Key Account Manager (Payments)

We are looking for a results-driven Key Account Manager to join our growing KAM Department (currently a close-knit team of 4). In this role, you will take ownership of a dedicated portfolio of merchants, acting not just as a point of contact, but as a strategic partner of our clients.

We are moving to a proactive, metric-driven business model. In this role, you will take ownership of a focused portfolio. You will be expected to analyze client flows, identify untapped revenue, and scale merchant volumes. This is a role for a mature professional with a "Business Owner" mindset who understands that account management is a form of continuous sales.

Your primary goal is to drive revenue within your existing portfolio by optimizing payment flows, upselling new features, cross-selling products, and building unbreakable, long-term relationships. You will work at the intersection of Tech, Finance, and Business, ensuring our partners scale their volumes with us.

What you’ll do

• Portfolio Management & Growth: Manage a portfolio of existing partners, focusing on retention and revenue maximization.

• Upselling & Cross-Selling: Proactively identify opportunities to increase processing volumes. Analyze client traffic to pitch new payment methods, higher limits, or additional Utorg products that fit their specific needs.

• Strategic Relationship Building:

  • Move beyond transactional conversations to become a trusted advisor. Conduct regular performance reviews (QBRs) and strategy sessions with key stakeholders on the client side.

• Performance Monitoring:

  • Keep a close eye on KPIs (Approval Rates, Conversion Rates, Volume). Spot dips in traffic immediately and troubleshoot proactively to maintain performance.

• Cross-Functional Leadership:

  • Act as the voice of the merchant within Utorg. You will collaborate closely with:

    • Integration: To ensure smooth technical onboarding of new features.

    • Support: To resolve high-level escalations.

    • Legal & Finance: To navigate contracts, compliance updates, and settlements.

• Product:

  • To provide feedback on market needs and feature requests.

• Data-Driven Reviews:

  • Lead monthly and quarterly business reviews focused on performance metrics, ROI, and growth roadmaps, rather than just technical health.

• Feedback Loop:

  • Feed the Product team with competitive insights that directly lead to higher conversion rates and revenue.

What you bring

• Experience:

  • 4+ years of experience in Account Management, Business Development, or Customer Success, specifically within FinTech, Payments. 

Note: Understanding payment rails or merchant lifecycle is essential for this role.

• Languages:

  • Fluent Russian & English (B2+/C1) is mandatory. You will be communicating with international partners and internal teams daily.

• Commercial Mindset:

  • You understand the difference between "supporting" a client and "growing" a client. You are comfortable negotiating commercial terms and pushing for higher volumes.

• Analytical Skills:

  • You can look at a spreadsheet of transaction data and understand why a conversion rate is dropping or where revenue is being lost.

• Soft Skills:

  • High emotional intelligence, strong organizational skills, and the ability to prioritize in a fast-paced environment.

Why join Utorg

• Impact: managing high-volume clients means your work directly impacts the company's bottom line.

• Growth: Join a team that is actively growing (currently 3 Managers, 1 Head, and scaling).

• Culture: A collaborative, product-driven culture with transparent communication.

• Global Exposure: Work with international clients in regulated markets where traditional finance meets the future of crypto.

• Compensation: Competitive salary and performance-based incentives.