Client Success Account Manager

As a Client Success Account Manager at Ledger, you own a portfolio of institutional clients across Europe, the Middle East and Africa, from initial signature through onboarding, integration, adoption, renewal and expansion. You'll be their trusted advisor inside Ledger and represent their voice in our product roadmap. You work closely with Business Development, Solutions Engineering, Product, Legal and Support within one of Ledger's fastest-growing areas, serving exchanges, banks, custodians and fintechs that use our Vault, HSM On-Premises, TradeLink and Multisig platforms.

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 together with Solutions Engineers.
• Grow accounts by identifying and closing upsell and cross-sell opportunities such as new products, additional users, assets or entities, and own your expansion and retention targets.
• Negotiate renewals and contracts by leading commercial discussions on renewals, amendments and pricing, working with Legal on terms.
• Shape the product by turning client feedback into clear, prioritised input for Product and influencing what you build 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, with the ability to adapt your message for a CISO, head of operations or 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/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 with the option to work from home up to 3 times per week.
• Health and Life Insurance.
• The opportunity to become a shareholder in Ledger, plus other financial benefits depending on your country of work.
• A commuter allowance to support your preferred means of transportation.
• Comprehensive learning and development solutions providing personalised learning 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, North America and Asia, the company serves millions of individuals and institutions through hardware wallets, the Ledger Enterprise platform (including Vault, HSM On-Premises, TradeLink and Multisig), and a range of products for buying, storing, swapping and managing crypto assets.