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Head of Account Management

June 6, 2026

We are looking for an experienced and driven Head of Account Management to lead andscale 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 aproactive, metric-driven culture — where every manager thinks like a business owner andevery client relationship is an active revenue channel.What You'll DoTeam Leadership & Department Development• Lead, mentor, and grow the KAM team — setting clear performance expectations, running1:1s, and building individual development plans for each manager.• Own the department's OKR and KPI framework: Approval Rates, Conversion Rates, VolumeGrowth, Net Revenue Retention.• Hire and onboard new Account Managers as the business scales; design onboardingmaterials and internal training programs.• Foster a 'Business Owner' mindset across the team — shifting from reactive support toproactive revenue generation.Portfolio Ownership & Revenue Growth• Personally manage the top-tier merchant portfolio — acting as a strategic advisor and trustedpartner, 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 performancemetrics, ROI, and growth roadmaps.• Analyze client transaction data to identify conversion rate drops, revenue leakage, anduntapped 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 driveconversion and revenue improvements.• Partner with Sales and BD teams to ensure smooth client handoffs and alignment oncommercial terms and pricing.What You BringExperience• 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 andscaling AM teams.• Deep understanding of payment rails, merchant lifecycle, and processing economics isessential for this role.• Demonstrated experience owning high-volume merchant relationships and negotiatingcommercial terms.Skills & Mindset• Fluent Russian & English (B2+/C1) — mandatory. Daily communication with internationalpartners 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 isdropping or where revenue is being lost.• Exceptional leadership and coaching ability — you know how to motivate, challenge, anddevelop talent at all levels.• High emotional intelligence, strong organizational skills, and the ability to thrive in a fast-paced, scaling environment.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...