Client Success Account Manager

Ledger; New York (NY); On-site; USD 110,000 - 160,000; Full time

Benefits offered by this job

Hybrid work policy

Health & Life Insurance

Commuter allowance

Learning & Development

Job summary

Ledger seeks an experienced Account Manager to own a portfolio of institutional clients from onboarding to renewal and expansion. You will be the trusted advisor inside Ledger, engaging banks, custodians, and fintechs, driving adoption and upsell opportunities.

You will explain APIs and integration flows in collaboration with Solutions Engineers, negotiate contracts, and contribute to the product roadmap. This role involves on-site client meetings and regional events across EMEA with occasional

Qualifications

• 4+ years in an account management or customer success role, ideally in B2B SaaS or enterprise software.
• Proven experience managing financial institution clients such as banks, asset managers, custodians or payment providers.
• Track record of upselling and expanding accounts against targets.
• Experience negotiating contracts and renewals with enterprise clients.
• Comfort with technical conversations: explain APIs, integration flows and security concepts.
• Hands-on experience with digital assets, or demonstrated interest in the space.
• Excellent written and verbal English; able to tailor messages for execs (CISO, CFO).
• Structured, self-driven approach; able to manage a portfolio without chasing.

Responsibilities

• Own a portfolio of institutional clients from onboarding to renewal and expansion.
• Be the primary contact for a portfolio of exchanges, banks, custodians, and fintechs; engage from operations to C-level.
• Drive integration and adoption.
• Explain product features; run workshops with Solutions Engineers.
• Grow accounts and identify upsell/cross-sell opportunities.
• Lead contract renewals and pricing discussions with Legal support.
• Shape the product by turning feedback into prioritized input for Product.
• Run the account rhythm; lead QBRs and maintain account plans.

Skills

Account management

Enterprise SaaS

Upselling

Negotiations

Technical discussions

English communication

Portfolio management

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.

Benefits

• Flexible work options - Our hybrid policy allows employees to work from home up to 3 times per week.
• Health & Wellness support - Health and Life Insurance.
• Financial growth opportunities - Employees can become shareholders in Ledger as well as other financial benefits depending on your country of work.
• Commuter allowance - Ledger offers a commuter allowance to contribute to your preferred means of transportation.
• Learning & Development - A comprehensive suite of training solutions providing a personalised learning experience for every employee.

For regionally specific benefits, your Talent Acquisition contact will be able to provide you with more information.

We’re committed to building an inclusive hiring process. If you need any adjustments or accommodations, just let us know, we’ll do our best to support you.