Client Success Account Manager

As a Client Success Account Manager at Ledger, you own a portfolio of institutional clients from onboarding through renewal and expansion. You serve as their trusted advisor inside Ledger and their voice in our product roadmap, working across Europe, the Middle East and Africa with exchanges, banks, custodians and fintechs. You work closely with Business Development, Solutions Engineering, Product, Legal and Support in one of Ledger's fastest-growing areas.

What you'll do

• Own client relationships end to end as the primary contact for a portfolio of exchanges, banks, custodians and fintechs, building relationships from operations teams up to C-level
• Drive integration and adoption by explaining product features clearly, running workshops, and guiding clients through technical integration with Solutions Engineers
• Grow accounts by identifying and closing upsell and cross-sell opportunities such as new products, additional users, assets or entities, owning your expansion and retention targets
• Negotiate renewals and contracts, leading commercial discussions on renewals, amendments and pricing alongside Legal
• Shape the product by turning client feedback into clear, prioritised input for Product to influence what gets built next
• Run the account rhythm by leading quarterly business reviews, maintaining account plans, keeping the CRM accurate, and flagging risks early
• Represent Ledger by meeting clients on-site and at industry events across EMEA, with occasional travel

What you bring

• 4+ years in a similar account management or customer success role, ideally in B2B SaaS or enterprise infrastructure software
• Proven experience managing financial institution clients such as banks, asset managers, custodians or payment providers
• A track record of upselling and expanding accounts against targets
• Experience negotiating contracts and renewals with enterprise clients
• Comfort with technical conversations: you can explain APIs, integration flows and security concepts without needing an engineer in every meeting
• Hands-on experience with digital assets, or a clear and demonstrable interest in the space
• Excellent written and verbal communication in English, able to adapt your message for a CISO, a head of operations or a CFO
• A structured, self-driven way of working where you manage a portfolio without being chased

Nice to have

• Understanding of regulatory frameworks relevant to EMEA clients, such as MiCAR, DORA, the Travel Rule, the Basel crypto-asset standards, FINMA requirements, or Middle East regimes like VARA (Dubai) and ADGM
• Familiarity with custody and key management concepts like MPC, HSMs and cold, warm and hot wallet setups
• Additional languages, especially German, French or Arabic
• Experience at a crypto-native firm, a bank's digital asset desk or a custody provider

What we offer

• Hybrid work policy allowing you to work from home up to 3 times per week
• Health and life insurance
• Opportunity to become a shareholder in Ledger and access to other financial benefits depending on your country of work
• Commuter allowance to contribute to your preferred means of transportation
• Comprehensive learning and development program with personalised training solutions for every employee

About Ledger

Ledger is the global platform for digital assets and Web3, with over 20% of the world's crypto assets secured through Ledger devices. With headquarters in Paris and offices across Europe, the UK, US and Singapore, the team of around 600 professionals develops hardware wallets, custody solutions and institutional platforms that enable individuals and companies to securely buy, store, swap, grow and manage crypto assets.