calls within 6 months of go-live.
• Tangible contribution to the GTM motion: at least one durable artifact (pricing framework, qualification model, objection library, ROI calculator, or competitive playbook) shipped from your deal experience and adopted by the broader team.
• At least two product enhancements influenced by Tier-1 deal cycles you ran, prioritized into the roadmap within 12–18 months.

What We're Looking For

• Senior individual contributor, not a sales manager. You have personally carried a number and personally closed $25M+ ACV enterprise technology deals into Tier-1 or large regional banks. References will validate that you, specifically, drove those wins.
• Demonstrated repeatable sales motion. You can walk through how you build pipeline from cold, how you qualify, how you advance, and how you close — with specifics, not slogans. You have closed meaningful deals into accounts where you had no pre-existing relationship at the start of the cycle.
• End-to-end ownership through delivery. You have sold technical products into Tier-1 banks and stayed engaged through implementation. You understand what gets a deal signed and what gets it deployed — and that those are different problems.
• Executive credibility in financial services. You have active, working relationships with senior decision-makers at Tier-1 banks (CIO, CTO, CRO, CDO, Heads of Data / Wealth / Risk / Transformation). You treat your network as an accelerant, not the whole strategy.
• Technical literacy. Comfortable engaging substantively on core banking infrastructure, cloud, data architecture, APIs, AI governance, and security/compliance frameworks. You can hold a technical conversation without a sales engineer in the room.
• Domain depth. Real working knowledge of banking infrastructure, regulatory regimes, InfoSec processes, and how procurement and risk actually work inside a Tier-1 institution.
• Operator mindset. You are energized by ambiguity. You have sold at an early stage before — ideally where the deck, the pricing, and the case studies didn't fully exist yet — and you helped build them. You write your own follow-ups, run your own discovery, and don't wait for enablement to ship.
• Background. Likely an early or