Mike, Institutional Account Manager at Coinbase: Advize Career Interview

A Coinbase Institutional Account Manager's career journey started with an English degree and roles at Starbucks and an online education company, evolving through eight years in B2B foreign exchange sales.

Introduction to cryptocurrency led to a current role managing a portfolio of high-profile clients, blending sales and client relationship management.

A typical day involves client demos, addressing inquiries, and collaborating across various teams. Success in this demanding role hinges on relationship building, strong communication, and navigating diverse client needs.

The most rewarding aspects are the constant learning, dynamic environment, and unique client situations within the evolving crypto industry.

The biggest challenge is managing demanding clients, requiring skillful negotiation and prioritization.

Adaptability, curiosity, and an open mind are essential for thriving in the fast-paced crypto world, which differs greatly from traditional finance.

A key takeaway is the importance of exceeding expectations, building strong professional networks, and continuous learning to stand out in this competitive field.

The interviewee also stressed the value of internships, early work experience, and staying current with industry knowledge to prepare for a successful career in the crypto space.

A humanities background is not a barrier; resourcefulness and networking can compensate.

Advizer Information

Name

Job Title

Company

Undergrad

Grad Programs

Mike Munyer

Institutional Account Manager

Coinbase

University of Maryland; 2012

UCLA MBA

Majors

Industries

Job Functions

Traits

English

Technology

Sales and Client Management

Took Out Loans, Worked 20+ Hours in School

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Career Path Of An Institutional Account Manager At Coinbase

Mike's career journey began with an English degree and early roles at Starbucks and an online education company, but "the energy" of a B2B foreign exchange sales position captivated Mike for over eight years. A friend's introduction to crypto led Mike down "the crypto rabbit hole," culminating in their current role as an Institutional Account Manager at Coinbase after two and a half years.

Career Path Of An Institutional Account Manager At Coinbase

Main Responsibilities of an Institutional Account Manager at Coinbase

Mike, a Coinbase Institutional Account Manager, focuses on "keeping clients happy and growing revenue" within a niche portfolio of venture capital firms, hedge funds, and Fortune 500 companies. The role blends sales and client relationship management, concentrating on "retaining our market share and expanding our market share."

Main Responsibilities of an Institutional Account Manager at Coinbase

A Day in the Life of an Institutional Account Manager at Coinbase

A day for Mike, an Institutional Account Manager at Coinbase, involves a mix of client-facing activities, such as "giving them a demo of our institutional platform" and addressing "inbound inquiries over email or Slack," and internal collaboration with various teams, including sales, product, engineering, and legal. This dynamic role requires prioritizing client requests and maintaining strong cross-functional relationships to effectively support Coinbase's institutional clients.

A Day in the Life of an Institutional Account Manager at Coinbase

Most Important Skills For An Institutional Account Manager At Coinbase

For Mike's Institutional Account Manager role at Coinbase, the most crucial skill is "creating and maintaining relationships," acting as a "middleman" between internal teams and clients. Strong communication and responsiveness, including "over communicating" and "overexplaining," are also vital for success in this client-facing position.

Most Important Skills For An Institutional Account Manager At Coinbase

Favorite Parts of Being an Institutional Account Manager at Coinbase

Mike enjoys the "unique client situations" and constant learning in the dynamic crypto world at Coinbase, finding the diverse perspectives of colleagues from "traditional finance" and "crypto native" backgrounds particularly refreshing compared to previous roles where work felt repetitive.

Favorite Parts of Being an Institutional Account Manager at Coinbase

Biggest Challenges Faced By An Institutional Account Manager At Coinbase

Mike's biggest challenge as an Institutional Account Manager at Coinbase involves managing "difficult clients" who can be demanding; the key to navigating this, according to Mike, is learning "when you have to be firm...and when you have to be accommodating," prioritizing valuable relationships and urgency appropriately.

Biggest Challenges Faced By An Institutional Account Manager At Coinbase

Favorite Parts Of Working In The Crypto Industry As An Institutional Account Manager

Mike, an Institutional Account Manager at Coinbase, finds the crypto industry's constant evolution—"it's basically like a rollercoaster"—most exciting, offering a "front row seat" to the development of regulations and industry norms. This dynamism contrasts sharply with the cyclical nature of traditional finance, where Mike previously worked, making the crypto space uniquely engaging and unpredictable.

Favorite Parts Of Working In The Crypto Industry As An Institutional Account Manager

What Type Of Person Thrives In The Crypto Industry, According To An Institutional Account Manager At Coinbase

The cryptocurrency industry's rapid evolution favors adaptable, curious, and open-minded individuals; Mike, an Institutional Account Manager at Coinbase, notes that a "regimented routine" is ill-suited, and the ability to "consider ideas, even if they seem crazy," is crucial for success.

What Type Of Person Thrives In The Crypto Industry, According To An Institutional Account Manager At Coinbase

What an Institutional Account Manager at Coinbase Wishes They Had Known Before Entering the Cryptocurrency Industry

Mike, an Institutional Account Manager at Coinbase, found the varying levels of cryptocurrency knowledge among clients surprising, ranging from "really, really in the weeds" to knowing "almost nothing at all," unlike prior roles in foreign exchange where client expertise was more uniform. This highlights the nascent nature of the cryptocurrency industry and the unique challenges it presents for professionals entering the field.

What an Institutional Account Manager at Coinbase Wishes They Had Known Before Entering the Cryptocurrency Industry

Entry-Level Positions For Aspiring Institutional Account Managers At Coinbase

Coinbase and other crypto companies offer internships and entry-level roles, particularly in engineering and software development; however, gaining experience at any crypto company, even a smaller one, is a great way to "set yourself apart," as the majority of hires come from traditional finance or big tech.

Entry-Level Positions For Aspiring Institutional Account Managers At Coinbase

Significant Career Lesson From An Institutional Account Manager At Coinbase

Mike's significant career lesson centers on consistently exceeding expectations, even slightly: "go above and beyond, uh, just a little bit." This approach builds trust, fosters positive relationships, and distinguishes a professional from their peers by demonstrating initiative and a strong work ethic.

Significant Career Lesson From An Institutional Account Manager At Coinbase

College Experiences That Helped an Institutional Account Manager at Coinbase Succeed

Mike, an Institutional Account Manager at Coinbase, recommends internships ("give you some sense of what the business world is like") and jobs like Starbucks ("good for work ethic") to build a strong foundation. More insightful, however, is Mike's emphasis on staying current in one's field of interest through reading publications, podcasts, and newsletters to stand out from the competition, noting that "it's amazing how many people will apply for a role...without really like being up to date on like basic things."

College Experiences That Helped an Institutional Account Manager at Coinbase Succeed

How Identity Has Influenced an Institutional Account Manager at Coinbase's Career

Mike's humanities background proved unconventional for a finance career, yet Mike successfully leveraged "free materials online" and "picking people's brains" to gain expertise, supplementing this with an MBA. This demonstrates how resourcefulness and networking can compensate for a non-traditional academic path in the crypto and finance industries.

How Identity Has Influenced an Institutional Account Manager at Coinbase's Career

Advizer Personal Links

https://www.linkedin.com/in/michael-munyer/