We are Utila, an enterprise-grade platform that powers digital asset operations for more than 200 global institutions. Our technology secures $15B+ in monthly transaction volume and has protected over $100B to date. Backed by $50M in funding, Utila is growing fast with a rapidly expanding global customer base. We build mission-critical infrastructure for institutions operating in the digital asset space, where security, reliability, and scale are non-negotiable. Our customers include fintechs, trading firms, payment companies, and enterprises managing large-scale digital asset operations. This is a revenue-owning IC role within an established EMEA CS team. You’ll own a book of institutional accounts - renewals, expansions, and net-new onboarding and product adoption - and be expected to run the full commercial lifecycle: discovery, negotiation, and close. You’ll coordinate with Tel Aviv-based Product, Sales, and Finance while managing relationships with CFOs, CTOs, and COOs across the UK, Europe, the Middle East, and Africa. Responsibilities Commercial Ownership Run end-to-end commercial cycles: renewal, upsell, and cross-sell from initial stakeholder mapping through signed contract Manage and forecast a regional ARR book; own churn mitigation and net revenue retention targets Lead complex multi-stakeholder negotiations - pricing, SLAs, contract terms - with C-suite counterparts Conduct build-vs-buy analysis conversations with technically sophisticated clients evaluating Utila against proprietary alternatives Identify and size expansion opportunities across the portfolio; build account plans with clear revenue milestones Strategic Account Management Own institutional accounts (exchanges, OTC desks, funds, fintechs) from onboarding through multi-year retention Act as a strategic business advisor to CFOs/CTOs/COOs, translating MPC wallet infrastructure into operational efficiency and competitive
