Strategic Account Manager

Responsibilities

• Own end-to-end relationships with 3 to 5 strategic enterprise accounts — from C-suite executive sponsors to product and engineering teams — acting as the primary touchpoint for account strategy, roadmap alignment, product launches, and mutual OKR planning.
• Design and lead account expansion strategy across the Morpho product suite for each account, identifying and quantifying 12-month expansion targets in ACV and active loan growth, and sequentially unlocking new product adoption.
• Build and run quarterly business reviews: set joint priorities, track adoption metrics such as active loan growth and product penetration, align on mutual expansion roadmaps, and escalate blockers.
• Build and maintain executive sponsor relationships with customer CFOs, CROs, and Heads of Crypto, and prepare and run the 2 to 4 high-stakes account reviews per quarter attended by Morpho's CEO.
• Navigate complex institutional requirements including legal, risk, KYC, compliance, contract terms, indemnification, collateral vetting, and SLA definitions, closing expanded agreements that both sides feel good about.
• Act as the strategic customer's voice inside Morpho: partner with Product, Engineering, and Protocol to translate security, compliance, performance, and UX requirements into prioritized roadmap inputs, and run architecture workshops to unblock technical integration friction.

Must-have Experience & Skills

• 6+ years managing strategic enterprise accounts at a category-defining infrastructure or fintech company, with a proven track record of growing individual accounts from initial contract to 5X+ ACV through multi-product expansion.
• Strong executive presence with VP Product, CFO, and CRO at $1B+ companies; fluent in financial outcomes, capital efficiency, risk management, and governance conversations.
• Deep experience navigating complex enterprise contracts involving governance, regulatory, compliance, and technical clauses — SLAs, indemnification, termination — and reaching commercial outcomes both sides own.
• Technical fluency with enterprise systems and blockchain infrastructure: APIs, smart contracts, custody, liquidation, oracle structures. Comfortable following engineering conversations and debugging integration issues alongside product teams.
• Demonstrated success with multi-product expansion, taking customers from one product to multiple, with tracked net dollar retention of 130%+ preferred.
• Comfort operating with institutional crypto counterparties — exchanges, fintech platforms, custodians — and navigating regulatory uncertainty and collateral risk as structural features of the category.
• Strong ownership and autonomy — you set account strategy, prioritize your time, and drive outcomes without waiting for process or permission.
• Clear and crisp async communication across time zones and shifting priorities.
• Team-first mindset, low ego. Humble.