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About the Role

Ledger Enterprise is seeking an individual to manage a portfolio of institutional clients, focusing on onboarding, integration, adoption, renewal, and expansion. This role involves being a trusted advisor and client advocate, influencing product roadmap, and driving account growth within the European, Middle Eastern, and African markets.

Responsibilities

Own client relationships end to end, serving as the primary contact for exchanges, banks, custodians, and fintechs.
Build relationships from operations teams up to C-level executives.
Drive integration and adoption by explaining product features, running workshops, and guiding clients through technical integration.
Identify and close upsell and cross-sell opportunities to grow accounts, meeting expansion and retention targets.
Lead commercial discussions on renewals, amendments, and pricing, collaborating with Legal on contract terms.
Translate client feedback into prioritized input for the Product team to influence future development.
Manage the account rhythm by leading QBRs, maintaining account plans, ensuring CRM accuracy, and proactively identifying risks.
Represent Ledger by meeting clients on-site and at industry events across EMEA, with occasional travel.

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, including explaining APIs, integration flows, and security concepts.
Hands-on experience with digital assets, or a clear and demonstrable interest in the space.
Excellent written and verbal communication in English, with the ability to adapt messaging for various stakeholders.
A structured, self-driven way of working, capable of managing a portfolio independently.

Skills

Account Management
Customer Success
B2B SaaS
Enterprise Infrastructure Software
Financial Institution Client Management
Upselling
Account Expansion
Contract Negotiation
Technical Communication
API Explanation
Integration Flow Explanation
Security Concepts
Digital Assets
Written Communication
Verbal Communication
CRM Management
Account Planning
QBRs

Location

Europe
Middle East
Africa

Work Type

Hybrid

Experience Level

4+ years

Benefits

Flexible work options (hybrid policy)
Health & Wellness support (Health and Life Insurance)
Financial growth opportunities (shareholder options)
Commuter allowance
Learning & Development (comprehensive training solutions)

About the Company

Ledger is the global platform for digital assets and Web3, securing over 20% of the world's crypto assets through its devices.
With headquarters in Paris and offices worldwide, Ledger has approximately 600 professionals developing products and services for secure crypto asset management.
Ledger Enterprise provides security solutions for institutions, including Vault, HSM On-Premises, TradeLink, and Multisig.
The company's mission is to make self-custody accessible and empower individuals with control over their financial futures.

Equal Opportunity

Committed to building an inclusive hiring process.
Accommodations and adjustments are available upon request.