Senior Key Account Manager

We are a global regulated high-risk FinTech company providing advanced payment solutions for online businesses. We are expanding our Key Account Management function and looking for a Senior KAM with deep expertise in performance-driven portfolio growth, strategic client management, and complex commercial negotiations.

Key Responsibilities

1. Portfolio Growth (Upselling & Cross-Selling)

• Proactively identify and execute opportunities to increase processing volume across your merchant portfolio through upsell and cross-sell initiatives.
• Conduct in-depth analysis of client business models to uncover needs for new GEOs, additional payment methods, routing optimization, and conversion improvements.
• Lead negotiations on tailored commercial terms (rates, limits, settlement conditions) to drive revenue growth and ensure long-term retention.
• Initiate and coordinate internal tasks to enable additional solutions and features for your merchants.

2. Strategic Portfolio Management

• Develop and execute individual growth and optimization plans for key merchants, including targets for volume, conversion, and product adoption.
• Conduct regular Quarterly Business Reviews (QBRs) to track performance, define new opportunities, and strengthen strategic alignment.
• Maintain full clarity over all aspects of your portfolio: commercial terms, technical setup, business structure, key stakeholders, and decision-makers.

3. Retention & Risk Management

• Monitor risks related to traffic drop, competitor activity, chargeback levels, and conversion decline across the entire portfolio.
• Handle high-stakes negotiations to retain key clients by developing targeted offers and strategic recovery plans.
• Act as the primary escalation point for complex issues, coordinating cross-functional efforts with Tech, Finance, Risk, and Compliance teams.

4. Onboarding of Strategic Merchants

• Take over high-value merchants handed off by the Sales team.
• Act as the main commercial and escalation contact throughout the onboarding cycle, ensuring alignment across all key milestones.

5. Strategic Influence & Mentorship

• Analyze client feedback, market trends, and portfolio insights to influence product development and commercial strategies.
• Contribute to building and improving KAM processes, guidelines, and operational frameworks.
• Mentor Middle/Junior KAMs, providing guidance on complex cases and helping elevate the overall team skill level.

6. Merchant Onboarding Process 

Engage in merchant onboarding immediately after handover from Sales and become the primary commercial owner in CRM.

• Coordinate Legal & Compliance, Finance, Sales, and Tech/Integration teams to achieve a fast and smooth go-live.
• Ensure complete and accurate documentation in Confluence and CRM (contacts, terms, limits, compliance data, technical setup).
• Provide Finance with up-to-date commercial data and support Sales with final offer preparation.
• Ensure the merchant reaches their first successful (non-test) transaction and log onboarding completion in Jira.
• Maintain transparent communication with merchants through official channels (Telegram, meetings, email) with required documentation in CRM/Confluence.

Areas of Responsibility

• Net revenue growth and LTV of your merchant portfolio.
• Client retention and stability of processing volumes.
• Strength and depth of strategic relationships with key merchants.
• Effective resolution of escalations and critical incidents.
• Knowledge sharing and mentorship within the KAM team.

Requirements

• 3+ years of experience as a Key Account Manager or similar role within Payments / regulated High-Risk / iGaming.
• Proven track record of growing B2B merchant portfolios (upsell, cross-sell, solution expansion).
• Strong negotiation experience with commercial terms and custom pricing structures.
• Expert-level understanding of the online payments ecosystem: processing, routing, risk management, chargeback processes.
• Strong commercial acumen, including profitability analysis, pricing logic, and value-based selling.
• Strategic thinking and portfolio planning skills, combined with hands-on execution.
• Ability to build and maintain high-level relationships with C-suite stakeholders.
• Fluent English and Russian (both written and spoken).

We Offer

• Remote-first work format with a flexible schedule.
• Supportive and collaborative team where decisions are made quickly and everyone’s contribution matters.
• Professional growth in the high-risk FinTech segment with opportunities to influence product and strategy.
• Competitive compensation package, bonus system and performance-based rewards.

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