Strategic Account Manager

Responsibilities
Strategic account ownership

Own a defined book of Talos's largest strategic accounts across asset managers, hedge funds, institutional and retail brokers, and global banks.

Build and maintain a rolling 12-month account plan for each account: stakeholder map, current product footprint, white space, active client initiatives, and a prioritized expansion thesis.

Get ahead of client technology decisions including OMS evaluations, custody transitions, and settlement or clearing infrastructure upgrades.

Know each client's organization well enough to identify which business units are about to prioritize a digital asset initiative.

Relationship and stakeholder development

Build relationships across each account at multiple levels: trading desks, technology, operations, finance, risk, and the C-suite.

Identify and develop executive sponsors in business units where Talos does not yet have active engagement. This means initiating conversations, not waiting for introductions.

Run structured discovery engagements: map the client's end-to-end workflow, identify operational bottlenecks, and translate those findings into documented product opportunities.

Expansion and growth

Identify expansion opportunities across additional product lines, new business units, and adjacent workflows before clients raise them.

Qualify tokenization and digital asset initiatives by separating genuine demand from exploratory interest, and build a business case for Talos's involvement before engaging the product team.

Prioritize your expansion pipeline. When product resources are constrained, make a reasoned case for which opportunity should move first and why.

Drive net-new opportunities surfaced within strategic accounts through the commercial process. Establish clear ownership and maintain client momentum to close.

Product strategy input

Serve as the primary connection between strategic client requirements and Talos's product organization. Client problems you surface should become documented product inputs.

Evaluate whether a client problem is specific to that account or indicative of a broader market need, and build a structured case before bringing it to the product team.

Represent client requirements in internal product discussions with the specificity needed to act on them: current workflow, scale of impact, and competitive risk if left unaddressed.

Cross-functional execution

Align Sales, BD, Product, and Executive stakeholders around strategic account opportunities. You will not have organizational authority over any of them. You will need to build the case, create the urgency, and hold people accountable to commitments.

Set the agenda for strategic engagements, QBRs, and executive briefings. Prepare the internal team, own what gets communicated, and follow through on every commitment made in the room.

Maintain accurate account records in Salesforce: contact roles, account plans, open opportunities, activity history, and health status. Clean records are a prerequisite for cross-functional coordination at this account size.

Bring competitive intelligence from client conversations into Talos's GTM and product strategy.

Qualifications
Required

7 or more years of experience in strategic account management, enterprise sales, or client coverage at a market technology vendor, financial institution, or institutional digital asset platform.

Direct experience working with or selling into asset managers, hedge funds, institutional brokers, or global investment banks on either the buy side or the sell side.

Fluency in institutional trading workflows: OMS, EMS, and PMS platforms; order management and execution; allocations, settlement, and post-trade processes. You can map a client's front-to-back trade lifecycle without asking them to explain it.

Demonstrated ability to navigate complex organizations and build relationships at multiple levels simultaneously, without relying on formal introductions or organizational authority to open doors.

A track record of identifying expansion opportunities within existing accounts and converting them to commercial outcomes, including cases where you initiated the conversation before the client had a defined need.

Operates with high agency. Identifies what needs to happen, builds the internal alignment to make it happen, and drives it to completion without waiting to be directed.

Clear executive communication. Can turn a complex client workflow or strategic opportunity into a specific, evidence-based case for clients and internal stakeholders.

Highly valued

A background managing strategic relationships at an institutional digital asset firm, covering large asset managers, prime brokers, retail brokers, or global banks.

Experience holding roles both inside a financial institution and at a technology vendor. Understanding the operating model from both sides is a meaningful advantage in this role.

Understanding of how tokenization and digital asset adoption will affect settlement, custody, and fund operations at large institutions. Deep crypto knowledge is not required, but deep market structure knowledge is.

Familiarity with Salesforce for account management, pipeline tracking, and activity logging.