Strategic Account Manager

About

Dfns is the leading Wallets-as-a-Service (WaaS) platform, helping fintechs, institutions, and enterprises simplify digital asset management and securely onboard users onchain.

Its API-first wallet platform unifies transaction management, workflow governance, key deployment, and third-party integrations into one secure operating system for blockchains. Built on advanced security and cryptography, Dfns is trusted by over 200 financial institutions and applications—including ABN AMRO, Broadridge, Fidelity, Zodia Custody, Banca Sella, Stripe, Moonpay, Circle, IBM, Deblock, and Gemini—and secures over $3 billion in monthly transactions.

Founded in 2020, Dfns has raised $30 million from global investors such as White Star Capital, Motive Partners, Bpifrance, Coinbase, Wintermute, and Susquehanna. Originally incubated by Techstars and Station F in Paris, Dfns now operates globally with teams across the US, Europe, the Middle East, and Asia.

Job Description

Join a team of top leaders (CEO, CISO, CTO) and world-class engineers (software, security, cryptography) building the next generation of blockchain wallet infrastructure. We’re hiring a high-energy, customer-focused Strategic Account Manager ready to make an impact in a fast-growing fintech scale-up.

In this role, you’ll support customers, drive adoption, manage onboarding, and handle both inbound and outbound sales. It’s a great fit for someone who thrives in a results-driven environment, takes ownership, and wants to grow. We’re looking for someone sharp, adaptable, unassuming, and proactive, able to navigate complex stakeholders across tech, legal, and business teams in finance. If you’re bilingual (English + Spanish), tech-savvy, resilient, and bring a true startup mindset, this is your chance to help shape the future of onchain finance.

Preferred Experience

Responsibilities

  • Client Support: Serve as the primary point of contact for client inquiries, ensuring timely, accurate, and effective resolutions that reinforce trust and satisfaction.

  • Client Success: Build and nurture long-term relationships with key accounts to drive engagement, ensure retention, and expand platform adoption. Act as a strategic advisor to help clients get the most value from our solutions.

  • Onboarding: Lead the non-technical onboarding process for new clients, aligning their business goals with our platform capabilities and ensuring a smooth and structured ramp-up experience.

  • Sales Activities: Qualify and manage inbound sales inquiries, identify customer needs, upsell when you can, and guide them through the buyer journey to drive revenue growth and platform adoption.

  • Stakeholder Management: Coordinate across internal teams (i.e., product, engineering, legal, and operations) to ensure client needs are met, blockers are resolved, and initiatives are delivered on time.

  • Communication: Maintain clear, professional, and proactive communication with both clients and internal teams, in English and Spanish, ensuring alignment, transparency, and responsiveness.

  • Process Improvement: Continuously assess and refine internal workflows related to customer engagement and sales operations. Identify pain points, implement solutions, and share insights to improve scalability and impact.

  • Market Awareness: Monitor industry trends, evolving client needs, and competitive dynamics to inform account strategies, spot new opportunities, and position Dfns as a trusted partner.

Requirements

  • 8+ years of experience in fintech or crypto, with hands-on exposure to blockchain technologies.

  • Proven ability to perform under pressure, communicate clearly, and make sound decisions in high-stakes situations.

  • A strong entrepreneurial spirit balanced with professionalism and strategic thinking.

  • Comfortable navigating fast-paced, evolving environments and capable of managing ambiguity with confidence.

  • Proactive and outcome-driven, with a strong bias for action and a track record of solving problems and driving results.

  • Skilled at managing and aligning diverse stakeholders across technical, legal, and business domains, especially within financial services.

  • Excellent communication skills in both English and Spanish, with the ability to tailor messages to technical and non-technical audiences.

  • Committed to delivering outstanding customer experiences, with a strong sense of ownership, accountability, and operational efficiency.

  • Humble, resilient, and adaptable, with a team-first mindset and a willingness to roll up your sleeves.

  • Technologically fluent and quick to pick up new tools, platforms, and systems.

  • High levels of energy, intelligence, and execution, demonstrated ability to get things done with focus and discipline.

Recruitment Process

Process

  • Intro call with Co-CEO (30 min).

  • Personality and cognitive tests (30 min)

  • Focus interview with hiring panel (120 min).

  • Reference calls and background checks.

Terms

  • Title: Strategic Account Manager

  • Salary: €60,000-90,000 per year (full-time contract, commissions excluded).

  • Bonus: €20,000-40,000 per year upon target completion.

  • Equity: 100 stock options (i.e., 0.03%) vested over 4 years.

  • Location: France, Spain or EU (fully remote with optional access to office)

  • Equipment: MacBook Air and other work essentials.

Additional Information

  • Contract Type: Full-Time
  • Location: Paris, Madrid
  • Experience: > 7 years
  • Possible full remote
  • Salary: between 60000€ and 90000€ / year
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