Institutional Account Manager

About The Big Whale

The Big Whale is the independent intelligence layer for digital finance. We turn a proprietary Knowledge × Network engine — our analysts, our on-chain data, and direct access to the people rebuilding money — into intelligence that 200+ banks, asset managers, advisory firms and public institutions act on. Ask it like an AI, trust it like an analyst.

We're expanding our commercial team to deepen relationships with our institutional client base and protect the recurring revenue that base represents.

The role

You own a portfolio of institutional clients and you're accountable for one number above all: they renew, and they grow with us. This is not a junior success role — you'll sit across the table from C-level decision-makers at Europe's largest financial institutions, understand what they're actually trying to solve, and make sure TBW is indispensable to it. A happy client isn't the goal; it's what makes the renewal inevitable.

What you'll own

Retention & portfolio (≈65%)

• Own the client experience from day one: drive a fast, high-quality onboarding so each account sees real value early — the foundation every renewal is built on.
• Own the full renewal cycle for a portfolio of high-value institutional members; maximize net revenue retention.
• Run genuine Quarterly Business Reviews that keep clients getting measurable value from us — connecting our intelligence to their real strategic and regulatory agenda (MiCA, tokenization, stablecoins, custody), not a usage report.
• Be the trusted point of contact between the client and our research, product and events teams.
• Take over and stabilize a set of existing strategic accounts from day one.

Growth (≈35%)

• Identify and close upsell across the model — memberships, events and Summit sponsorships, premium data, licensing.
• Support new institutional acquisition alongside the founders and commercial leads.
• Represent TBW credibly at European industry events.

Who you are

• 4 years owning institutional or enterprise accounts — in fintech, B2B intelligence/data, financial SaaS, or consulting serving financial institutions. You've carried a retention/NRR number and hit it.
• Credible with C-suite audiences: you listen, reframe a need, and close consultative multi-product deals.
• Real working knowledge of finance and digital assets — enough to hold a substantive conversation with a bank's strategy team, not just enthusiasm.
• Autonomous and process-driven. We're a small, flat, full-remote, AI-centric team; you'll operate with little supervision and a lot of leverage.
• Fluent English required; French a strong plus. Based in the EU.

What we offer

• A high-exposure commercial role with direct ownership of relationships at the largest institutions in European finance.
• A small team where the work is visibly yours, and a clear path to Head of Accounts as we scale.
• Competitive base plus performance bonus tied to renewal rate and upsell revenue.
• Full-remote, EU-based.

Reporting to the founders and commercial leads. Based in the EU, full remote.