Head of Account Management

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Utorg Labs

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2019

₿ Crypto

💳 Fintech

👥 B2C

Crypto • Fintech • B2C

Utorg Labs is a company that builds consumer-focused crypto payment products, including a non-custodial mobile wallet app, an integrated crypto payment card, and instant on-ramp services for buying and swapping cryptocurrencies. The platform emphasizes simple, fast, zero-fee purchases, wide token support, global availability, and self-custody, while offering business-tailored solutions and operating under EU crypto regulations.

📋 Description

• 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. • 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. • 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.

🎯 Requirements

• 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. • Fluent Russian & English (B2+/C1) — mandatory.

🏖️ Benefits

• Flexible work arrangements