Head of Account Management

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.