Account Executive (Crypto Native)

- In this role, you will own a named portfolio of existing accounts while actively building pipeline and winning new logos - You protect and grow your existing base through disciplined account management and multi-product expansion, converting single-product relationships into multi-product ones, while hunting for new business across the Americas and beyond - You know how staking works - You understand what a dedicated node does - You can explain an API suite to a Head of Infrastructure, a CEO, a CTO, or a Head of Product - You are motivated by owning your number and building relationships that compound over time - The CNBU exclusively serves crypto-native organizations, meaning companies built for and operating natively within the digital asset ecosystem. Your customers and prospects will come from the following cohorts: - Protocol Foundations / Lenders & DeFi Operators / Crypto Native Exchanges & Liquidity Providers / Wallet Providers / VC & Investment Groups / Digital Asset Treasuries / Crypto-Native Banks & Custodians / Data & Analytics Providers / Asset Managers & ETF Issuers / Tech Providers & Developers / Payments & Stablecoin Companies / Gaming & Web3 Platforms - Defend: Protect & Retain Your Book of Business - Own a named portfolio of existing crypto-native accounts with full accountability for ARR retention and renewal execution; engage accounts well ahead of contract expiry with no late-stage surprises - Lead Monthly and Quarterly Business Reviews on a tiered cadence alongside your Technical Account Manager; serve as the senior commercial point of contact customers call when something matters - Monitor account health signals and flag churn risk early; build save plans before deals are at risk - Expand: Drive Multi-Product Growth - Identify and execute cross-sell opportunities across Blockdaemon’s full product suite, including Staking, Dedicated Nodes, API Suite, and Earn/DeFi Stack, using structured outreach and product-specific value propositions per cohort - Convert single-product accounts into multi-product relationships, building expansion plays tailored to each cohort: top staking protocols for asset managers, node and API infrastructure for payments and stablecoin companies, bundled packages for crypto-native banks and custodians - Coordinate with Product and your Technical Account Manager before making any product commitment to a customer; track all expansion conversations in Salesforce - Acquire: Win New Logos - Build and manage a personal pipeline of new logo opportunities across CNBU’s cohorts; execute structured outbound prospecting by partnering with the marketing team - Own the full sales cycle from prospecting through close; leverage VC and investment group relationships to access portfolio company introductions as a high-ROI pipeline channel - Attend and actively work leading crypto industry events across the US and the Americas with pre-scheduled meetings required and pipeline tracking in Salesforce - Operate: Discipline & Pipeline Hygiene - Maintain accurate Salesforce hygiene across all accounts, opportunities, and activities; forecast integrity is non-negotiable - Participate in weekly CNBU pipeline reviews; provide stage-weighted forecasts with clear next steps ### Benefits - Flexible PTO and work hours - Medical, dental, vision, FSA/HSA, and more - Stock options offered to each employee - Equipment (laptop, monitor, keyboard, mouse, etc.) - Generous paid parental leave- Excellent communicator with crisp written outreach, confident on video calls, polished in executive and technical conversations; collaborative with TAMs, CSMs, Product, and Marketing while maintaining clear personal accountability for revenue outcomes - Multi-product mindset; naturally looks for the second and third product opportunity in every account conversation, not just the renewal - 2–5 years of quota-carrying experience in crypto or blockchain sales or account management, with direct experience selling staking, dedicated node infrastructure, RPC/API products, DeFi or earn stack services, or crypto custody infrastructure - High ownership mentality; proactively sources, qualifies, and progresses opportunities; organized and data-driven with an accurate forecast and strong CRM discipline - Solid working knowledge of blockchain infrastructure, including how staking works, what dedicated nodes and RPC/API endpoints do, and how earn and DeFi stack products create value for crypto-native customers; able to hold credible conversations with CTOs, VPs of Engineering, Heads of Infrastructure, CEOs, and Heads of Product - Familiarity with at least two or three of the CNBU cohorts listed above; you should have sold to or worked within exchanges, custodians, protocols, VC groups, or asset managers - Awareness of the current market environment for digital assets and how positive regulatory momentum in the US is shaping infrastructure investment decisions; familiarity with the competitive landscape across staking, nodes, APIs, wallets, and earn/DeFi - Demonstrated ability to manage an existing account book, including renewing contracts, growing ARR through expansion, and protecting against competitive churn, alongside a track record of winning new logos in a B2B crypto environment - Existing relationships within CNBU’s core cohorts, particularly exchanges, custodians, VC firms, or protocol foundations - Prior experience at a crypto infrastructure company: staking provider, node operator, API infrastructure, or custody tech - Experience with HubSpot and Salesforce - Comfort operating in a BU or startup-within-a-company environment where building process and executing happen simultaneously