Strategic Relationship Manager - Crypto

Crypto has grown up. The companies building in this space today are exchanges, stablecoin issuers, payments and infrastructure providers, custody platforms, and the funds that back them. They move real money, operate under intense regulatory scrutiny, and need a banking partner that understands how they work. Many of them already run on Mercury. Crypto is a priority vertical for us, and we've started building the foundation for how Mercury serves it. We're now looking for the person to own it outright: someone who will set the strategy for the vertical, act as the relationship manager for our highest-value crypto accounts, and build the playbooks that let this motion scale. You'll have real ownership, a clear mandate, and the chance to define how Mercury shows up for one of the most demanding and fastest-moving segments in fintech. If you know this space from the inside, this role was built for you. What you’ll do Own the crypto vertical and the relationships that define it Set the strategy for how Mercury serves crypto-native businesses, defining target segments, coverage models, and the standards for what great looks like across the vertical. You'll be the person leadership turns to for a point of view on where this market is going and how Mercury should respond. Serve as the primary relationship owner for Mercury's highest-value crypto accounts, building trust with founders, finance leaders, and operators at exchanges, stablecoin and payments companies, custody providers, and funds. You'll be the person they call when something matters, and the one anticipating the need before they do. Manage and grow Mercury's crypto partner ecosystem, stewarding existing partner relationships and expanding thoughtfully to strengthen Mercury's top-of-funnel presence in the crypto world. Drive adoption and expansion Execute and adapt playbooks for cards, credit, treasury, and new products for the crypto motion, where adoption decisions involve sophisticated finance teams, treasury operations, and a higher bar for diligence than a typical account. Build the playbooks, workflows, and tooling that make the crypto motion scalable. Partner with other functions inside Mercury’s revenue team to manage the long tail business inside the book. Be the voice of crypto internally and externally Partner closely with Compliance, Risk, and BSA/AML teams to navigate the regulatory complexity unique to banking crypto, helping customers understand requirements and helping Mercury serve the space responsibly and sustainably. Channel insights from crypto operators back to Product, Marketing, and Policy Leadership, translating the way these businesses work and the gaps they hit into actionable feedback that shapes our roadmap. Represent Mercury in the crypto community, at conferences, in founder and operator networks, and in the conversations that establish Mercury as a credible, serious partner to the space. You should have 7 to 10 years in customer success, relationship banking, fintech account management, or expansion-focused roles where you've owned a book of high-value, sophisticated accounts and driven retention and expansion, with a track record of operating as the most senior individual contributor in the room. Deep fluency in the crypto ecosystem. You understand how exchanges, stablecoin issuers, payments and infrastructure companies, custody providers, and funds operate, and you can speak credibly about on/off-ramps, custody, treasury management, and the operational realities of running a crypto business. A working understanding of the regulatory and compliance environment around crypto and banking, including BSA/AML, KYC, and the reasons banking this space is uniquely complex. You can hold a credible conversation with a Chief Compliance Officer and with a founder in the same afternoon. Experience owning or shaping a vertical, segment, or coverage model, not just executing within one. You've defined strategy, built playbooks, and set the standard others followed. Clear, confident communication with finance leaders, founders, and executives. You're comfortable in an executive business review with a CFO and a quick Slack exchange with an operator. Comfort with cutting edge AI to build automated operational workflows, allowing you to spend time with what matters most: talking to customers and partners. Nice to have Direct experience working at or with a crypto-native company such as an exchange, stablecoin issuer, custody provider, payments platform, or crypto fund. Background in commercial banking, treasury management, or capital markets that gives you fluency in the financial products Mercury offers. A network in the crypto community, where you've built a reputation as a trusted, knowledgeable partner to founders and operators in the space. Experience designing or iterating on customer success playbooks, coverage models, or scalability experiments for a new or emerging vertical. The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits. Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers. Our target new hire base salary ranges for this role are the following: US employees in New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $180,900-$226,100 US employees outside of New York City, Los Angeles, Seattle, or the San Francisco Bay Area: $162,800-$203,500 *Mercury is a fintech company, not an FDIC-insured bank. Banking services provided through Choice Financial Group and Column N.A., Members FDIC Mercury values diversity & belonging and is proud to be an Equal Employment Opportunity employer. All individuals seeking employment at Mercury are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic. We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities or special needs. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role. #J-18808-Ljbffr