Head of Account Management

<p><span><strong id="docs-internal-guid-9a52f019-7fff-2919-b89d-ef83ec96707f">About Utorg</strong></span></p><p><span><strong id="docs-internal-guid-9a52f019-7fff-2919-b89d-ef83ec96707f">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.</strong></span></p><p><span><strong id="docs-internal-guid-9a52f019-7fff-2919-b89d-ef83ec96707f">Fully MiCA-authorized across the EEA. PCI DSS Level 2 certified. Backed by Dragonfly, TA Ventures, and Hypra.</strong></span></p><p>We are looking for an experienced and driven<strong> </strong><span><strong>Head of Account Management</strong></span><strong> to lead and scale our growing KAM Department. </strong>This is a senior leadership role that combines strategic vision with hands-on client ownership.</p><p>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 <span>proactive, metric-driven culture</span> — where every manager thinks like a business owner andevery client relationship is an active revenue channel.</p><p><strong>What You'll Do</strong></p><p><strong>Team Leadership &amp; Department Development</strong></p><p><span>• </span>Lead, mentor, and grow the KAM team — setting clear performance expectations, running 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 Growth, Net Revenue Retention.</p><p><span>• </span>Hire and onboard new Account Managers as the business scales; design onboarding materials and internal training programs.</p><p><span>• </span>Foster a 'Business Owner' mindset across the team — shifting from reactive support to proactive revenue generation.</p><p><strong>Portfolio Ownership &amp; 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-selling Utorg products, and increasing processing volumes.</p><p><span>• </span>Lead quarterly business reviews (QBRs) with key stakeholders, focused on performance metrics, ROI, and growth roadmaps.</p><p><span>• </span>Analyze client transaction data to identify conversion rate drops, revenue leakage, and untapped volume opportunities.</p><p><strong>Strategy &amp; Cross-functional Leadership</strong></p><p><span>• </span>Develop and execute the Account Management strategy — including client segmentation, tiering, and retention playbooks.</p><p><span>• </span>Act as the voice of the merchant within Utorg: collaborate with Integration, Support, Legal, 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 conversion and revenue improvements.</p><p><span>• </span>Partner with Sales and BD teams to ensure smooth client handoffs and alignment on 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 —specifically within FinTech or Payments.<span>• </span>2+ years in a team lead or management role, with a proven track record of building and scaling AM teams.</p><p><span>• </span>Deep understanding of payment rails, merchant lifecycle, and processing economics is essential for this role.</p><p><span>• </span>Demonstrated experience owning high-volume merchant relationships and negotiating commercial terms.</p><p><strong>Skills &amp; Mindset</strong></p><p><span>• </span>Fluent Russian &amp; English (B2+/C1) — mandatory. Daily communication with international partners and internal teams.</p><p><span>• </span>Commercial mindset: you understand the difference between 'supporting' a client and '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 dropping or where revenue is being lost.</p><p><span>• </span>Exceptional leadership and coaching ability — you know how to motivate, challenge, and develop talent at all levels.</p><p><span>• </span>High emotional intelligence, strong organizational skills, and the ability to thrive in a fast-paced, scaling environment.</p>