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 drivenHead of Account Managementto 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
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.
Founded in 2019, Utorg builds the infrastructure behind stablecoin payments, offering on/off-ramps, self-custodial wallets, and crypto cards. The company serves over 2 million users across 130+ countries who buy, hold, and spend crypto through its app. On the B2B side, Utorg powers 2,100+ platforms with $2.4 billion+ in total transaction volume. The company is fully MiCA-authorized across the EEA and PCI DSS Level 2 certified, backed by investors including Dragonfly, TA Ventures, and Hypra.
