Summary

We are hiring a U.S.-based individual contributor to own revenue growth across an active portfolio of enterprise channel partners. Our hunters land tier-1 accounts (exchanges, funds, custodians, banks, aggregators). After the initial staking integration goes live (API, widget, or whitelisting), you take over.

Your mandate: expand revenue, increase TVL, grow product adoption beyond staking, and deepen co-marketing and partnership value.

This role does not carry a net-new logo hunting quota. The focus is expansion, upsell, and retention within assigned accounts.

What you will do

1. Take ownership of newly activated accounts post-integration and drive activation, adoption, and expansion playbooks.
2. Increase TVL under management and multi-product attach rate. Identify new networks and services to enable for each client.
3. Build and execute account growth plans: stakeholder mapping, executive access, and multi-threading to product, ops, legal and compliance, and finance.
4. Run regular business reviews (QBR and EBR), align on joint roadmaps, and negotiate expansions, renewals, and co-marketing initiatives.
5. Orchestrate cross-functional delivery with product, engineering, BD, marketing, and compliance to unblock value and accelerate time to revenue.
6. Track health and performance of API integrations and SLAs. Proactively resolve issues that impact revenue or client satisfaction.
7. Maintain clean forecasting and reporting in HubSpot. Own NRR and GRR for your book and deliver predictable outcomes.
8. Represent the company at U.S. industry events and partner meetings to strengthen executive relationships and surface new opportunities within your base.

Requirements

1. 4 to 7+ years in B2B channel partnership management, channel sales management, or enterprise account management for infrastructure, fintech, or crypto.
2. Proven success growing revenue in an assigned book of business: expansions, renewals, upsells, and multi-product adoption.
3. Comfortable with long, multi-stakeholder cycles and regulated environments. Able to navigate legal and compliance, security, and procurement.
4. Working knowledge of crypto infrastructure and staking concepts. Able to translate technical capabilities into business outcomes.
5. Executive presence and strong relationship skills with exchanges, custodians, funds, banks, aggregators, and ecosystem partners.
6. Data-driven operator with rigorous pipeline hygiene and forecast accuracy in HubSpot.
7. U.S. work authorization and excellent written and verbal communication.

Nice to have

1. Existing connections across U.S. tier-1 crypto intermediaries (exchanges, custodians, funds, prime services).
2. Experience with co-marketing programs, MDF planning, and joint launches.
3. Familiarity with usage-based pricing, TVL-linked commercials, and enterprise service agreements.

Success metrics (first 6 to 12 months)

1. Net Revenue Retention and Gross Revenue Retention at or above plan.
2. TVL growth and increased product attach rate per account.
3. On-time renewals and closed expansions with clear economic impact.
4. Predictable forecast cadence and strong account health scores.

Reporting line and setup

1. Reports to the Regional Lead and executes the business and product strategy within the assigned territory.
2. U.S. based. Hybrid or remote with travel to client sites and key industry events as needed.

Skills

• Accounting
• Communications Skills
• Team Collaboration