Account Executive, Crypto Native

About this role

Blockdaemon is seeking a crypto-native Account Executive to join the Crypto Native Business Unit (CNBU), the dedicated commercial team serving Blockdaemon's large and growing base of 300+ crypto-native customers globally. The CNBU covers exchanges, liquidity providers, custodians, protocol foundations, VC-backed projects, asset managers, payments fintechs, stablecoin companies, and other organizations built natively within the digital asset ecosystem. Blockdaemon holds institutional-grade compliance credentials, including SOC 2 Type 2 and ISO 27001 certifications, that very few crypto-native staking and infrastructure providers can match.

In this role, you will own a named portfolio of existing accounts while actively building pipeline and winning new logos. You protect and grow your existing base through disciplined account management and multi-product expansion, converting single-product relationships into multi-product ones, while hunting for new business across the Americas and beyond. You know how staking works. You understand what a dedicated node does. You can explain an API suite to a Head of Infrastructure, a CEO, a CTO, or a Head of Product. You are motivated by owning your number and building relationships that compound over time.

Who You Will Sell To:

The CNBU exclusively serves crypto-native organizations, meaning companies built for and operating natively within the digital asset ecosystem. Your customers and prospects will come from the following cohorts:

Protocol Foundations / Lenders & DeFi Operators / Crypto Native Exchanges & Liquidity Providers / Wallet Providers / VC & Investment Groups / Digital Asset Treasuries / Crypto-Native Banks & Custodians / Data & Analytics Providers / Asset Managers & ETF Issuers / Tech Providers & Developers / Payments & Stablecoin Companies / Gaming & Web3 Platforms

Your Impact: What You Will Own

Defend: Protect & Retain Your Book of Business

- Own a named portfolio of existing crypto-native accounts with full accountability for ARR retention and renewal execution; engage accounts well ahead of contract expiry with no late-stage surprises

- Lead Monthly and Quarterly Business Reviews on a tiered cadence alongside your Technical Account Manager; serve as the senior commercial point of contact customers call when something matters

- Monitor account health signals and flag churn risk early; build save plans before deals are at risk

Expand: Drive Multi-Product Growth

- Identify and execute cross-sell opportunities across Blockdaemon's full product suite, including Staking, Dedicated Nodes, API Suite, and Earn/DeFi Stack, using structured outreach and product-specific value propositions per cohort

- Convert single-product accounts into multi-product relationships, building expansion plays tailored to each cohort: top staking protocols for asset managers, node and API infrastructure for payments and stablecoin companies, bundled packages for crypto-native banks and custodians

- Coordinate with Product and your Technical Account Manager before making any product commitment to a customer; track all expansion conversations in Salesforce

Acquire: Win New Logos

- Build and manage a personal pipeline of new logo opportunities across CNBU's cohorts; execute structured outbound prospecting by partnering with the marketing team

- Own the full sales cycle from prospecting through close; leverage VC and investment group relationships to access portfolio company introductions as a high-ROI pipeline channel

- Attend and actively work leading crypto industry events across the US and the Americas with pre-scheduled meetings required and pipeline tracking in Salesforce

Operate: Discipline & Pipeline Hygiene

- Maintain accurate Salesforce hygiene across all accounts, opportunities, and activities; forecast integrity is non-negotiable

- Participate in weekly CNBU pipeline reviews; provide stage-weighted forecasts with clear next steps

Role Requirements

Experience

- 2–5 years of quota-carrying experience in crypto or blockchain sales or account management, with direct experience selling staking, dedicated node infrastructure, RPC/API products, DeFi or earn stack services, or crypto custody infrastructure

- Demonstrated ability to manage an existing account book, including renewing contracts, growing ARR through expansion, and protecting against competitive churn, alongside a track record of winning new logos in a B2B crypto environment

- Familiarity with at least two or three of the CNBU cohorts listed above; you should have sold to or worked within exchanges, custodians, protocols, VC groups, or asset managers

Technical & Domain Knowledge

- Solid working knowledge of blockchain infrastructure, including how staking works, what dedicated nodes and RPC/API endpoints do, and how earn and DeFi stack products create value for crypto-native customers; able to hold credible conversations with CTOs, VPs of Engineering, Heads of Infrastructure, CEOs, and Heads of Product

- Awareness of the current market environment for digital assets and how positive regulatory momentum in the US is shaping infrastructure investment decisions; familiarity with the competitive landscape across staking, nodes, APIs, wallets, and earn/DeFi

Sales Skills & Behaviors

- Multi-product mindset; naturally looks for the second and third product opportunity in every account conversation, not just the renewal

- High ownership mentality; proactively sources, qualifies, and progresses opportunities; organized and data-driven with an accurate forecast and strong CRM discipline

- Excellent communicator with crisp written outreach, confident on video calls, polished in executive and technical conversations; collaborative with TAMs, CSMs, Product, and Marketing while maintaining clear personal accountability for revenue outcomes

Nice to Have

- Existing relationships within CNBU's core cohorts, particularly exchanges, custodians, VC firms, or…