Senior Strategic Account Manager, GTM

About the role

In this role, you will be responsible for managing and expanding strategic accounts within the decentralized finance sector. Your primary focus will be on building relationships with key stakeholders, including founders and risk teams, ensuring they receive the necessary support and guidance to effectively integrate Chainlink services.

Success in this position involves acting as the voice of the customer, providing valuable feedback to internal teams, and orchestrating cross-functional efforts to meet partner expectations. Your ability to navigate a fast-paced, distributed environment while managing multiple high-priority accounts will be crucial.

Skills that matter here

• account management: This role requires extensive experience in managing large and complex accounts, engaging stakeholders effectively.
• DeFi knowledge: A strong understanding of DeFi protocols and personal experience in the space is essential for advising clients.
• technical fluency: You will need to engage in discussions about product and architecture with technical teams.
• negotiation skills: Strong commercial judgment is necessary for structuring and closing multi-stakeholder deals.
• communication: Excellent written and verbal skills are required for governance posts, proposals, and negotiations.

Who this role suits

• You have a strong background in account or relationship management, particularly in technical fields.
• You are comfortable in fast-paced environments and can manage multiple high-importance accounts simultaneously.
• You thrive in ambiguous situations and have the ability to adapt quickly to changing circumstances.
• You possess a solid understanding of DeFi and web3 technologies, with hands-on experience preferred.

From the employer

Your Impact

• Own and grow strategic DeFi accounts. You’ll be the main business owner for a portfolio of top DeFi protocols (lending, perps/derivatives, LSTs/LRTs, etc).
• Be a trusted advisor. You’ll build multi-threaded relationships with founders, core contributors, risk teams, DAO delegates and service providers.
• Be the voice of the customer internally. You’ll bring product feedback, feature requests back to Product, Engineering and GTM to influence the roadmap and prioritize accordingly based on customer needs.
• Orchestrate cross-functional delivery. You’ll coordinate Solutions Architects, Product, Legal and Marketing so that integrations, launches and co-marketing deliver against internal and partner expectations/objectives.

Skills & Qualifications

• 3+ Years of extensive account, new business and/or relationship management in technical environments with experience managing large and complex accounts, and successfully engaging stakeholders at all levels and functions within organizations.
• Knowledge of web3 / blockchain technology and strong experience with DeFi (including personal hands-on experience with DeFi).
• A clear grasp of how Chainlink plugs into DeFi protocols and the respective value.
• Technical fluency. You can hold your own in product and architecture discussions with protocol engineers and know when to bring in relevant stakeholders (Solutions Architects, Product Managers, etc.).
• Strong commercial judgment and negotiation skills. You’ve structured and closed multi-stakeholder deals, including custom high-value arrangements.
• Excellent written and verbal communication: governance forum posts, executive summaries, proposals and live negotiations.
• Comfortable with ambiguity and a fast-moving, globally distributed environment, and able to manage several high-importance accounts at once.
• Able to travel 20%+.

Preferred Qualifications

• Hands-on development experience on web3/Defi projects.
• Strong experience dealing with DAO’s.
• Technical background or the ability to read Solidity and on-chain data.
• Knowledge of the market landscape in data infrastructure/oracles, interoperability and orchestration.
• Exposure to institutional or TradFi-adjacent DeFi (RWAs, tokenized funds, stablecoin issuers).
• Experience in a high-growth startup or scale-up.