Clearwater Analytics · Los Angeles
Sales & Businessposted 3w ago
Job Summary
As a Senior Account Manager, you’ll own and grow a book of institutional client relationships that spans REITs, corporations, insurers, and clients who come to us through bank custody partnerships. You’re each client’s main point of contact and the person accountable for how that part of the book performs. This role calls for someone who can talk shop with clients about their investment activity, whatever asset classes they trade, but just as importantly, someone who knows how to manage a client relationship end to end. That means retention, growth, and building relationships that go beyond a single contact. You’re the client’s window into Clearwater, pulling in Sales, Product, and Operations when they need it, and you own the health and direction of your accounts.
Key Responsibilities
Account Ownership & Commercial Growth
Own the outcomes across your book of clients. That means retention and growth, not just keeping the lights on.
Build relationships across each client's key functions, like Investments, Trading, Accounting, Risk, and Operations, so you're not relying on a single contact.
Manage a mix of direct relationships and indirect ones that come through bank custody partnerships, where your day-to-day contact may be a corporation, insurer, or other institutional client rather than the bank itself. Represent Clearwater well in both settings.
Understand each client's priorities over the next one to three years, know where else they're spending, and pass qualified referrals to Sales when it makes sense.
Act like an owner. When you see a trade-off between service and growth, help make the call. When you spot risk, work to turn it into a save or an expansion opportunity.
Executive & Cross-Functional Engagement
Be the client's main point of contact at Clearwater, and pull in Sales, Product, or Operations whenever their priorities call for it.
Lead governance calls and QBRs. Bring in Product, Reconciliation, and Sales as needed, and make sure the materials tell a real story about outcomes, value delivered, and what's next.
When something needs to be escalated, frame it clearly around impact and options. Think ahead about what people need to know and when, whether that's internal leadership or the client.
Stay connected across the client organization, from day-to-day users up to decision-makers.
Investment & Client Expertise
Build working knowledge of the investment strategies common across your book, whether that's REITs and mortgage-focused investors, corporations, insurers, or other institutional clients, and how each uses fixed income, derivatives, and structured products.
Be someone portfolio managers, traders, and heads of accounting can talk to directly, and know how to translate what they're doing into Clearwater's reporting and workflows.
Keep a solid grasp of investment accounting, structured products, derivatives, and fixed income more broadly, along with the reporting nuances tied to each client type, from REIT qualification tests to insurance statutory reporting.
Stay current on product updates and how the broader investment accounting and asset management landscape is shifting, along with the specific markets your clients touch.
Data-Driven Service Delivery & Account Management
Use health scores, NPS, adoption, and pipeline data to decide what to prioritize and how to steer your book.
Own the Client Engagement Model and account health reporting. Keep a running Client Brief for each top account and make sure the risk log stays current.
Oversee reporting and service delivery, daily through annual, and keep it within SOP standards.
Mentor and train analysts, train clients when needed, and help coordinate resolution on daily inquiries and projects.
Required Skills & Experience
Investment & Technical Skills
Working knowledge of investment accounting and financial services operations across institutional client types.
Familiarity with a range of asset classes, including fixed income, derivatives, structured products, and mortgage-related securities. Comfortable adjusting your technical depth to match the client, whether that's a REIT trading desk or a corporate treasury team.
Ability to translate complex investment activity into client-facing reporting and operational context.
Experience working with indirect clients through custody or partnership arrangements is a plus.
Account Management & Relationship Skills
A track record of owning a book of business and driving retention, growth, and strong relationships across a client organization.
Strong executive communication skills and the ability to work across Sales, Product, and Operations.
A self-starter who looks for solutions on their own and can execute in a fast-paced, sometimes ambiguous environment.
Strong organizational, documentation, and problem-solving skills, with real attention to detail.
Education & Experience
Bachelor's degree in accounting, finance, or a related field, or equivalent experience in Investment Management, Insurance, FinTech, Investment Accounting, Financial Services, or Investment Operations.
7+ years of relevant experience. Exposure to more than one institutional client type (REITs, corporations, insurers, or asset managers) is a plus.