Strategic Account Manager

INSTITUTIONAL FABRIC FOR THE DIGITAL ASSET MARKET Founded in 2018, Talos provides institutional-grade trading technology for the global digital asset market, powering many of the major players in the crypto ecosystem. Our mission is clear: to advance the mass adoption of digital assets by seamlessly connecting institutions to the digital asset ecosystem. We are committed to building the most innovative and trusted platform in the world, supporting the entire trading lifecycle. At Talos, you’ll find an environment that champions kindness and respect, values diverse perspectives, and upholds inclusivity at every turn. We believe every member of our team brings invaluable insights and abilities that drive Talos forward. In our pursuit of excellence, we foster a culture of trust, integrity, collaboration, and mutual growth. We are a tight-knit yet globally distributed team of highly experienced engineers and business leaders, with hubs in New York, London, Singapore, and Cyprus. You’ll be part of a hybrid-friendly environment where your unique talents and insights will play a crucial role in building something extraordinary.   STRATEGIC ACCOUNT MANAGER We are seeking a Strategic Account Manager to own Talos's most consequential client relationships across large asset managers, hedge funds, retail brokers, institutional brokers, and global banks. These institutions are at a technology inflection point. Their existing OMS, EMS, and custody infrastructure was built for traditional asset classes, not 24/7 digital markets. They are deciding right now which technology partners will take them forward, and most of those decisions will be made before a formal process begins. The mandate of this role is to get ahead of those decisions: understand what each client is trying to build, shape how they think about the problem, and make Talos the obvious answer before alternatives are seriously evaluated. This is a high-agency individual contributor role. You will own the outcome for your accounts without a team beneath you and without formal authority over the internal stakeholders you need to move. You will partner closely with the Global Head of Revenue and Global Head of Account Management, and work in a matrix relationship with Product, Business Development, and Executive leadership.   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,