Account Manager, API (L2)

CoinGeckoSelangorPosted 2 months ago

Client ServicesRemoteFull-timeStaffMalaysiaMYR 94k / yearly

Job Description

CoinGecko is a global leader in tracking cryptocurrency data. Operating since 2014, CoinGecko has built the world's largest cryptocurrency data platform, tracking over 10,000 tokens across more than 400 exchanges, serving over 300 million page views in more than 100 countries, and handling more than 45 billion API calls every month. We are proud to have played a major part in mainstream awareness, adoption, and education of cryptocurrency globally.

We at CoinGecko believe that cryptocurrency and blockchain will define the future of finance, bringing greater financial and economic freedom around the world. In anticipation of that future, CoinGecko is building the foundation to scale cryptocurrency market data to serve billions.

We practice transparent salaries and a level structure at CoinGecko:

Please note that this is a remote-first role based in Malaysia, specifically in Selangor or Kuala Lumpur.
Annual On-Target Earning (OTE) for a Mid-Level (L2) role is RM188,605 (70-30 base/commission split).
Learn more about our level structure at CoinGecko's Career Progression.

About the Role:

As an Account Manager (API) at the L2 level, you are the primary commercial owner of a mid-market portfolio of API customers. Your core mandate is to drive revenue retention and expansion: you own the full renewal motion and are responsible for identifying, developing, and closing upsell and cross-sell opportunities end-to-end - without reliance on a separate sales function.

You engage customers strategically - through structured business reviews, proactive outreach, and data-driven consultation - to ensure they realise measurable value from CoinGecko's API and grow their usage over time. You are not a support function; first-line technical support is handled by a dedicated team. Your focus is on commercial outcomes and strategic account health.

What You'll Be Doing

Mid-Market Portfolio Ownership

Own and manage a defined portfolio of Mid-Market API accounts. Maintain accurate, up-to-date account health indicators, usage data, and renewal status in CRM. You are accountable for the commercial performance of your book of business.

Monitor usage trends, engagement signals, and risk indicators across all accounts proactively.

Maintain complete and accurate CRM records including renewal forecasts, health scores, and expansion pipeline.

Flag at-risk accounts early and execute timely intervention plans before churn becomes a risk.

Retention & Renewal Management

Own the end-to-end renewal motion for your portfolio. Proactively manage the renewal cycle to achieve a consistently high renewal rate, and accurately forecast renewal outcomes on a rolling basis.

Lead all renewal conversations directly - from initial engagement to commercial close.

Identify renewal risk early through usage analysis and stakeholder engagement, and develop mitigation strategies.

Provide accurate and timely renewal forecasts to management, supported by account-level data.

Revenue Expansion & Upsell

Independently identify, develop, and close expansion opportunities within your existing accounts. You own the full expansion motion end-to-end - there is no handoff to a separate Account Executive.

Conduct structured discovery to surface new use cases, higher-tier plan needs, or additional API endpoints that deliver clear customer value.

Build and present commercial proposals that articulate ROI and business impact, tailored to each customer's goals.

Drive upsell and cross-sell initiatives to consistently meet or exceed assigned expansion targets.

Share account insights and successful approaches with teammates to raise team-wide expansion performance.

Strategic Account Engagement

Establish and maintain a proactive, value-driven engagement rhythm with each account. Conduct structured business reviews that connect CoinGecko's API capabilities directly to customer KPIs and business objectives - not just product updates.

Run regular business reviews (e.g., QBRs) with clear agendas, measurable outcomes, and defined next steps.

Align API usage with the customer's evolving product roadmap and business goals to build long-term strategic partnership.

Identify and develop new use cases that strengthen adoption, deepen integration, and create commercial momentum.

Engage multiple stakeholders within each account, including technical and business decision-makers.

Commercial & Strategic Consultation

Serve as the primary strategic point of contact for your accounts via email, Telegram, and Slack. Your engagement is consultative and commercial in nature - not first-line support. Technical support queries are handled by the dedicated support team; you focus on guiding customers toward greater value and commercial outcomes.

Address commercial questions, usage strategy, plan optimisation, and product-fit discussions directly.

Triage inbound account queries appropriately - resolving strategic matters yourself and routing technical issues to the support team with full context.

Maintain response quality and SLA standards for commercial communications across your portfolio.

Product Enablement & Education

Educate customers on the features, endpoints, and use cases of CoinGecko's API to maximise adoption and unlock expansion potential. Product knowledge is a commercial tool - deeper customer usage creates more revenue opportunity.

Develop and deliver targeted product education tailored to each customer's use case and technical maturity.

Produce educational resources such as FAQs, use case guides, and best-practice documentation that drive self-sufficient adoption.

Stay current on CoinGecko's API roadmap and new features, proactively introducing relevant updates to customers.

Customer Advocacy & Product Feedback

Act as the voice of the customer internally. Gather, document, and synthesise product feedback from your portfolio to inform CoinGecko's product roadmap, with a focus on changes that support retention and expansion outcomes.

Capture and document customer feedback in a structured way, with clear context on business impact and commercial relevance.

Represent customer needs in internal product and strategy discussions.

Work with the product team to prioritise improvements that reduce churn risk or unlock new expansion use cases.

Process Improvement & Team Contribution

Contribute to the continuous improvement of Account Management practices. At L2, you are expected to demonstrate informal leadership by mentoring L1 team members and contributing to team knowledge.

Identify and suggest improvements to account management processes, playbooks, and engagement frameworks.

Mentor interns and junior (L1) team members, sharing account management skills and commercial best practices.

Participate actively in knowledge-sharing activities and team discussions.

Stay current with emerging trends in the cryptocurrency, blockchain, and data API landscape.

You are required to support any ad hoc tasks as required by the company.

What We Look For In You

Commercial Experience

3 - 4 years of experience in account management, customer success, or a revenue-facing role - preferably in crypto, fintech, or a SaaS business.

Demonstrated track record of owning renewal and expansion targets and consistently meeting or exceeding them.

Experience independently managing a mid-market portfolio, including running business reviews and owning commercial conversations end-to-end.

Account Management & Commercial Acumen

Strong understanding of account management principles: portfolio segmentation, renewal forecasting, churn risk management, and expansion pipeline development.

Familiar with SaaS commercial metrics including Renewal Rate, Net Revenue Retention (NRR), and Expansion ARR.

Ability to identify and articulate expansion opportunities tied to clear customer business outcomes - not just product features.

Product & Technical Knowledge

Understanding of CoinGecko's API service sufficient to engage confidently in commercial and strategic discussions with technical customers.

Ability to pick up product knowledge, blockchain/cryptocurrency domain knowledge, and business context quickly.

Comfortable translating technical API capabilities into clear business value for non-technical stakeholders.

Data & CRM Proficiency

Proficient in CRM tools such as HubSpot for pipeline management, renewal tracking, and account health monitoring.

Ability to use data tools to derive insights, identify usage trends, and make data-informed commercial decisions.

Results- and data-driven: comfortable preparing renewal forecasts, tracking expansion pipeline, and reporting on portfolio performance.

Negotiation & Persuasion

Equipped with solid negotiation and persuasion skills, with sound business acumen to present win-win commercial outcomes.

Comfortable leading renewal and upsell conversations independently across different stakeholder levels, from technical users to business decision-makers.

Communication & Stakeholder Management

Excellent communicator who can build strong working relationships internally and externally.

Able to adapt communication style for technical and non-technical audiences.

Can present, persuade, and influence stakeholders at all levels - from individual contributors to C-suite.

Problem Solving & Analytical Thinking

Demonstrates the ability to figure out solutions to complex account challenges, using sound judgment and a data-informed approach.

Proactive in identifying risks and opportunities before they escalate, rather than reacting after the fact.

Leadership & Ownership

Self-motivated and able to work independently with minimal supervision.

Takes full ownership of commercial outcomes within their portfolio - does not wait to be told what to do.

Demonstrates informal leadership: approachable and willing to mentor junior teammates.

Entrepreneurial & Growth Mindset

Resourceful and comfortable working in a fast-paced, high-growth environment with evolving processes.

Curious about new tools, technologies, and ways of working - proactively looks for improvements.

Web3 Interest

Personal or professional experience in blockchain, cryptocurrency, Web3, and related technologies is a strong plus.

Additional Information

Perks at CoinGecko:

• Remote Work Flexibility: Work wherever you feel most productive. We also provide office space in 1Powerhouse (Malaysia) and WeWork (Singapore) if you ever feel like meeting your colleagues in person.

• Comprehensive Insurance Coverage: We provide life and hospitalization coverage for you, along with hospitalization coverage for your dependents.

• Virtual Share Options: You'll be entitled to virtual options, with terms and conditions.

• Bonus: You’ll be entitled to a bonus, with terms and conditions.

• Parking Allowance: Allocated on a claim basis to ease the cost of travelling.

• Meal Allowance: You will be given a monthly fixed allowance of RM600 or SGD400 to subsidize the cost of your meals.

• Learning Allowance: You will be allocated an annual budget of USD500 (claim basis) to help you continuously learn in the pursuit of your professional and personal development.

• Social Activity Allowance: Want to set a date to watch a movie or play futsal with your colleagues? Get it organized and we subsidize a portion (claim basis) of the cost.

• Annual Company Offsite: We gather once a year to meet each other in person, reflect on the year, and partake in social activities!

CoinGecko is an equal employment opportunity employer. Qualified candidates are considered for employment without regard to race, religion, gender, gender identity, sexual orientation, national origin, age, military or veteran status, disability, or any other characteristic protected by applicable law.

Interested in being a Gecko? Hit the apply button to get started on your application!

Job descriptions are sourced from publicly available company career pages via their official APIs. All trademarks and content belong to their respective owners. If you are a company representative and would like to modify or remove this listing, please contact us.