Strategic Account Manager

About the role

This role focuses on managing a portfolio of Blockdaemon's enterprise clients, primarily financial institutions. The Strategic Account Manager acts as the primary contact, building relationships across various client departments, from engineering to executives. Key responsibilities include developing account plans, understanding client needs, and translating Blockdaemon's product roadmap into solutions that align with client strategies and industry trends.

Commercial ownership is a core aspect of the position, requiring the ability to lead renewal discussions, including pricing and scope. The manager will identify and qualify opportunities for expanding Blockdaemon's services within existing accounts, collaborating with sales leadership on pricing strategies for new offerings. Regular strategic business reviews are essential to demonstrate value delivered and identify future growth areas.

The role also involves orchestrating cross-functional teams to support client needs. This includes mobilizing solutions architects and product management for technical requirements, providing client feedback to product teams for feature prioritization, and coordinating with engineering and support for issue resolution. The manager ensures a smooth client onboarding process and maintains a structured view of account health to proactively address risks and opportunities.

The base salary for this role ranges from $130,000 to $150,000, not including on-target earnings, with actual pay determined by location, skills, and experience.

Skills that matter here

• account management: This role requires leading and maintaining relationships with a portfolio of enterprise clients.
• enterprise sales: The position involves driving expansion opportunities and managing commercial aspects like renewals and pricing for large, complex accounts.
• blockchain infrastructure: A working knowledge of blockchain infrastructure is necessary to discuss client needs and Blockdaemon's offerings effectively.
• technical account management: The role demands technical fluency to navigate product discussions, scope new opportunities, and triage production issues.
• commercial strategy: This involves developing and executing account plans, leading pricing discussions, and identifying growth opportunities within client accounts.

Who this role suits

• A professional with at least 7 years of experience managing strategic accounts or in enterprise sales, particularly within financial institutions.
• Someone with a proven ability to retain and expand large, complex enterprise relationships.
• An individual comfortable with commercial negotiations, including pricing, contract structuring, and renewals.
• A candidate who can navigate both strategic client-facing discussions and tactical technical work, adapting to a fast-paced environment.

From the employer

What You’ll Own

Strategic Account Leadership

• Serve as the primary relationship owner and executive point of contact for a portfolio of enterprise customers
• Build and maintain multi-threaded relationships across business, engineering, operations, and executive stakeholders
• Develop and execute account plans that define long-term vision and strategic priorities
• Act as a trusted strategic advisor translating Blockdaemon’s product roadmap for enterprise buyers while bringing perspective on industry direction, and how peer institutions are approaching similar problems

Commercial Ownership

• Lead renewal conversations, including pricing, scope, and terms
• Identify and qualify expansion opportunities across Blockdaemon’s product suite, new protocols, new services, new business units within the account
• Partner with Sales leadership on pricing strategy and commercial structuring for new services
• Drive recurring strategic business reviews that surface value delivered and shape forward-looking opportunity

Account Lifecycle Management

• Lead onboarding for new enterprise clients within your portfolio, ensuring a smooth handoff from Sales and a strong start to the relationship
• Build account-specific success plans aligned to each client’s business objectives and the commercial trajectory of the relationship
• Maintain a structured view of account health across commercial, technical, and relationship dimensions, and act early on indicators of risk or opportunity

Cross-Functional Orchestration

• Mobilize Solutions Architects and Product Management to address client technical needs
• Translate patterns from client conversations into structured input that helps Product prioritize features tied to retention, adoption, and revenue
• Partner with Engineering and Support to ensure production issues are appropriately escalated and resolved
• Work alongside Marketing, Legal, and Finance to support the full account lifecycle

What You Bring

Required

• at least 7+ years in strategic account management, enterprise sales, or senior technical account management roles serving financial institutions or comparable enterprise clients
• Track record of owning large, complex enterprise relationships and driving retention and expansion within named strategic accounts
• Strong commercial instincts, comfortable with pricing conversations, contract structuring, and renewal negotiation
• Working knowledge of blockchain infrastructure and how institutional clients consume staking, RPC, and wallet services
• Comfort with pace and ambiguity, shifts easily between strategic, client-facing, and tactical work
• Technical fluency sufficient to navigate roadmap discussions, scope new product opportunities, and triage production issues to the right internal owners
• Executive presence and the ability to operate credibly across the full range of client conversations, from technical working sessions to boardroom discussions

Preferred

• Experience selling or supporting infrastructure, API, or platform products into financial institutions
• Hands-on experience in the blockchain or digital assets space, with practical familiarity with how protocols like Ethereum, Solana, or Canton operate
• Working knowledge of financial products and the use cases they serve for institutional clients
• Familiarity with institutional custody, settlement, or market infrastructure

Pay

• Pay range is $130,000 - $150,000. This range reflects base compensation only and does not include on-target earnings (OTE). Salary ranges are based on role, level, and location. The range shown reflects the target minimum and maximum for the role across all U.S. locations. Actual pay is determined by location, skills, and relevant experience.