ledger - Client Success Account Manager
Requirements
• 4+ years in a similar account management or customer success role, ideally in B2B SaaS or enterprise infrastructure software. • Proven experience managing financial institution clients such as banks, asset managers, custodians or payment providers. • A track record of upselling and expanding accounts against targets. • Experience negotiating contracts and renewals with enterprise clients. • Comfort with technical conversations: you can explain APIs, integration flows and security concepts without needing an engineer in every meeting. • Hands-on experience with digital assets, or a clear and demonstrable interest in the space. • Excellent written and verbal communication in English. You can adapt your message for a CISO, a head of operations or a CFO. • A structured, self-driven way of working. You manage a portfolio without being chased. • Understanding of regulatory frameworks relevant to EMEA clients, such as MiCAR, DORA, the Travel Rule, the Basel crypto-asset standards, FINMA requirements, or Middle East regimes like VARA (Dubai) and ADGM. • Familiarity with custody and key management concepts like MPC, HSMs and cold/warm/hot wallet setups. • Additional languages, especially German, French or Arabic. • Experience at a crypto-native firm, a bank’s digital asset desk or a custody provider. • At Ledger, we are dedicated to continually investing in our employees which is why we offer more than just salaries; we provide comprehensive compensation packages that include a wide range of benefits. Here are some of the benefits you can look forward to: • Flexible work options - Our hybrid policy allows employees to work from home up to 3 times per week • Health & Wellness support - Health and Life Insurance. • Financial growth opportunities - Employees can become shareholders in Ledger as well as other financial benefits depending on your country of work. • Commuter allowance - Ledger offers a commuter allowance to contribute to your preferred means of transportation. • Learning & Development - A comprehensive suite of training solutions providing a personalised learning experience for every employee. • For regionally specific benefits, your Talent Acquisition contact will be able to provide you with more information. • We’re committed to building an inclusive hiring process. If you need any adjustments or accommodations, just let us know, we’ll do our best to support you.
Responsibilities
• You will own a portfolio of institutional clients from signature onward. That covers onboarding, integration, adoption, renewal and expansion. You will be their trusted advisor inside Ledger and their voice in our product roadmap. • Own client relationships end to end. Be the primary contact for a portfolio of exchanges, banks, custodians and fintechs, and build relationships from operations teams up to C-level. • Drive integration and adoption. Explain product features clearly, run workshops, and guide clients through technical integration together with our Solutions Engineers. • Grow accounts. Identify and close upsell and cross-sell opportunities such as new products, additional users, assets or entities. Own your expansion and retention targets. • Negotiate renewals and contracts. Lead commercial discussions on renewals, amendments and pricing, working with Legal on terms. • Shape the product. Turn client feedback into clear, prioritised input for Product and influence what we build next. • Run the account rhythm. Lead QBRs, maintain account plans, keep the CRM accurate, and flag risks early. • Represent Ledger. Meet clients on-site and at industry events across EMEA, with occasional travel.
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