Strategic Account Manager - Morpho Labs

## About Morpho Morpho is a leading Decentralized Finance (DeFi) lending protocol that raised million from Ribbit Capital, a16z crypto, Coinbase Ventures, Variant, Brevan Howard, Pantera, Blocktower, and 50 others to build an open lending network giving anyone, anywhere, access to the best possible terms. Morpho is experiencing explosive growth, with over billion in deposits on the network, solidifying itself as the new standard for DeFi lending. Now, Morpho is scaling its team of contributors to establish itself as a cornerstone, not just of DeFi, but of a new internet-native financial system. ## Our Mission Morpho's mission is to power human ambition with open access to capital. Human ambition has no borders, but the capital to fuel it does. Today's financial system is closed and fragmented. No one sees all opportunities, most overpay, and some are excluded entirely. We believe capital should flow efficiently to where it's needed most - giving anyone, anywhere, access to the best possible terms.

- Own end-to-end relationships with 3 to 5 strategic enterprise accounts — from C-suite executive sponsors to product and engineering teams — acting as the primary touchpoint for account strategy, roadmap alignment, product launches, and mutual OKR planning. - Design and lead account expansion strategy across the Morpho product suite for each account, identifying and quantifying 12-month expansion targets in ACV and active loan growth, and sequentially unlocking new product adoption. - Build and run quarterly business reviews: set joint priorities, track adoption metrics such as active loan growth and product penetration, align on mutual expansion roadmaps, and escalate blockers. - Build and maintain executive sponsor relationships with customer CFOs, CROs, and Heads of Crypto, and prepare and run the 2 to 4 high-stakes account reviews per quarter attended by Morpho's CEO. - Navigate complex institutional requirements including legal, risk, KYC, compliance, contract terms, indemnification, collateral vetting, and SLA definitions, closing expanded agreements that both sides feel good about. - Act as the strategic customer's voice inside Morpho: partner with Product, Engineering, and Protocol to translate security, compliance, performance, and UX requirements into prioritized roadmap inputs, and run architecture workshops to unblock technical integration friction.

- 6+ years managing strategic enterprise accounts at a category-defining infrastructure or fintech company, with a proven track record of growing individual accounts from initial contract to 5X+ ACV through multi-product expansion. - Strong executive presence with VP Product, CFO, and CRO at $1B+ companies; fluent in financial outcomes, capital efficiency, risk management, and governance conversations. - Deep experience navigating complex enterprise contracts involving governance, regulatory, compliance, and technical clauses — SLAs, indemnification, termination — and reaching commercial outcomes both sides own. - Technical fluency with enterprise systems and blockchain infrastructure: APIs, smart contracts, custody, liquidation, oracle structures. Comfortable following engineering conversations and debugging integration issues alongside product teams. - Demonstrated success with multi-product expansion, taking customers from one product to multiple, with tracked net dollar retention of 130%+ preferred. - Comfort operating with institutional crypto counterparties — exchanges, fintech platforms, custodians — and navigating regulatory uncertainty and collateral risk as structural features of the category. - Strong ownership and autonomy — you set account strategy, prioritize your time, and drive outcomes without waiting for process or permission. - Clear and crisp async communication across time zones and shifting priorities. - Team-first mindset, low ego. - Humble.

- Expect fair, top-tier compensation, real flexibility, time together in Paris, great health coverage, and support to keep learning.

Morpho Labs develops Morpho, a next-generation decentralized lending protocol on Ethereum and Base that enables permissionless, non-custodial borrowing and lending of crypto assets with customizable markets. It powers innovative products like Bitcoin-backed loans and serves as open infrastructure for global liquidity at optimal terms.