Overview
In this role, you will own and grow a portfolio of institutional Ledger clients across Europe, the Middle East and Africa. You will guide onboarding, integration and adoption, while leading renewals and expansion to hit targets. You’ll serve as a trusted advisor, shaping the product roadmap with client feedback and coordinating with Solutions Engineering. Expect on-site and industry event presence to represent Ledger and build cross-functional relationships. This is a chance to help institutions securely manage digital assets at scale.
Pay / Benefits
- Flexible work options - hybrid policy
- Health & Life Insurance
- Financial growth opportunities - equity and other benefits
- Commuter allowance
- Learning & Development - personalised training
Responsibilities
- Own a portfolio of institutional clients from onboarding through renewal and expansion
- Serve as primary contact for exchanges, banks, custodians and fintechs across operations to C-level
- Drive product adoption by explaining features, running workshops and guiding technical integrations with Solutions Engineers
- Identify and close upsell/cross-sell opportunities and manage expansion and retention targets
- Lead contract renewals and pricing discussions with Legal on terms
- Provide clear, prioritized product feedback to influence the roadmap
- Run account rhythm with QBRs, account plans, and CRM maintenance; flag risks early
- Represent Ledger at client meetings and industry events across EMEA with travel as needed
Key requirements
- 4+ years in a similar account management or customer success role in B2B SaaS or enterprise infrastructure software
- Proven experience managing financial institution clients (banks, asset managers, custodians, payment providers)
- Track record of upselling and expanding accounts against targets
- Experience negotiating contracts and renewals with enterprise clients
- Comfort with technical conversations: explain APIs, integration flows and security concepts without engineers in every meeting
- Hands-on experience with digital assets or strong interest in the space
- Excellent written and verbal English; ability to tailor messages to executives (CISO, Head of Operations, CFO)
- Structured, self-driven way of working
- Excellent communication
- Relationship building
- Strategic thinking
- APIs, integration flows
- Security concepts
- Understanding of digital assets and custody concepts
