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Ledger is a global platform for digital assets and Web3, securing over 20% of the world's crypto assets through its hardware wallets and enterprise solutions. The company operates across 8 offices globally with ~600 professionals building products for individuals and institutions to securely buy, store, swap, and manage crypto assets.
Ledger Enterprise serves institutional clients including banks, exchanges, custodians, and stablecoin issuers through products like Vault, HSM On-Premises, TradeLink, and Multisig. You will join a young, international team in one of Ledger's fastest-growing areas, working closely with Business Development, Solutions Engineering, Product, Legal, and Support to serve clients across Europe, the Middle East, and Africa.
In this role, you will own a portfolio of institutional clients end-to-end, from signature through onboarding, integration, adoption, renewal, and expansion. You will be the primary contact and trusted advisor for exchanges, banks, custodians, and fintechs, building relationships from operations teams to C-level executives. Key responsibilities include:
- Owning client relationships end-to-end and serving as the primary contact for a portfolio of institutional clients
- Driving integration and adoption by explaining product features, running workshops, and guiding technical integration with Solutions Engineers
- Growing accounts by identifying and closing upsell and cross-sell opportunities (new products, additional users, assets, entities) and owning expansion and retention targets
- Negotiating renewals and contracts, leading commercial discussions on pricing and terms with Legal support
- Shaping the product roadmap by translating client feedback into prioritized input for the Product team
- Running account rhythm through QBRs, account planning, CRM maintenance, and early risk flagging
- Representing Ledger at client sites and industry events across EMEA, with occasional travel
The hybrid policy allows working from home up to 3 times per week. Benefits include health and life insurance, shareholder opportunities, commuter allowance, and comprehensive learning and development programs.
REQUIREMENTS:
- 4+ years in account management or customer success roles, ideally 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 (APIs, integration flows, security concepts) without requiring an engineer present
- Hands-on experience with digital assets or clear, demonstrable interest in the space
- Excellent written and verbal English communication, with ability to adapt messaging for CISOs, operations heads, and CFOs
- Structured, self-driven working style managing portfolios independently
NICE TO HAVE:
- Understanding of EMEA regulatory frameworks (MiCAR, DORA, Travel Rule, Basel crypto-asset standards, FINMA, VARA, ADGM)
- Familiarity with custody and key management concepts (MPC, HSMs, cold/warm/hot wallet setups)
- Additional languages (German, French, Arabic)
- Experience at crypto-native firms, bank digital asset desks, or custody providers
