Head of Account Management

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 a

proactive, metric-driven culture — where every manager thinks like a business owner and

every 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.