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about 1 month ago
Requirements and responsibilities
DescriptionWe are Utila, an enterprise-grade platform that powers digital asset operations for more than 200 global institutions. Our technology secures $15B+ in monthly transaction volume and has protected over $100B to date. Backed by $50M in funding, Utila is growing fast with a rapidly expanding global customer base. We build mission-critical infrastructure for institutions operating in the digital asset space, where security, reliability, and scale are non-negotiable. Our customers include fintechs, trading firms, payment companies, and enterprises managing large-scale digital asset operations.ResponsibilitiesDrive EMEA as a business unit: forecast ARR growth, manage churn, identify expansion opportunities, report on regional healthBuild strategic relationships with institutional customers (exchanges, funds, fintechs) from onboarding through renewal and expansionAct as business advisor to CFOs/CTOs/COOs, translating wallet infrastructure capabilities into operational efficiency and competitive advantagesOwn renewals and expansion; drive product-led growth through DeFi connectivity, Utila Link, yield optimizationCollaborate with Tel Aviv-based Support, Product, and Engineering teams; channel EMEA client feedback to influence product roadmapBuild regional ecosystem relationships through industry events, associations, and partnerships; monitor EMEA and Middle East regulatory developmentsRequirements5+ years Customer Success/Technical Account Management in B2B SaaS or fintech; 2+ years in a senior/strategic CSM capacityExperience managing a diversified book of business including both enterprise/strategic clients and mid-market accounts through multi-level stakeholder managementCrypto native knowledge (required): deep understanding of blockchain, digital assets, crypto payments—fluent in custody models, DeFi, stablecoins, cross-chain operations, institutional crypto workflowsTechnical fluency: high-level understanding of MPC key management, wallet operations, blockchain transactions, DeFi integration, and API flows. Hands-on API proficiency is an advantageCommercial mindset: ARR forecasting, churn analysis, strategic account planning, contract negotiations - comfortable handling pricing, SLAs, and termsBackground at crypto-native companies strongly preferred; early team (#5-50) or founding experience valuedEMEA regional experience valuable: business cultures across UK/Europe/Middle East, timezone management, remote-first collaboration. Regulatory knowledge (MiCA, DORA, UAE/Saudi frameworks) a significant advantageBased in EMEA timezone (Tel Aviv, London, Amsterdam, Dubai, or similar); 30% travel; English fluency (other languages a plus)Self-starter, autonomous, with an ownership mentality and exceptional communication skills (C-suite presentations, demos, QBRs)
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