Morpho Labs - Strategic Account Manager
Requirements
• 6+ years managing strategic enterprise accounts at a category-defining infrastructure or fintech company, with a proven track record of growing individual accounts from initial contract to 5X+ ACV through multi-product expansion. • Strong executive presence with VP Product, CFO, and CRO at $1B+ companies; fluent in financial outcomes, capital efficiency, risk management, and governance conversations. • Deep experience navigating complex enterprise contracts involving governance, regulatory, compliance, and technical clauses — SLAs, indemnification, termination — and reaching commercial outcomes both sides own. • Technical fluency with enterprise systems and blockchain infrastructure: APIs, smart contracts, custody, liquidation, oracle structures. Comfortable following engineering conversations and debugging integration issues alongside product teams. • Demonstrated success with multi-product expansion, taking customers from one product to multiple, with tracked net dollar retention of 130%+ preferred. • Comfort operating with institutional crypto counterparties — exchanges, fintech platforms, custodians — and navigating regulatory uncertainty and collateral risk as structural features of the category. • Strong ownership and autonomy — you set account strategy, prioritize your time, and drive outcomes without waiting for process or permission. • Clear and crisp async communication across time zones and shifting priorities. • Team-first mindset, low ego.
Responsibilities
• Own end-to-end relationships with 3 to 5 strategic enterprise accounts — from C-suite executive sponsors to product and engineering teams — acting as the primary touchpoint for account strategy, roadmap alignment, product launches, and mutual OKR planning. • Design and lead account expansion strategy across the Morpho product suite for each account, identifying and quantifying 12-month expansion targets in ACV and active loan growth, and sequentially unlocking new product adoption. • Build and run quarterly business reviews: set joint priorities, track adoption metrics such as active loan growth and product penetration, align on mutual expansion roadmaps, and escalate blockers. • Build and maintain executive sponsor relationships with customer CFOs, CROs, and Heads of Crypto, and prepare and run the 2 to 4 high-stakes account reviews per quarter attended by Morpho's CEO. • Navigate complex institutional requirements including legal, risk, KYC, compliance, contract terms, indemnification, collateral vetting, and SLA definitions, closing expanded agreements that both sides feel good about. • Act as the strategic customer's voice inside Morpho: partner with Product, Engineering, and Protocol to translate security, compliance, performance, and UX requirements into prioritized roadmap inputs, and run architecture workshops to unblock technical integration friction. • What Success Looks Like • You've introduced yourself to all strategic accounts and are already seen as the primary point of contact. You've drafted an account strategy for each relationship: growth thesis, key product opportunities, current blockers, and a 12-month expansion roadmap. You've identified executive sponsors and kicked off those relationships. • All accounts are on a regular weekly or bi-weekly cadence with async updates in between. Quarterly business reviews are established across the portfolio with documented outcomes and clear next-quarter priorities. You have 2 to 3 multi-product expansion deals in active motion, and the SAM portfolio is tracking toward meaningful net dollar growth. • SAM account TVL has grown 100%+ year-over-year. Net dollar retention exceeds 130%. At least 2 to 3 accounts have expanded to new Morpho products, and expansion revenue from upsell and cross-sell is measurable and tracked as a share of total SAM segment revenue.
Benefits
• We design benefits around deep work and growth, so you can do the best work of your career. Expect fair, top-tier compensation, real flexibility, time together in Paris, great health coverage, and support to keep learning. • Equal opportunity • We welcome applicants from all backgrounds and hire based on talent, potential, and values alignment. • Ready to shape the future of finance?
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