• Exceed quarterly and annual targets for acquisition, retention and growth including quota, GRR, NRR, cross-sell, and upsell for assigned accounts. • Consult with economic buyers, champions, and other stakeholders to understand the customer’s workforce upskilling and reskilling needs, business challenges, and key goals. • Drive growth: Consistently deliver top-line revenue through new customer acquisition, surpassing quota targets and securing high-value mid-market wins. • Prospect relentlessly: Build and maintain a robust pipeline, targeting Fortune 1000 and mid-market organizations. • Consult at the executive level: Partner with senior decision makers to identify pain points and present Skillsoft’s Content and Platform as transformative solutions for their organization. • Develop and execute account strategies aligned with customer workforce transformation needs and utilizing key customer and industry data points. • Establish strong customer partnerships spanning the lifecycle (e.g., acquisition, onboarding, adoption, expansion, renewal) and leverage internal resources appropriately to meet customer needs. • Generate, update, and close new business, renewal and expansion opportunities to ensure forecast accuracy and meet targets. • Provide guidance, tools, resources, best practices, and business reviews across multiple Skillsoft products and solutions, ensuring each customer achieves value realization, leading to renewal and expansion. • Meet all requirements related to CRM hygiene including account health, account plans, close plans, activities, contacts, communications records, NPS, etc. • Manage renewal timelines effectively including reassessing needs, issuing prompt and accurate quotes, responses, and proposals, and executing contracts. • Achieve annual certification in the use of Skillsoft methodologies, models, and tools used to drive value realization, renewals, and growth.

• Develop and grow the West Zone’s strategic institutional accounts, including Dental - Schools, Universities and Government Accounts. • Identify opportunities for account growth and execute appropriate sales strategies by leveraging a broad product portfolio. • Lead an internal team without direct authority in support of sales objectives. • Build advocacy with dealer partners to drive customer acquisition and growth in existing accounts. • Use CRM to properly manage sales opportunities within the territory. • Stay informed on products, technologies, and competitive activity to support sales and marketing efforts. • Manage assigned geographical territory within allocated expense budget. • Participate in local trade shows and company meetings as appropriate.

• Own and grow a portfolio of high-value accounts, with a core focus on driving AUM and trading activity • Drive a proactive, strategic approach to account growth by identifying and executing on expansion opportunities across existing partners • Run account strategy, campaigns, and engagement plans to deepen relationships and increase usage • Manage QBRs / MBRs (as the function matures), particularly with institutional clients (e.g. exchanges, brokerages, fintechs) • Work across a diverse partner base — from large TradFi players to emerging DeFi protocols • Partner cross-functionally with product, legal/compliance, treasury, and sales on integrations, incentives, and account growth • Track and optimize marketing incentives vs ROI, ensuring commercial efficiency • Support treasury allocation requests and partner needs across the lifecycle • Use tools like Salesforce, Dune, and AI workflows (Claude, n8n, etc.) to manage accounts, reporting, and insights • Represent xStocks at global conferences, summits, and roadshows (~30–35% travel across US, APAC, Europe)

Building the Future of Crypto Our Krakenites are a world-class team with crypto conviction, united by our desire to discover and unlock the potential of crypto and blockchain technology. What makes us different? Kraken is a mission-focused company rooted in crypto values. As a Krakenite, you’ll join us on our mission to accelerate the global adoption of crypto, so that everyone can achieve financial freedom and inclusion. For over a decade, Kraken’s focus on our mission and crypto ethos has attracted many of the most talented crypto experts in the world. Before you apply, please read the Kraken Culture page to learn more about our internal culture, values, and mission. We also expect candidates to familiarize themselves with the Kraken app. Learn how to create a Kraken account here. As a fully remote company, we have Krakenites in 70+ countries who speak over 50 languages. Krakenites are industry pioneers who develop premium crypto products for experienced traders, institutions, and newcomers to the space. Kraken is committed to industry-leading security, crypto education, and world-class client support through our products like Kraken Pro, Desktop, Wallet, and Kraken Futures. Become a Krakenite and build the future of crypto! Proof of work The team Reporting to the General Manager of xStocks, this role sits at the center of our global partner ecosystem and growth strategy. xStocks is building at the intersection of traditional equities and tokenized assets, working with a diverse set of partners across exchanges, fintechs, institutions, and DeFi protocols. As an Account Manager, xStocks, you will own and grow a portfolio of strategic partners, helping them scale adoption, increase AUM, and deepen their use of tokenized equities. You’ll act as a trusted partner externally, while internally operating across product, compliance, legal, treasury, and sales to ensure seamless execution and long-term success. This role requires a strong balance of commercial ownership, product understanding, and relationship management, working across both high-profile institutional clients and emerging crypto-native partners. You’ll play a key role in identifying growth opportunities, driving engagement, and positioning xStocks as a leading platform in tokenized asset infrastructure. The opportunity - Own and grow a portfolio of high-value accounts, with a core focus on driving AUM and trading activity - Drive a proactive, strategic approach to account growth by identifying and executing on expansion opportunities across existing partners - Run account strategy, campaigns, and engagement plans to deepen relationships and increase usage - Manage QBRs / MBRs (as the function matures), particularly with institutional clients (e.g. exchanges, brokerages, fintechs) - Work across a diverse partner base — from large TradFi players to emerging DeFi protocols (including hands-on channels like Telegram where needed) - Partner cross-functionally with product, legal/compliance, treasury, and sales on integrations, incentives, and account growth - Track and optimize marketing incentives vs ROI, ensuring commercial efficiency - Support treasury allocation requests and partner needs across the lifecycle - Use tools like Salesforce, Dune, and AI workflows (Claude, n8n, etc.) to manage accounts, reporting, and insights - Represent xStocks at global conferences, summits, and roadshows (~30–35% travel across US, APAC, Europe) Skills you should HODL - 5–7 years in Account Management / client-facing roles within fintech, crypto, or capital markets - 2–3+ years in crypto, with solid understanding of DeFi, protocols, stablecoins, and on-chain ecosystems - Experience working with institutional clients and/or trading/brokerage infrastructure (TradFi exposure is important) - Proven ability to grow existing accounts (AUM, revenue, engagement) — not just close new logos - Comfortable operating in ambiguity, asking the right questions, and building structure where none exists - Strong cross-functional operator — able to work across product, compliance, legal, and commercial teams - Commercially sharp with ability to manage incentives, track ROI, and drive measurable growth - Professional presence with the ability to engage both institutional clients and crypto-native partners Nice to haves - Experience working with DeFi protocols or on-chain partners - Familiarity with Dune analytics, CRM systems (Salesforce), and AI tooling - Prior exposure to tokenized assets or equities / market structure #LI-Remote Unless a specific application deadline is stated in the job posting, applications are accepted on an ongoing basis. Please note, applicants are permitted to redact or remove information on their resume that identifies age, date of birth, or dates of attendance at or graduation from an educational institution. We consider qualified applicants with criminal histories for employment on our team, assessing candidates in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance. Kraken is powered by people from around the world and we celebrate all Krakenites for their diverse talents, backgrounds, contributions and unique perspectives. We hire strictly based on merit, meaning we seek out the candidates with the right abilities, knowledge, and skills considered the most suitable for the job. We encourage you to apply for roles where you don't fully meet the listed requirements, especially if you're passionate or knowledgable about crypto! We may ask candidates to complete job-related skills or work-style assessments as part of our hiring process. These assessments are designed to evaluate competencies relevant to the role and are applied consistently across candidates for similar positions. Assessment results are considered alongside other relevant information, such as experience and interviews, and are not the sole basis for any employment decision. As an equal opportunity employer, we don’t tolerate discrimination or harassment of any kind. Whether that’s based on race, ethnicity, age, gender identity, citizenship, religion, sexual orientation, disability, pregnancy, veteran status or any other protected characteristic as outlined by federal, state or local laws. Stay in the know Follow us on Twitter Learn on the Kraken Blog Connect on LinkedIn Candidate Privacy Notice