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<p><strong>We are looking for an experienced and driven </strong><span><strong>Head of Account Management</strong></span><strong> to lead and</strong></p><p><strong>scale our growing KAM Department. This is a senior leadership role that combines strategic vision with hands-on client ownership.</strong></p><p><strong>As Head of AM, you will shape the department's strategy, build a scalable operating model,</strong></p><p><strong>and personally own our most critical partner relationships. You will drive our transition to a</strong></p><p><span><strong>proactive, metric-driven culture</strong></span><strong> — where every manager thinks like a business owner and</strong></p><p><strong>every client relationship is an active revenue channel.</strong></p><p><strong>What You'll Do</strong></p><p><strong>Team Leadership & Department Development</strong></p><p><span>• </span>Lead, mentor, and grow the KAM team — setting clear performance expectations, running</p><p>1:1s, and building individual development plans for each manager.</p><p><span>• </span>Own the department's OKR and KPI framework: Approval Rates, Conversion Rates, Volume</p><p>Growth, Net Revenue Retention.</p><p><span>• </span>Hire and onboard new Account Managers as the business scales; design onboarding</p><p>materials and internal training programs.</p><p><span>• </span>Foster a 'Business Owner' mindset across the team — shifting from reactive support to</p><p>proactive revenue generation.</p><p><strong>Portfolio Ownership & Revenue Growth</strong></p><p><span>• </span>Personally manage the top-tier merchant portfolio — acting as a strategic advisor and trusted</p><p>partner, not just a point of contact.</p><p><span>• </span>Drive revenue within the existing portfolio through upselling new payment methods, cross-</p><p>selling Utorg products, and increasing processing volumes.</p><p><span>• </span>Lead quarterly business reviews (QBRs) with key stakeholders, focused on performance</p><p>metrics, ROI, and growth roadmaps.</p><p><span>• </span>Analyze client transaction data to identify conversion rate drops, revenue leakage, and</p><p>untapped volume opportunities.</p><p><strong>Strategy & Cross-functional Leadership</strong></p><p><span>• </span>Develop and execute the Account Management strategy — including client segmentation,</p><p>tiering, and retention playbooks.</p><p><span>• </span>Act as the voice of the merchant within Utorg: collaborate with Integration, Support, Legal,</p><p>Finance, and Product to deliver seamless client experiences.</p><p><span>• </span>Feed the Product team with competitive insights and market intelligence that directly drive</p><p>conversion and revenue improvements.</p><p><span>• </span>Partner with Sales and BD teams to ensure smooth client handoffs and alignment on</p><p>commercial terms and pricing.</p><p><strong>What You Bring</strong></p><p><strong>Experience</strong></p><p><span>• </span>6+ years in Account Management, Customer Success, or Business Development —</p><p>specifically within FinTech or Payments.<span>• </span>2+ years in a team lead or management role, with a proven track record of building and</p><p>scaling AM teams.</p><p><span>• </span>Deep understanding of payment rails, merchant lifecycle, and processing economics is</p><p>essential for this role.</p><p><span>• </span>Demonstrated experience owning high-volume merchant relationships and negotiating</p><p>commercial terms.</p><p><strong>Skills & Mindset</strong></p><p><span>• </span>Fluent Russian & English (B2+/C1) — mandatory. Daily communication with international</p><p>partners and internal teams.</p><p><span>• </span>Commercial mindset: you understand the difference between 'supporting' a client and</p><p>'growing' a client — and you instill this in your team.</p><p><span>• </span>Strong analytical skills: ability to look at transaction data and pinpoint why a conversion rate is</p><p>dropping or where revenue is being lost.</p><p><span>• </span>Exceptional leadership and coaching ability — you know how to motivate, challenge, and</p><p>develop talent at all levels.</p><p><span>• </span>High emotional intelligence, strong organizational skills, and the ability to thrive in a fast-</p><p>paced, scaling environment.</p>
