Sr. Relationship Manager

Silvergate Capital Corporation (NYSE: SI) is the leading provider of innovative financial infrastructure solutions and services for the growing digital currency industry. The Company’s real-time payments platform, known as the Silvergate Exchange Network, is at the heart of its customer-centric suite of payments, lending and funding solutions serving an expanding class of digital currency companies and investors around the world. Silvergate is enabling the rapid growth of digital currency markets and reshaping global commerce for a digital currency future.  Challenging convention by empowering people allows us to exceed expectations for our clients while cultivating an awesome culture.

The Sr. Relationship Manager is responsible for the overall customer journey and experience. This begins with business development activities for prospective new customers, performing due diligence procedures and extends through all interactions with the client until the account is opened. The Senior Account Manager will continue to maintain a relationship with the client and work with the Private Client Manager to create value for customers. The Sr. Relationship Manager is typically responsible for the larger and more complex clients. The Sr. Relationship Manager is also responsible for managing and mentoring junior members of the Fintech Business Development Team.

General

• Identify new prospective clients and build book of business
• Deepen relationships with existing clients by understanding client’s business model, their needs and progress towards goal achievement
• Analyze data to derive actionable results for clients and prospects
• Build trust with clients and prospects, as well as internal departments (Fintech, Compliance, Operations)
• Perform due diligence required to gain client approval from Compliance
• Monitor client onboarding to ensure that accounts are opened in a timely and compliant manner
• Identify problems early in the process and efficiently works towards a resolution
• Work with key stakeholders to achieve goals for individual clients and the group as a whole
• Provide mentorship and guidance to junior team members
• Be the “voice of the customer” as it relates to product and process decisions. This may include the introduction of new products and services and the customer research that is required in order to bring them to market. Providing banking services to private clients also requires frequent interaction with Compliance, Cash Management and Technology personnel. Often, a healthy dialogue is needed in order to figure out the best way to efficiently and effectively serve clients in this space. Once internal decisions have been made, the role of the Account Manager is to communicate the impact of these decisions to clients in the most effective manner possible.
• Understand the nature of each client’s business and associated risks to Silvergate
• Work with Compliance and Operations functions to mitigate risks and ensure that the client’s activity is consistent with bank policy, applicable laws and regulations. This includes an overall awareness and monitoring of customer interactions for early indicators.
• Maintain knowledge of all documentation required to open a business and/or personal account for Fintech customers, including auxiliary products that customers may require such as online banking, ACH origination, account analysis, etc.
• Maintain knowledge of wire transfer processes and procedures, both domestic and foreign, including foreign exchange conversion processes.
• Assist in the review of Private Client business account files to assure that all documentation has been received and proper CIP/OFAC has been performed in accordance with current policies and procedures.
• Assist in the retention and expansion of existing customer relationships through the provision of excellent customer service.
• Resolve client complaints and Bank errors promptly and appropriately
• Ensure problem resolution balances client service and risk management
• Not to harm consumers with any act that could be misleading, unfair, deceptive, or abusive in act or practice
• Maintain current knowledge of all federal and state laws and regulations, along with the Bank’s policies and procedures
• Must adhere to the company’s core values of Challenge Convention, Do What’s Right, Take Ownership, Empower People, Exceed Expectations, and Cultivate Awesome all while keeping our “Why?” front of mind. Our Why? Silvergate is the banking platform for innovators, and we believe in the power of entrepreneurs to create prosperity for our communities.

• Decision Making

  • Rate negotiations, waiving fees or charges, NSF, overdraft and general risk management

  Job Dimensions

  • Minimize controllable losses through compliance to policy and procedure
  • Comply with the Bank’s Bank Secrecy Act and Anti-Money Laundering policies and procedures as applicable to the job function
  • Operate within budget, if applicable, and continually monitor and look for opportunities to decrease costs

  Supervisory Responsibilities

  • Responsible for Management and Mentoring of junior members of the Business Development Team.