Account Manager / Senior Account Manager

Reports to : Chief Commercial Officer
Location : Three openings: London, Abu Dhabi,   Singapore or Hong Kong. Travel c. 20-30%.
Levels : Senior Account Manager: Tier 1 strategic clients (book of c. 8-10). Account Manager: Tier 2 core clients (book of c. 20-30). Both will run new onboardings, typically 3-5 at a time.
Team : Client Coverage: Sales, Account   Managers, Client Desk, Onboarding Support Zodia Markets is a regulated institutional digital-asset firm backed by Standard Chartered. Our business is stablecoin on- and off-ramping and wholesale cross-border money transfer for institutional clients such as payment firms, exchanges, brokers, liquidity providers and banks. We handle more than USD 3bn of stablecoin volume a month and work from London, Abu Dhabi and Asia. Own each assigned client end to end. You introduce Zodia Markets at a strategic level, build the business case, run and own the onboarding, bring the client live and then grow the relationship in products, corridors and share of wallet. Our clients are institutions, often groups with several legal entities across jurisdictions. The role calls for a structured project manager with commercial judgement more than for an outgoing salesperson. You are supported by an in-house Onboarding Support team and by Compliance, but the onboarding is yours. Business case and commercial terms

• Accept, reject or return opportunities at Gate 1 within five business days, based on the gate tests
• Lead the strategic introduction of the firm to the client's senior stakeholders; understand the client's business, flows and group structure
• Build the business case and proposal with Product, and agree commercial terms within the pricing policy
• Present the onboarding plan and capacity request at Gate 2

Onboarding: accountable from start to finish

• Map the client's entities, jurisdictions, ownership and use cases; confirm which entity will trade and that banking is in place
• Agree the onboarding plan and timeline with the client; issue the requirements pack and collect KYC/KYB documentation directly from the client
• Work with Onboarding Support, who check completeness before submission, and resolve any gaps they return
• Coordinate Compliance, Legal, Operations and Technology; answer Compliance queries without pre-empting their decision
• Make sure T&Cs are signed and the first trade happens. Onboarding is not complete until the client trades

Go-live and growth

• Bring the client live, including portal and API access, and hand daily contact to a Sales Trader
• Maintain an account plan per client; hold regular reviews (quarterly business reviews for Tier 1)
• Introduce new products, currencies and corridors and increase share of wallet; raise product needs with Product
• Monitor activity and revenue. Act early on declines, and apply the dormant-client rule (suspend after 6 months without a trade, offboard after 12)
• Support periodic KYC reviews and changes to the client's structure with Onboarding Support and Compliance

Continuity and discipline

• On joining, take over Tier 1 and Tier 2 clients in your centre through joint introductions with their current owner
• Act as named deputy for a colleague's accounts; keep the HubSpot record current so that cover is seamless
• Record key interactions, decisions and next steps in HubSpot, including decisions agreed in chat channels
• Escalate unusual client activity or concerns to Compliance in line with firm procedures

Not part of this role

• Formal risk rating or approval of clients (Compliance)
• Daily execution and routine client service (Client Desk)

How success is measured

• Time from Gate 2 to first trade
• Revenue and growth of the book; net revenue retention
• Share of onboarding files accepted by Compliance at first submission (shared with Onboarding Support)
• Products and corridors per client; account plans delivered
• Share of the book that is active each month

Experience and knowledge

• Senior AM: 10+ years; AM: 5 + years in relationship management, client implementation or onboarding of institutional clients in transaction banking, cash management, payments, prime services, custody or digital-asset infrastructure
• Proven management of complex, multi-entity, multi-jurisdiction onboardings or implementations from start to go-live
• Solid understanding of KYC/KYB for institutions: corporate structures, UBO identification, regulated-status evidence, source of funds
• Commercial acumen: can build a business case, negotiate terms and grow a book
• Knowledge of payment systems and stablecoin settlement; a project-management qualification is an advantage

Personal attributes

• Structured, organised and reliable; plans the work and keeps commitments
• A trusted adviser who is patient with complex client organisations
• Takes ownership and does not hand problems over
• Respects controls and works with Compliance, not around it

Regulatory and conduct
The role is subject to the firm's fitness and propriety assessment and to any regulatory approval or certification that applies to it in the relevant entity. The holder is expected to meet the applicable conduct rules and to treat compliance, client-data confidentiality and market conduct as part of the job, not as someone else's.