# Senior Director, Account Management

**Company:** [Stellar](https://hotfix.jobs/companies/stellar)
**Location:** New York, NY, San Francisco, CA
**Role:** Account Management
**Salary:** $225k – $335k/yr
**Experience:** 10+ years
**Skills:** Financial Services, Capital Markets, Asset Management, Blockchain, Tokenization, Rwas, Defi, Regulatory Compliance, Gtm Strategies, Stakeholder Management
**Posted:** 2026-03-10

> Leads account management pod and manages Tier 1 ecosystem partners in financial services and blockchain. Drives expansion of tokenized assets, payments, and DeFi on Stellar network. Requires 10+ years in BD/account management with institutional finance and blockchain expertise.

## Job Description

## 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.

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**Canonical:** https://hotfix.jobs/jobs/007887b1-8c27-4fad-b946-fb2c06a92faa