Description
At Anchorage Digital, we are building the world’s most advanced digital asset platform for institutions to participate in crypto.
As a Member of Relationship Management, you will be a key member of the Anchorage Digital sales team. Your primary responsibility will be to generate new revenue opportunities through cross-selling, as well as driving organic revenue by growing and protecting wallet share.
In this role, you will be responsible for delivering Anchorage’s full suite of digital asset services and understanding the needs and opportunities of your specific client portfolio and monetizing them.
Members of the sales organization at Anchorage Digital are integral to driving forward the growth and future success of the company by originating, developing, and maintaining high-value client relationships, and monetizing our products and services.
Members of the team are expected to drive revenue for the firm, as well as being ambassadors for the company and our industry, building Anchorage Digital’s reputation as a trusted partner.
Members of the team are expected to work in a collaborative manner with their peers across the team as well as the broader organization, sharing insights, solving problems, and driving new initiatives that will serve the needs of our clients and attract new customers to the platform.
Skills required include professional communication, negotiation, creative thinking, and problem-solving.
As an RM team member, you are expected to develop account plans and strategies to drive revenue growth, build and maintain a robust pipeline, and provide visibility into the opportunities using our CRM system.
In addition to managing your portfolio of clients, you will also be involved in helping to drive the broader sales efforts around high-net-worth/family offices and crypto asset manager/VCs.
Everyone is expected to become educated on all aspects of the Anchorage Digital platform and our unique value proposition, and continue to update their knowledge of our platform and developments in the industry.
We have created the Factors of Growth & Impact to help Villagers better measure impact and articulate coaching, feedback, and the rich and rewarding learning that happens while exploring, developing, and mastering the capabilities and contributions within and outside of the Member of Relationship Manager role:
Technical Skills:
- Demonstrate complete conceptual knowledge and full understanding of the Anchorage Digital platform and products with expertise in the area of high-net-worth/family offices and crypto asset manager/VCs.
- Apply analytical and problem-solving skills to identify ways to leverage the Anchorage platform to solve problems for clients and demonstrate our value proposition.
- Resolve a wide range of client issues in creative ways, suggesting different potential approaches and adapting to dynamic circumstances.
Complexity and Impact of Work:
- Apply judgment in evaluating deals and presenting the right course of action, which could involve restructuring pricing proposals, operational solutions, etc.
- Work autonomously, defining priorities to grow and protect revenue by applying creative problem-solving skills with minimal supervision.
- Take full responsibility to drive the entire lifecycle of a deal, from origination to closure, and execute deals decisively with optimal revenue outcomes for the firm.
- Work with clients to help them achieve their objectives and solve problems across a diverse scope of needs.
- Proactively identify new opportunities and maintain a robust pipeline with minimal intervention.
- Participate in the hiring process by submitting referrals, conducting interviews, meeting candidates, attending recruiting events, or presenting externally.
Organizational Knowledge:
- Stay abreast of the Anchorage strategy and actively deliver upon expanding our lead in the buy-and-hold customer base, establishing a foothold with RIAs and large asset managers, capitalizing on our strength in safe settlement, and being great at regulation without forcing it on our clients.
- Understand how the company’s priorities relate to our customer segments and product offerings, and source opportunities to drive revenue that supports the priorities of the firm.
Communication and Influence:
- Be a role model and embody our culture pillars. Promote a positive working environment through proper listening, speaking, and empathy with team members.
- Contribute to cross-functional projects, collaborate with our team and adjacent teams to solve problems, and assist or teach other team members.
- Adapt communication both internally and externally in an effective manner, explaining and convincing others the need to adapt or change processes, policies, structures, and methods to help grow revenue efficiently.
- Enhance relationships and your network with senior internal and external stakeholders that impact the success of the sales team.
You may be a fit for this role if you have:
- Institutional account management experience within digital assets, financial services, and/or SaaS, with a strong track record of closing deals and hitting targets, within the APAC region.
- Direct crypto industry experience and network is required, and strong technical knowledge of digital assets.
- Team player and collaborative approach.
- Strong executive presence and ability to articulate Anchorage Digital’s unique value proposition.
- A strong network of institutional clients (all types) and peers active in digital assets and/or fintech.
- Desire to work in a fast-paced, start-up environment.
Although not a requirement, bonus points if you:
- Were emotionally moved by the soundtrack to Hamilton, which chronicles the founding of a new financial system.