Strategic Account Manager

ABOUT MORPHO

Morpho is a leading Decentralized Finance (DeFi) lending protocol that raised million from Ribbit Capital, a16z crypto, Coinbase Ventures, Variant, Brevan Howard, Pantera, Blocktower, and 50 others to build an open lending network giving anyone, anywhere, access to the best possible terms. Morpho is experiencing explosive growth, with over billion in deposits on the network, solidifying itself as the new standard for DeFi lending. Now, Morpho is scaling its team of contributors to establish itself as a cornerstone, not just of DeFi, but of a new internet-native financial system.

OUR MISSION

Morpho's mission is to power human ambition with open access to capital. Human ambition has no borders, but the capital to fuel it does. Today's financial system is closed and fragmented. No one sees all opportunities, most overpay, and some are excluded entirely. We believe capital should flow efficiently to where it's needed most - giving anyone, anywhere, access to the best possible terms.

LOCATION

USA, Remote US (with sufficient overlap with EMEA teams).

HOW WE WORK

We move fast on hard problems in a nascent market with no set playbook: navigating uncertainty is part of the job. You'll be challenged: anyone can question work and decisions must be justified. We keep a high bar and match it with high support: we help each other unblock and share context openly, with low ego. More about our values: morpho.org/jobs http://morpho.org/jobs.

ROLE

The mission of this role is to own and systematically grow Morpho's most strategic enterprise accounts by building deep executive relationships and architecting multi-product expansion across the Morpho stack. Rather than reactive account coverage, this seat creates a structured expansion engine that drives TVL growth, net dollar retention, and product adoption at the accounts that define Morpho's institutional positioning.

RESPONSIBILITIES

• Own end-to-end relationships with 3 to 5 strategic enterprise accounts — from C-suite executive sponsors to product and engineering teams — acting as the primary touchpoint for account strategy, roadmap alignment, product launches, and mutual OKR planning.
• Design and lead account expansion strategy across the Morpho product suite for each account, identifying and quantifying 12-month expansion targets in ACV and active loan growth, and sequentially unlocking new product adoption.
• Build and run quarterly business reviews: set joint priorities, track adoption metrics such as active loan growth and product penetration, align on mutual expansion roadmaps, and escalate blockers.
• Build and maintain executive sponsor relationships with customer CFOs, CROs, and Heads of Crypto, and prepare and run the 2 to 4 high-stakes account reviews per quarter attended by Morpho's CEO.
• Navigate complex institutional requirements including legal, risk, KYC, compliance, contract terms, indemnification, collateral vetting, and SLA definitions, closing expanded agreements that both sides feel good about.
• Act as the strategic customer's voice inside Morpho: partner with Product, Engineering, and Protocol to translate security, compliance, performance, and UX requirements into prioritized roadmap inputs, and run architecture workshops to unblock technical integration friction.

WHAT SUCCESS LOOKS LIKE

First 30 days

You've introduced yourself to all strategic accounts and are already seen as the primary point of contact. You've drafted an account strategy for each relationship: growth thesis, key product opportunities, current blockers, and a 12-month expansion roadmap. You've identified executive sponsors and kicked off those relationships.

First 4 months

All accounts are on a regular weekly or bi-weekly cadence with async updates in between. Quarterly business reviews are established across the portfolio with documented outcomes and clear next-quarter priorities. You have 2 to 3 multi-product expansion deals in active motion, and the SAM portfolio is tracking toward meaningful net dollar growth.

In 1 year

SAM account TVL has grown 100%+ year-over-year. Net dollar retention exceeds 130%. At least 2 to 3 accounts have expanded to new Morpho products, and expansion revenue from upsell and cross-sell is measurable and tracked as a share of total SAM segment revenue.

MUST-HAVE EXPERIENCE & SKILLS

• 6+ years managing strategic enterprise accounts at a category-defining infrastructure or fintech company, with a proven track record of growing individual accounts from initial contract to 5X+ ACV through multi-product expansion.
• Strong executive presence with VP Product, CFO, and CRO at $1B+ companies; fluent in financial outcomes, capital efficiency, risk management, and governance conversations.
• Deep experience navigating complex enterprise contracts involving governance, regulatory, compliance, and technical clauses — SLAs, indemnification, termination — and reaching commercial outcomes both sides own.
• Technical fluency with enterprise systems and blockchain infrastructure: APIs, smart contracts, custody, liquidation, oracle structures. Comfortable following engineering conversations and debugging integration issues alongside product teams.
• Demonstrated success with multi-product expansion, taking customers from one product to multiple, with tracked net dollar retention of 130%+ preferred.
• Comfort operating with institutional crypto counterparties — exchanges, fintech platforms, custodians — and navigating regulatory uncertainty and collateral risk as structural features of the category.
• Strong ownership and autonomy — you set account strategy, prioritize your time, and drive outcomes without waiting for process or permission.
• Clear and crisp async communication across time zones and shifting priorities.
• Team-first mindset, low ego.
• Humble.

PERKS & BENEFITS

We design benefits around deep work and growth, so you can do the best work of your career. Expect fair, top-tier compensation, real flexibility, time together in Paris, great health coverage, and support to keep learning.

EQUAL OPPORTUNITY

We welcome applicants from all backgrounds and hire based on talent, potential, and values alignment.

READY TO SHAPE THE FUTURE OF FINANCE?