Head of Account Management

### About [Utorg](https://himalayas.app/companies/utorg) **Founded in 2019, [Utorg](https://himalayas.app/companies/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](https://himalayas.app/companies/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](https://himalayas.app/companies/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.** Originally posted on [Himalayas](https://himalayas.app)