Account Director - North American Crypto
About the Role
You will own the entire sales process with new and existing crypto-focused customers, guiding deals from qualification through close. You will build trusted relationships with leaders at exchanges, DeFi protocols, fintechs, custodians, and institutional participants. You will implement blockchain intelligence into customer workflows to enable risk management, compliance, and security outcomes, run product demonstrations and advisory sessions, and drive renewals, upsells, cross-sells, and expansions. You will plan and execute territory strategies, qualify opportunities rapidly, run targeted sales campaigns, gather and prioritize customer feedback, and develop customer champions and referrals.
Requirements
- 8+ years of experience selling SaaS products, or 4+ years with deep domain knowledge in digital assets, blockchain, or crypto compliance
- Experience with virtual currencies and decentralized applications
- Strong knowledge of crypto-native organizations, their workflows, procurement processes, and organizational structures
- Familiarity with the regulatory and compliance landscape around cryptocurrencies (e.g., AML, sanctions, licensing)
- Strong customer-facing presentation and listening skills with ability to establish credibility with senior executives and compliance leaders
- Ability to manage a high volume of crypto accounts with rapidly changing dynamics
- Excellent communication skills to explain complex crypto concepts effectively
- Collaborative mindset with ability to work across cross-functional teams and multiple organizational levels
Responsibilities
- Build trusted relationships with leaders across crypto exchanges, DeFi protocols, fintechs, hedge funds, custodians, and other digital asset players
- Spearhead implementation of blockchain intelligence into customer workflows to enable risk management, compliance, and security outcomes
- Own and manage the full sales cycle for new and existing crypto-focused customers, closing six- and seven-figure deals
- Plan and execute strategic territory plans to meet revenue and churn metrics
- Drive renewals, upsells, cross-sells, and expansions across a diverse portfolio of crypto organizations
- Deliver product demonstrations, customer advisory sessions, and innovation workshops
- Gather and prioritize customer feedback from the crypto community and champion it internally
- Develop a roster of customer champions to serve as referrals and design partners
- Qualify opportunities rapidly to add $500k+ in qualified pipeline each month
- Develop and execute two new sales campaigns each month to accelerate pipeline growth and generate in-quarter opportunities
- Regularly update and evaluate strategic sales plans for Tier 1 customers and identify Tier 1 prospects
Benefits
- PTO
- Holidays
- Parental Leave
- Remote work (remote-first)
- Offsites and regional meetups
- Virtual coffee chats
- Onboarding buddies