Senior Director, Account Management

Skills

About the Role

You will serve as a player-coach, leading the Account Management pod by setting performance standards and best practices while also directly managing a personal portfolio of Tier 1 ecosystem partners. You will represent the Account Management practice within SDF, designing and optimizing management processes and supporting assets to ensure operational excellence. You will drive high-stakes engagement with regulated asset issuers, financial institutions, and payment providers, accelerating growth across tokenized real-world assets, payment operations, and DeFi integration. You will identify and pitch high-growth opportunities to existing partners and structure cross-sell and upsell deals aligned with Stellar's long-term ecosystem strategy. You will provide actionable insights on market trends, regulatory shifts, and competitive positioning, acting as a strategic advisor to help refine Go-To-Market strategies. You will partner closely with Legal, Compliance, Product, and Engineering teams to remove friction and support partners in scaling their assets on the Stellar blockchain. You will also serve as a subject matter expert and brand ambassador, educating partners and industry stakeholders on Stellar's technical advantages.

Requirements

• 10+ years in business development or account management within financial services capital markets or asset management
• Deep functional knowledge of the full lifecycle of traditional assets including issuance custody and secondary market trading
• Direct experience navigating operational and regulatory requirements of institutional financial entities
• Knowledge of blockchain and asset tokenization
• Proven ability to manage complex relationships with institutional partners and navigate regulatory frameworks
• Ability to identify emerging opportunities in the blockchain space
• Ability to speak to both technical and non-technical audiences

Responsibilities

• Lead the Account Management pod by setting performance standards and best practices
• Manage a personal portfolio of Tier 1 ecosystem partners
• Represent the Account Management practice within SDF
• Design implement and optimize management processes and supporting assets
• Drive high-stakes engagement with regulated asset issuers financial institutions and payment providers
• Increase AUM TVL and RWA-specific Monthly Active Users for tokenized real-world assets
• Expand payment volumes wallet adoption and Monthly Active Accounts
• Deepen engagement and maximize TVL across the network for DeFi integration
• Identify and pitch high-growth opportunities products and features to existing partners
• Structure cross-sell and upsell deals aligned with Stellar's ecosystem strategy
• Provide actionable insights on market trends regulatory shifts and competitive positioning
• Act as a strategic advisor to refine Go-To-Market strategies
• Partner with Legal Compliance Product and Engineering teams to remove friction for partners
• Educate partners and industry stakeholders on Stellar's technical advantages as a subject matter expert

Benefits

• Competitive health, dental & vision coverage with most plans covered at 100% for the employee + any dependants
• Flexible time off + 15 company holidays including a company-wide holiday break
• Generous paid parental leave for all parents, plus paid pregnancy disability leave for birthing parents
• Gym reimbursement ($80 per month)
• Life & ADD (up to $50K)
• Short & Long term disability
• 401K with 4% match
• Health & Dependent Care FSA Accounts
• Commuter benefits with $250/month employer contribution
• Health Savings Account (HSA) with monthly employer contribution
• Family building benefits through Kindbody
• Wellbeing benefits (One Medical, Rightway, Headspace)
• L&D budget of $1,500/year
• Daily lunch and snacks in office
• Company retreats
• Lumen-denominated grants