Senior Director, Account Management

Responsibilities

Pod Leadership & Management:

• Serve as a player-coach, leading the Account Management pod by setting performance standards and establishing best practices.
• Directly manage a personal portfolio of Tier 1 ecosystem partners.

Internal Governance & Practice Excellence:

• Represent the Account Management practice within SDF.
• Design, implement, and optimize management processes and supporting assets to ensure operational excellence.

Strategic Relationship Management:

• Drive high-stakes engagement with regulated asset issuers, financial institutions, and payment providers.
• Accelerate ecosystem growth by scaling:
  • Tokenized Real-World Assets (RWAs): Increasing AUM, TVL, and RWA-specific Monthly Active Users (MAUs).
  • Payment Operations: Expanding payment volumes, wallet adoption, and Monthly Active Accounts (MAAs).
  • DeFi Integration: Deepening engagement and maximizing TVL across the network.

Business Development & Growth:

• Identify and pitch high-growth opportunities, products, and features to existing partners.
• Structure cross-sell and upsell deals that align with Stellar’s long-term ecosystem strategy.

Market Strategy & Intelligence:

• Provide actionable insights on market trends, regulatory shifts, and competitive positioning.
• Act as a strategic advisor to Business Development teams to refine GTM strategies.

Cross-Functional Execution:

• Partner with Legal, Compliance, Product, and Engineering teams to support partners in scaling assets on Stellar.

Education & Advocacy:

• Serve as subject matter expert and brand ambassador, educating partners on Stellar's technical advantages.

Requirements

• 10+ years in business development or account management within financial services, capital markets, or asset management.
• Deep functional knowledge of traditional assets lifecycle (issuance, custody, secondary trading).
• Direct experience with operational and regulatory requirements of institutional financial entities.
• Knowledge of blockchain and asset tokenization.
• Proven ability to manage complex relationships with institutional partners and navigate regulatory frameworks.
• Strategic thinking to identify blockchain opportunities and drive enhancements.
• Strong communication skills for technical and non-technical audiences.

Nice-to-Haves

• Understanding of compliance requirements for securities, tokenized assets, and financial regulations.
• Experience interfacing with technical and business stakeholders.
• Knowledge of Stellar features and ecosystem.

Compensation

• Base salary: $225,000 - $335,000 (depending on knowledge, skills, experience, location).
• Lumen-denominated grants.
• Competitive health, dental & vision coverage (most plans 100% for employee + dependents).
• Flexible time off + 15 holidays.
• Paid parental leave.
• Gym reimbursement ($80/month), 401K 4% match, commuter benefits ($250/month), etc.