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. Department Business team Remote status Fully Remote About Utorg Utorg builds interfaces and APls for managing stablecoins and crypto - on/off-ramps, stablecoin-linked cards, self-custody superapp with instant crypto purchases, powering payouts, and cross-chain liquidity orchestration. Utorg delivers white-label wallet and payment infrastructure. That enables partners to integrate stablecoin custody, transfers, and digital payments directly into their products across fintechs, gaming, web3 and other applications. Co-workers 80
Head of Global Account Management
Remote People
Head of Account Management
Herreraheadhunters
Director of Account Management
iManage
Account Management
Solera
Sr. Accountant, Utility Vendor Management
Billee.AI
VP of Account Management for IHC Agency
Palermo Advisors