The Stellar Development Foundation (SDF) is hiring a Director of Account Management to lead the account management practice within our Business Development team. You will be instrumental in driving the adoption and expansion of everyday financial services use cases on the Stellar network. This player-coach role combines team leadership with directly managing a portfolio of Tier 1 ecosystem partners.
What You'll Do
- Serve as a player-coach, leading the Account Management pod by setting performance standards and establishing best practices.
- Directly manage a personal portfolio of Tier 1 ecosystem partners.
- Represent the Account Management practice within SDF, designing, implementing, and optimizing management processes and supporting assets.
- Drive high-stakes engagement with regulated asset issuers, financial institutions, and payment providers to accelerate ecosystem growth.
- Scale Tokenized Real-World Assets (RWAs) by increasing AUM, TVL, and RWA-specific Monthly Active Users (MAUs).
- Expand payment operations by increasing payment volumes, wallet adoption, and Monthly Active Accounts (MAAs).
- Deepen DeFi integration by maximizing TVL across the network.
- Identify and pitch high-growth opportunities, products, and features to existing partners.
- Structure cross-sell and upsell deals aligned with Stellar’s long-term ecosystem strategy.
- Provide actionable insights on market trends, regulatory shifts, and competitive positioning.
- Act as a strategic advisor to Business Development teams to refine Go-To-Market (GTM) strategies.
- Partner closely with Legal, Compliance, Product, and Engineering teams to remove friction for partners.
- Serve as a subject matter expert and brand ambassador, educating partners on the Stellar network.
What We're Looking For
- 10+ years in business development or account management within financial services, capital markets, or asset management.
- Deep functional knowledge of the full lifecycle of traditional assets—including issuance, custody, and secondary market trading.
- Direct experience navigating the operational and regulatory requirements of institutional financial entities.
- Knowledge of blockchain and asset tokenization.
- Proven ability to manage complex relationships with institutional partners and navigate regulatory frameworks.
- Ability to identify emerging opportunities in the blockchain space and create a framework for competitive knowledge.
- Ability to communicate to both technical and non-technical audiences.
Nice to Have
- Understanding of compliance requirements related to securities, tokenized assets, and financial regulations.
- Previous experience in a role interfacing with both technical and business stakeholders.
- Knowledge about Stellar features and ecosystem.
Team & Environment
You will lead the Account Management pod within the Business Development team.
Benefits & Compensation
- Compensation range: $225,000 - $335,000 + equity via Lumen-denominated grants.
- Competitive health, dental & vision coverage with most plans covered at 100% for the employee + any dependants.
- Flexible time off + 15 company holidays including a company-wide holiday break.
- Up to 12 weeks of paid parental leave for both non-birthing and birthing parents.
- Up to 14 weeks of paid pregnancy leave for birthing parents.
- Gym reimbursement ($80 per month).
- Life & ADD insurance (up to $50K).
- Short & Long term disability insurance.
- 401K with 4% match.
- Health & Dependent Care FSA Accounts.
- Commuter benefits with $250/month employer contribution.
- Health Savings Account (HSA) with monthly employer contribution.
- Family building benefits through Kindbody.
- Wellbeing benefits (One Medical, Rightway, Headspace).
- L&D budget of $1,500/year.
- Daily lunch and snacks in office.
- Company retreats.
Work Mode
This position operates on a hybrid work model.
SDF is committed to diversity in its workforce and is proud to be an equal opportunity employer.
