Job Specifications
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, 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 stellar team of leaders and experts in blockchain technology, cryptography, infrastructure, and security to build the backbone of blockchain wallet infrastructure for the next financial era. Dfns is seeking a Strategic Account Manager to own post-close success across North & South America. Reporting to the Head of Americas, you’ll manage and grow accounts with institutions, fintechs, and crypto-native firms, acting as a trusted partner to help them scale their use of Dfns’ wallet infrastructure. This role is both commercial and technical. You’ll guide clients through onboarding, adoption, and renewal while navigating complex environments that combine APIs, cloud deployments, legacy systems and regulatory requirements. Your goal: ensure retention, deepen engagement, and drive upsells through world-class relationship management and solution-oriented execution.
Responsibilities
Preferred Experience
Serve as the primary point of contact for a portfolio of active accounts in the Americas.
Lead post-close success: onboarding, enablement, business reviews, and support.
Build trusted relations with stakeholders across product, compliance, and leadership.
Identify and execute upsell and expansion opportunities to grow account revenue.
Lead contract renewals and commercial negotiations to secure long-term alignment.
Develop tailored success plans and adoption strategies for each account.
Act as the internal voice of the customer, partnering with product to align priorities.
Represent Dfns at conferences, workshops, and customer meetings.
Requirements
6+ years in account management, customer success, or post-sales in enterprise SaaS.
Proven success growing large accounts via upsell, cross-sell, relationship development.
Comfortable managing technical products and customer workflows in regulated settings.
Organized, proactive, highly communicative, and able to juggle multiple accounts.
Experienced in contract negotiation, renewals, and driving net revenue retention.
Excellent communicator with strong written, verbal, and presentation skills.
Fluent in Spanish/Portuguese is a plus, supporting clients across the Americas.
Experience with banks, payment services, or digital asset infra providers is a plus too.
Recruitment Process
Process
Intro call with Co-CEO (30 min).
Personality and cognitive tests (45 min)
Focus interviews with the hiring panel (120 min).
Client support fundamentals
Post-sales fundamentals
Market and opportunities
Culture check fit
Final interview with CEO and Head of Americas (30 min).
Reference calls and background checks.
Terms
Title: Strategic Account Manager
Salary: $80,000-140,000 per year (full-time).
Bonus: Performance-based, year-end bonus.
Equity: 50-150 stock options vested over 4 years.
Benefits: Healthcare, 401K, and travel expenses.
Location: United States (remote-first, office optional).
Equipment: MacBook Pro + essentials.
Additional Information
Contract Type: Full-Time
Location: New York
Experience: > 5 years
Possible full remote
Salary: between 80000$ and 140000$ / year