[Remote] Strategic Account Manager

Note: The job is a remote job and is open to candidates in USA. Morpho is a leading Decentralized Finance (DeFi) lending protocol that aims to provide open access to capital. The Strategic Account Manager will own and systematically grow Morpho's most strategic enterprise accounts by building deep executive relationships and architecting multi-product expansion across the Morpho stack.

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

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
• Demonstrated success with multi-product expansion, taking customers from one product to multiple, with tracked net dollar retention of 130%+ preferred

Benefits

• Fair, top-tier compensation
• Real flexibility
• Time together in Paris
• Great health coverage
• Support to keep learning

Company Overview