Head of Account Management
At a glance
Leadership Account Management role at Utorg. .
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Lead and develop the KAM team through expectations, one-to-ones, growth plans, hiring, and training
- Set the department’s OKRs and KPIs around approval, conversion, volume growth, and net revenue retention
- Own key merchant relationships, growing revenue through payment methods, product cross-sells, and higher processing volumes
- Run quarterly reviews using performance data, return on investment, and account growth plans
- Shape segmentation and retention strategy while coordinating with Integration, Support, Legal, Finance, Product, Sales, and BD
What you bring
- At least six years in account management, customer success, or business development within fintech or payments
- At least two years managing or leading a team, including experience building and scaling account management groups
- Strong knowledge of payment rails, merchant lifecycles, and processing economics
- Experience managing high-volume merchants and negotiating commercial terms
- Fluent Russian and English, with English at B2+ or C1 level
Who this fits
You’ll suit a senior account management leader who can coach a team while personally handling important merchant partnerships. The role favors someone commercially minded and comfortable using transaction data to find conversion problems, lost revenue, and growth opportunities. Strong organization, emotional intelligence, and comfort in a fast-moving environment are important.
From the employer
About Utorg
Founded in 2019, Utorg builds the infrastructure behind stablecoin payments: on/off-ramps, self-custodial wallets, and crypto cards. Over 2 million users across 130+ countries already buy, hold, and spend crypto through our app. On the B2B side, the same rails power 2,100+ platforms, with $2.4B+ moved to date.
Fully MiCA-authorized across the EEA. PCI DSS Level 2 certified. Backed by Dragonfly, TA Ventures, and Hypra.
We are looking for an experienced and driven Head of Account Management to lead and scale our growing KAM Department. This is a senior leadership role that combines strategic vision with hands-on client ownership.
As Head of AM, you will shape the department's strategy, build a scalable operating model,and personally own our most critical partner relationships. You will drive our transition to proactive, metric-driven culture — where every manager thinks like a business owner andevery client relationship is an active revenue channel.
What You'll Do
Team Leadership & Department Development
• Lead, mentor, and grow the KAM team — setting clear performance expectations, running 1:1s, and building individual development plans for each manager.
• Own the department's OKR and KPI framework: Approval Rates, Conversion Rates, Volume Growth, Net Revenue Retention.
• Hire and onboard new Account Managers as the business scales; design onboarding materials and internal training programs.
• Foster a 'Business Owner' mindset across the team — shifting from reactive support to proactive revenue generation.
Portfolio Ownership & Revenue Growth
• Personally manage the top-tier merchant portfolio — acting as a strategic advisor and trusted
partner, not just a point of contact.
• Drive revenue within the existing portfolio through upselling new payment methods, cross-selling Utorg products, and increasing processing volumes.
• Lead quarterly business reviews (QBRs) with key stakeholders, focused on performance metrics, ROI, and growth roadmaps.
• Analyze client transaction data to identify conversion rate drops, revenue leakage, and untapped volume opportunities.
Strategy & Cross-functional Leadership
• Develop and execute the Account Management strategy — including client segmentation, tiering, and retention playbooks.
• Act as the voice of the merchant within Utorg: collaborate with Integration, Support, Legal, Finance, and Product to deliver seamless client experiences.
• Feed the Product team with competitive insights and market intelligence that directly drive conversion and revenue improvements.
• Partner with Sales and BD teams to ensure smooth client handoffs and alignment on commercial terms and pricing.
What You Bring
Experience
• 6+ years in Account Management, Customer Success, or Business Development —specifically within FinTech or Payments.• 2+ years in a team lead or management role, with a proven track record of building and scaling AM teams.
• Deep understanding of payment rails, merchant lifecycle, and processing economics is essential for this role.
• Demonstrated experience owning high-volume merchant relationships and negotiating commercial terms.
Skills & Mindset
• Fluent Russian & English (B2+/C1) — mandatory. Daily communication with international partners and internal teams.
• Commercial mindset: you understand the difference between 'supporting' a client and 'growing' a client — and you instill this in your team.
• Strong analytical skills: ability to look at transaction data and pinpoint why a conversion rate is dropping or where revenue is being lost.
• Exceptional leadership and coaching ability — you know how to motivate, challenge, and develop talent at all levels.
• High emotional intelligence, strong organizational skills, and the ability to thrive in a fast-paced, scaling environment.
Not this one either?
Claude or ChatGPT reads the other 90,537 for you.
Get better matches →
