Strategic Account Manager

ABOUT MORPHO Morpho is a leading Decentralized Finance (DeFi) lending protocol backed by a16z crypto, Paradigm, Ribbit Capital, Apollo, Vaneck, Coinbase Ventures, Variant and 50 others to build an open credit network giving anyone, anywhere, access to the best possible terms. Morpho is experiencing exponential adoption, with over billion in deposits on the network and used by institutional clients including Bitwise, Galaxy, and Anchorage Digital and the largest crypto exchanges, such as Coinbase, Binance, and Kraken. Now, Morpho is scaling its team of contributors to establish itself as the open credit network, not just of DeFi, but of the world.   WHY MORPHO EXISTS Everyone has the potential to build something great for the world. But fulfilling that ambition almost always requires more: people willing to trust you with their capital. Yet access to capital still depends on where you live, who you know, and which institutions are willing to trust you. Even when capital is available, it sits fragmented across disconnected networks and hidden behind intermediaries. The result is a system that fails most of the people it should serve. Borrowers overpay. Lenders earn less than they should. Many are shut out entirely, not because they are unworthy of credit, but because today's infrastructure was never built to connect them. Morpho exists to solve this. Full article here https://morpho.org/blog/why-morpho-exists/. LOCATION New York HOW WE WORK We move fast on hard problems in a nascent market with no set playbook: navigating uncertainty is part of the job. You'll be challenged: anyone can question work and decisions must be justified. We keep a high bar and match it with high support: we help each other unblock and share context openly, with low ego. More about our values: morpho.org/jobs http://morpho.org/jobs. ROLE The mission of this role is to grow Morpho's most strategic enterprise accounts by building relationships and architecting expansion across the account’s product surfaces powered by the Morpho stack. You’ll own the growth of Morpho’s 2 largest accounts: Coinbase and Robinhood. This is not reactive account coverage across a large book. It's deep, dedicated focus on a handful of relationships that define Morpho's Enterprise positioning. The role rests on three pillars: building the right relationships, growing existing product integrations, and expanding accounts into new Morpho products. RESPONSIBILITIES - Relationships: Map each account's org chart, identify the key decision-makers, build trusted relationships across them and lead recurring. Make sure the right people inside Morpho are connected to the right counterparts. Build and run quarterly business reviews tracking adoption metrics and escalating blockers. - Grow existing products: Drive growth of live integrations by making sure each account is properly activated: strong marketing, good UX, comprehensive asset coverage, rollout across all jurisdictions, active user feedback loops, asset coverage and continuous improvement of the existing product. - Expand to new products: Get into each account's roadmap, build relationships to understand priorities, make the case for new Morpho integrations and act as the main coordinator for new build work streams. Act as a forward deployed PM for the account. - Internal point of contact: Act as the strategic customer's voice inside Morpho. Partner with Product to translate security, compliance, performance, and UX requirements into prioritized roadmap inputs, and run architecture workshops to unblock integration friction. WHAT SUCCESS LOOKS LIKE FIRST 30 DAYS You've introduced yourself to all strategic accounts and are seen as the primary point of contact. Every account is on a regular cadence with async updates in between. You've drafted an account plan for them: growth thesis, key product opportunities, current blockers, and where expansion could go. FIRST 4 MONTHS There's sensible, visible progress on all three pillars: relationships are established, existing integrations are measurably growing, and new product expansions are on the account's roadmap. You have done your first Quarterly Business Review with each account. IN 1 YEAR Account TVL has grown substantially year-over-year, and you've expanded the relationship to the fullest extent: the existing products are fully activated and the highest-value new integrations have been adopted or committed. There is little left to sell that hasn't been put in motion. MUST-HAVE EXPERIENCE & SKILLS - Track record of growing strategic enterprise accounts from a single integration into multi-product expansion, ideally at a category-defining infrastructure or fintech company. - Strong relationship-building: able to navigate large, complex orgs, find the real decision-makers, and earn their trust. - Genuine product sense: can sit with an account's PMs, understand their roadmap, and make a credible data-backed case for what they should build next. - Comfort with enterprise contracts (SLAs, indemnification, compliance, termination) and reaching commercial outcomes both sides own. - Product fluency with blockchain infrastructure (APIs, smart contracts, custody, liquidation, oracles), enough to follow engineering conversations and debug integration issues. - Demonstrated ability to run recurring account business reviews, quantify retention and expansion and track upsell/growth. - Humble. PERKS & BENEFITS We design benefits around deep work and growth, so you can do the best work of your career. Expect fair, top-tier compensation, real flexibility, time together in Paris, great health coverage, and support to keep learning.   EQUAL OPPORTUNITY We welcome applicants from all backgrounds and hire based on talent, potential, and values alignment.