About the role
What You'll Do
- Own a Book of Business: Manage a portfolio of named accounts, tiered by value and growth potential. You are fully accountable for total value locked (TVL) and gross profit from this book — and will share in the rewards of your results.
- Drive Regular Engagement: Execute a structured, monthly touchpoint cadence across your accounts. Share product news, new listings, research, key statistics, and feature updates — ensuring every account remains actively engaged and informed.
- Conduct Deep Discovery: Proactively schedule calls and perform in-depth discovery to map each account's trading profile, venues, volumes, needs, and challenges. Continuously update and maintain this information in our systems, treating it as a living record rather than a one-time snapshot.
- Create Tailored Solutions: Start with our commercial toolkit, but go further when needed. Where no off-the-shelf solution exists, you will identify requirements, sketch viable structures, quantify economics and risks, escalate internally as needed, and ensure the client's needs are resolved. Deals you help structure may become products for broader adoption.
- Close the Feedback Loop: Gather and relay product feedback, feature requests, and competitor insights to our product roadmap — and follow through to ensure these inputs are actioned.
- Maintain Pristine Records: Diligently log every interaction, touchpoint, client need, and internal escalation within our operational systems.
What We Look For
- 3–5+ years of experience in account management, client coverage, solutions sales, or sales engineering, ideally within an exchange, prime brokerage, trading infrastructure, fintech, or enterprise software environment.
- Evidence of self-built process: You should be able to detail your unique playbook, approach to pipeline hygiene, and pre-call preparation — ideally systems you created yourself rather than inherited from larger organizations.
- Rapid fluency with complex financial products is essential. You must be able to quickly reach a client-ready level of understanding in areas such as derivatives mechanics (including perpetual swaps, funding, and fee structures), and demonstrate your learning agility. Prior experience with derivatives or crypto is strongly preferred but not required if you have a proven ability to master complex concepts quickly.
- Operate Independently: You are self-sufficient, able to build your own materials from internal wikis and data dashboards without waiting for pre-made collateral.
- Exceptional Written Communication: You write clearly, concisely, and in a way that your messages can be safely forwarded without further clarification.