Relationship Management - Protocols

At Anchorage Digital, we are building the world’s most advanced digital asset platform for institutions to participate in crypto.

Anchorage Digital is a crypto platform that enables institutions to participate in digital assets through custody, staking, trading, governance, settlement, and the industry's leading security infrastructure. Home to Anchorage Digital Bank N.A., the only federally chartered crypto bank in the U.S., Anchorage Digital also serves institutions through Anchorage Digital Singapore, Porto by Anchorage Digital, and other offerings.

The company is funded by leading institutions including Andreessen Horowitz, GIC, Goldman Sachs, KKR, and Visa, with its Series D valuation over $3 billion. Founded in 2017 in San Francisco, California, Anchorage Digital has offices in New York, New York; Porto, Portugal; Singapore; and Sioux Falls, South Dakota. Learn more at anchorage.com, on X @Anchorage, and on LinkedIn. 

The Relationship Manager is a key member of the Anchorage Digital sales team. As a member of the team you are responsible for generating new revenue opportunities through cross-selling, as well as driving organic revenue by growing and protecting wallet share. In this role you are 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:

• 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.
• Account Management: Serve as the primary point of contact and trusted advisor for a portfolio of our protocol foundation and treasury clients. Develop a deep understanding of their strategic priorities, technical roadmaps, and pain points.
• Deal Navigation: Structure and negotiate bespoke, multi-product commercial agreements that ecomompass all of Anchorage Digital’s offerings in order to create win-win scenarios. This includes everything from banking and treasury management mandates to complex ecosystem investments and TVL strategies.

• 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.

• 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.

• 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 to help grow revenue efficiently.
• Enhance relationships and your network with senior internal and external stakeholders that impact the success of the sales team.

• Institutional account management experience within digital assets, financial services and/or SaaS, with a strong track record of closing deals and hitting targets.
• 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.

• Were emotionally moved by the soundtrack to Hamilton, which chronicles the founding of a new financial system. :)

About Anchorage Digital: Who we are

The Anchorage Village, what we call our team, brings together the brightest minds from platform security, financial services, and distributed ledger technology to provide the building blocks that empower institutions to safely participate in  the evolving digital asset ecosystem. As a diverse team of more than 300 members, we are united in one common goal: building the future of finance by providing the foundation upon which value moves safely in the new global economy. 

Anchorage Digital is committed to being a welcoming and inclusive workplace for everyone, and we are intentional about making sure people feel respected, supported, and connected at work—regardless of who you are or where you come from. We value and celebrate our differences and we believe being open about who we are allows us to do the best work of our lives.

Anchorage Digital is an Equal Opportunity Employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. Anchorage Digital considers qualified applicants regardless of criminal histories, consistent with other legal requirements. “Anchorage Digital” refers to services that are offered either through Anchorage Digital Bank National Association, an OCC-chartered national trust bank, or Anchorage Lending CA, LLC a finance lender licensed by the California Department of Financial Protection and Innovation, License No. 60DBO-11976, or Anchorage Digital Singapore Pte Ltd, a Singapore private limited company, all wholly-owned subsidiaries of Anchor Labs, Inc., a Delaware corporation.

Protecting your privacy rights is important to Anchorage Digital, and we work to maintain the trust and confidence of our clients when handling personal or financial information. Please see our privacy policy notices here.