Client Success Account Manager

Ledger; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Flexible work options - hybrid policy

Job summary

Ledger is seeking an experienced Account Manager to own a portfolio of institutional clients across Europe, the Middle East and Africa, from onboarding to renewal.

You will be the trusted advisor and voice in our product roadmap, collaborating with Solutions Engineers on integration and driving expansion across key accounts, while maintaining strong relationships at all levels.

Qualifications

• 4+ years in a similar account management or customer success role.
• Experience managing financial institution clients such as banks, asset managers, custodians or payment providers.
• Proven upselling and account expansion track record.
• Experience negotiating contracts and renewals with enterprise clients.
• Comfort with technical conversations: APIs, integration flows and security concepts.
• Excellent written and verbal communication in English.

Responsibilities

• Own a portfolio of institutional clients from onboarding onward.
• Be their trusted advisor inside Ledger and voice in the product roadmap.
• Maintain relationships from operations teams up to C-level.
• Explain product features and guide technical integration with Solutions Engineers.
• Identify upsell/cross-sell opportunities and own expansion targets.
• Lead renewals and pricing discussions with Legal.
• Run account rhythms with QBRs and CRM upkeep.
• Represent Ledger at on-site meetings and industry events across EMEA.

Skills

Account management

Customer success

B2B SaaS

Upselling

Negotiation

APIs & integration

Security concepts

English communication

Job description

About Ledger

We’re a team of experts pushing the limits of what’s possible, united by our common goal to unlock true freedom through digital ownership, making technology accessible for all. We believe in a world where users, creators and enterprises manage their value with ownership and freedom. Our curiosity drives us to innovate, empowering individuals on a global scale. We believe change is constant and our team moves forward as one, with a culture of problem-solving where every employee is empowered and supported to challenge tradition and create solutions. Our mission is simple: to make self-custody accessible and give people the keys to their own financial futures. If you want to make a true impact, we want you to join us at Ledger.

At Ledger, we’re proud to be the global platform for digital assets and Web3, with over 20% of the world’s crypto assets secured through our Ledger devices. With our headquarters in Paris, and offices in Vierzon, Grenoble, Montpellier, London, Portland, Geneva, Zurich and Central Singapore, we have a team of around 600 professionals developing a variety of products and services to enable individuals and companies to securely buy, store, swap, grow and manage crypto assets – including the Ledger hardware wallets line with more than 7.5 millions units already sold in 200 countries.

The team:

Ledger has secured digital assets for millions of people. Ledger Enterprise brings the same security to institutions. Banks, exchanges, custodians and stablecoin issuers use our platform to hold, move and govern digital assets on infrastructure they control: Vault for self-custody, HSM On-Premises for institutions that need keys inside their own perimeter, TradeLink for off-exchange settlement, and Multisig for on-chain governance.

You’ll work closely with Business Development, Solutions Engineering, Product, Legal and Support, covering clients across Europe, the Middle East and Africa. Join a young, international, driven team in one of Ledger’s fastest-growing areas.

What you’ll be doing:

You will own a portfolio of institutional clients from signature onward. That covers onboarding, integration, adoption, renewal and expansion. You will be their trusted advisor inside Ledger and their voice in our product roadmap.

• Own client relationships end to end. Be the primary contact for a portfolio of exchanges, banks, custodians and fintechs, and build relationships from operations teams up to C-level.
• Drive integration and adoption. Explain product features clearly, run workshops, and guide clients through technical integration together with our Solutions Engineers.
• Grow accounts. Identify and close upsell and cross-sell opportunities such as new products, additional users, assets or entities. Own your expansion and retention targets.
• Negotiate renewals and contracts. Lead commercial discussions on renewals, amendments and pricing, working with Legal on terms.
• Shape the product. Turn client feedback into clear, prioritised input for Product and influence what we build next.
• Run the account rhythm. Lead QBRs, maintain account plans, keep the CRM accurate, and flag risks early.
• Represent Ledger. Meet clients on-site and at industry events across EMEA, with occasional travel.

What we’re looking for:

• 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: you can explain APIs, integration flows and security concepts without needing an engineer in every meeting.
• Hands‑on experience with digital assets, or a clear and demonstrable interest in the space.
• Excellent written and verbal communication in English. You can adapt your message for a CISO, a head of operations or a CFO.
• A structured, self‑driven way of working. You manage a portfolio without being chased.

Nice to have:

• Understanding of regulatory frameworks relevant to EMEA clients, such as MiCAR, DORA, the Travel Rule, the Basel crypto‑asset standards, FINMA requirements, or Middle East regimes like VARA (Dubai) and ADGM.
• Familiarity with custody and key management concepts like MPC, HSMs and cold/warm/hot wallet setups.
• Additional languages, especially German, French or Arabic.
• Experience at a crypto‑native firm, a bank’s digital asset desk or a custody provider.

At Ledger, we are dedicated to continually investing in our employees which is why we offer more than just salaries; we provide comprehensive compensation packages that include a wide range of benefits. Here are some of the benefits you can look forward to:

• Flexible work options - Our hybrid policy allows employees to work from …