Key Facts

Remote From:

Full time

Senior (5-10 years)

English, Russian

Hard Skills

Key Management Payment Processing Revenue Growth Cross-Functional Collaboration Contract Management Escalation Management Contract Management Transaction Data Customer Relationship Management Employee Onboarding Customer Analysis Business Metrics Portfolio Management

Other Skills

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Communication
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Organizational Skills
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Strategic Thinking
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Prioritization
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Relationship Building
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Emotional Intelligence
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Problem Solving

Roles & Responsibilities

4+ years of experience in Account Management, Business Development, or Customer Success within FinTech/Payments, with understanding of payment rails or merchant lifecycle.
Fluent Russian and English (B2+/C1) for daily international communication.
Commercial mindset with ability to negotiate terms and drive higher volumes.
Strong analytical skills to interpret transaction data and diagnose revenue or conversion issues.

Requirements:

Manage a portfolio of existing partners focusing on retention and revenue growth.
Identify upsell and cross-sell opportunities to increase processing volumes and expand Utorg product usage.
Build strategic, advisory relationships with key stakeholders and conduct regular performance reviews.
Monitor KPIs, troubleshoot traffic dips, and coordinate cross-functional efforts (Integration, Support, Legal/Finance, Product) to optimize performance and inform product feedback.

Job description

About Utorg

The future of money is hybrid. Utorg builds for that future today: crypto card, non-custodial wallet, crypto processing, and other products designed for everyday life. We focus on real-world needs - moving value, paying, saving, and earning - safely and transparently.

We ship with a product-led mindset, design for clearly defined segments, and meet strict compliance requirements in every market we operate in. If you like turning complex finance into simple, everyday tools, you’ll feel at home here.

About the Role

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.