Michael Burke

Mercury's enterprise pipeline had $18M in stuck deals because the product lacked configurable approval chains. Enterprise CFOs needed multi-tier approvals, role-based spending limits, and audit trails. Competitors Brex and Ramp had shipped these features 6 months prior.

Designed a flexible approval engine supporting conditional logic (amount thresholds, department routing, time-based escalation). Built it as a platform primitive so future features could leverage the same engine. Ran a beta with 15 enterprise accounts, iterating weekly based on CFO feedback. Shipped in 10 weeks with a team of 4 engineers.

Closed $8.2M in pipeline within 60 days of launch. Enterprise deal cycle shortened from 90 to 45 days. Feature became the #1 cited reason in enterprise win/loss analysis. 92% of enterprise accounts activated approval workflows within 2 weeks.

Mercury enterprise customers used 3-5 financial tools (ERP, accounting, payroll) but had no way to connect them. Manual data entry caused reconciliation errors in 23% of accounts.

Shipped a webhook + REST API platform with pre-built integrations for NetSuite, QuickBooks, and Workday. Created a visual integration builder for non-technical finance teams.

Reconciliation errors dropped from 23% to 2%. Average enterprise customer connected 3.2 integrations within the first month. API platform became a key differentiator in sales conversations.