Strategic Account Manager

Job description

# **Institutional Fabric for the Digital Asset Market** Founded in 2018, Talos provides institutional-grade trading technology for the global digital asset market, powering many of the major players in the crypto ecosystem. Our mission is clear: to advance the mass adoption of digital assets by seamlessly connecting institutions to the digital asset ecosystem. We are committed to building the most innovative and trusted platform in the world, supporting the entire trading lifecycle. At Talos, you’ll find an environment that champions kindness and respect, values diverse perspectives, and upholds inclusivity at every turn. We believe every member of our team brings invaluable insights and abilities that drive Talos forward. In our pursuit of excellence, we foster a culture of trust, integrity, collaboration, and mutual growth. We are a tight-knit yet globally distributed team of highly experienced engineers and business leaders, with hubs in New York, London, Singapore, and Cyprus. You’ll be part of a hybrid-friendly environment where your unique talents and insights will play a crucial role in building something extraordinary. # **Strategic Account Manager** We are seeking a Strategic Account Manager to own Talos's most consequential client relationships across large asset managers, hedge funds, retail brokers, institutional brokers, and global banks. These institutions are at a technology inflection point. Their existing OMS, EMS, and custody infrastructure was built for traditional asset classes, not 24/7 digital markets. They are deciding right now which technology partners will take them forward, and most of those decisions will be made before a formal process begins. The mandate of this role is to get ahead of those decisions: understand what each client is trying to build, shape how they think about the problem, and make Talos the obvious answer before alternatives are seriously evaluated. This is a high-agency individual contributor role. You will own the outcome for your accounts without a team beneath you and without formal authority over the internal stakeholders you need to move. You will partner closely with the Global Head of Revenue and Global Head of Account Management, and work in a matrix relationship with Product, Business Development, and Executive leadership. # **Responsibilities** **Strategic account ownership** - Own a defined book of Talos's largest strategic accounts across asset managers, hedge funds, institutional and retail brokers, and global banks. - Build and maintain a rolling 12-month account plan for each account: stakeholder map, current product footprint, white space, active client initiatives, and a prioritized expansion thesis. - Get ahead of client technology decisions including OMS evaluations, custody transitions, and settlement or clearing infrastructure upgrades. - Know each client's organization well enough to identify which business units are about to prioritize a digital asset initiative. **Relationship and stakeholder development** - Build relationships across each account at multiple levels: trading desks, technology, operations, finance, risk, and the C-suite. - Identify and develop executive sponsors in business units where Talos does not yet have active engagement. This means initiating conversations, not waiting for introductions. - Run structured discovery engagements: map the client's end-to-end workflow, identify operational bottlenecks, and translate those findings into documented product opportunities. **Expansion and growth** - Identify expansion opportunities across additional product lines, new business units, and adjacent workflows before clients raise them. - Qualify tokenization and digital asset initiatives by separating genuine demand from exploratory interest, and build a business case for Talos's involvement before engaging the product team. - Prioritize your expansion pipeline. When product resources are constrained, make a reasoned case for which opportunity should move first and why. - Drive net-new opportunities surfaced within strategic accounts through the commercial process. Establish clear ownership and maintain client momentum to close. **Product strategy input** - Serve as the primary connection between strategic client requirements and Talos's product organization. Client problems you surface should become documented product inputs. - Evaluate whether a client problem is specific to that account or indicative of a broader market need, and build a structured case before bringing it to the product team. - Represent client requirements in internal product discussions with the specificity needed to act on them: current workflow, scale of impact, and competitive risk if left unaddressed. **Cross-functional execution** - Align Sales, BD, Product, and Executive stakeholders around strategic account opportunities. You will not have organizational authority over any of them. You will need to build the case, create the urgency, and hold people accountable to commitments. - Set the agenda for strategic engagements, QBRs, and executive briefings. Prepare the internal team, own what gets communicated, and follow through on every commitment made in the room. - Maintain accurate account records in Salesforce: contact roles, account plans, open opportunities, activity history, and health status. Clean records are a prerequisite for cross-functional coordination at this account size. - Bring competitive intelligence from client conversations into Talos's GTM and product strategy. # **Qualifications** **Required** - 7 or more years of experience in strategic account management, enterprise sales, or client coverage at a market technology vendor, financial institution, or institutional digital asset platform. - Direct experience working with or selling into asset managers, hedge funds, institutional brokers, or global investment banks on either the buy side or the sell side. - Fluency in institutional trading workflows: OMS, EMS, and PMS platforms; order management and execution; allocations, settlement, and post-trade processes. You can map a client's front-to-back trade lifecycle without asking them to explain it. - Demonstrated ability to navigate complex organizations and build relationships at multiple levels simultaneously, without relying on formal introductions or organizational authority to open doors. - A track record of identifying expansion opportunities within existing accounts and converting them to commercial outcomes, including cases where you initiated the conversation before the client had a defined need. - Operates with high agency. Identifies what needs to happen, builds the internal alignment to make it happen, and drives it to completion without waiting to be directed. - Clear executive communication. Can turn a complex client workflow or strategic opportunity into a specific, evidence-based case for clients and internal stakeholders. **Highly valued** - A background managing strategic relationships at an institutional digital asset firm, covering large asset managers, prime brokers, retail brokers, or global banks. - Experience holding roles both inside a financial institution and at a technology vendor. Understanding the operating model from both sides is a meaningful advantage in this role. - Understanding of how tokenization and digital asset adoption will affect settlement, custody, and fund operations at large institutions. Deep crypto knowledge is not required, but deep market structure knowledge is. - Familiarity with Salesforce for account management, pipeline tracking, and activity logging. **Check out these videos and links to learn more about Talos and our culture!** - Spotlight Article: [Talos Snapshot by DRW](https://www.drw.com/vc/updates/drw-vc-portfolio-company-spotlight-anton-katz-talos/) - Podcast: [2023 episode with co-founders Anton & Ethan](https://www.youtube.com/watch?v=-gDUxXkBMr8&t=62s/) - Website: [Explore Talos: Products, Investors, Team & More](https://www.talos.com/) - Case Studies: [Real world examples of client solutions](https://www.talos.com/insights?insight-category=Case+Studies) - Awards: [Talos Wins Hedgeweek Global Digital Assets Award 2024](https://www.talos.com/insights/talos-wins-best-trading-platform-at-hedgeweek-global-digital-assets-awards-2024/) - Culture: [Award-winning, Forbes-listed, low-attrition team](https://www.talos.com/insights/forbes-names-talos-one-of-americas-best-startup-employers-for-the-second-year-in-a-row/) Andreessen Horowitz re: Talos: "The company best suited to drive institutional adoption is one that understands traditional capital markets deeply and is forward-thinking enough to fully grasp the promise of crypto. Talos is that company." # **Benefits** You will also enjoy a comprehensive array of competitive benefits, regardless of your location, within our warm, welcoming, and ambitious company culture. Some of our benefits include: - Retirement plan contributions - Unlimited Vacation + a PTO bonus: Employees that take 15 days of vacation, with 5 days being consecutive, receive a $2000 USD bonus. - Bonus and stock ownership - Medical, dental, and vision insurance - Paid parental leave for 20 weeks, after 1 year of service - Global offsites and team outings - A one-time stipend towards at-home office set-up for all employees - A wellness credit of $50 accrued monthly, to go towards things like gym memberships, ski-passes, and work out classes. - A lunch credit of $25 USD towards lunches for days in-office - Donation matching up to $100 USD annually - Other in-office perks: Catered lunches on Tuesdays, snacks, and drinks Check out [other open positions](https://talos.com/company/#join-the-team) listed on our website. Talos is proud to be an Equal Opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Talos is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at [careers@talos.com](mailto:careers@talos.com). To protect the interests of all parties, Talos Trading, LLC and its affiliates (“Talos”) **strongly discourage submission of unsolicited resumes from any source other than directly from a candidate**. Talos will NOT pay fees, commissions or compensation of any kind (“Fees”) for any placement or hire resulting from the receipt of an unsolicited resume. Talos will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees and Talos reserves the right to contact, interview, and hire the candidate directly. Agencies, search firms, recruitment firms and similar organizations (“Agencies”) must obtain advance written approval from Talos’s internal recruiting team to submit resumes, AND must sign a valid fully executed placement agreement with Talos in order to be eligible to receive any Fees from Talos. Talos will not pay a Fee to any Agency that does not have such agreement in place. By submitting a resume without a signed agreement, you acknowledge and accept these terms. © Talos Trading, [careers@talos.com](mailto:careers@talos.com) By submitting your application and pursuing job candidacy, you consent to the processing of your personal information in connection with our [Applicant & Employee Privacy Notice](https://www.talos.com/legals/employee-privacy-policy).