Strategic Key Account Manager (Payments)

Overview

This role is focused on driving strategic growth across a portfolio of high‑value merchant accounts within the payments and fintech ecosystem. You will act as a trusted business partner to clients, moving beyond traditional account management to actively identify revenue opportunities, optimize payment performance, and expand commercial relationships. The position sits at the intersection of finance, technology, and business strategy, requiring a strong analytical and commercial mindset. You will work closely with cross‑functional teams including product, engineering, legal and finance to ensure seamless service delivery and continuous improvement.

Accountabilities

• Manage and grow a portfolio of strategic merchant accounts, focusing on retention, performance optimisation and revenue expansion.
• Identify upsell and cross‑sell opportunities by analysing transaction flows, payment performance and client business needs.
• Conduct regular business reviews (QBRs) with key stakeholders to align on performance, growth strategies and product adoption.
• Monitor key payment KPIs such as approval rates, conversion rates and transaction volumes, proactively addressing performance issues.
• Act as the main point of contact for merchants, building long‑term strategic relationships and acting as a trusted advisor.
• Collaborate with internal teams including Product, Engineering, Support, Legal and Finance to resolve issues and enhance client experience.
• Translate client feedback and market insights into actionable recommendations to improve product offerings and conversion performance.
• Lead data‑driven discussions focused on ROI, revenue growth and optimisation opportunities across the portfolio.

Requirements

• 4+ years of experience in Account Management, Business Development or Customer Success within FinTech or Payments industries.
• Strong understanding of payment ecosystems, merchant lifecycle and transaction flows.
• Proven ability to drive revenue growth through upselling, cross‑selling and commercial negotiations.
• Advanced analytical skills with the ability to interpret transaction data and identify performance trends.
• Experience working with KPIs such as conversion rates, approval rates and processing volumes.
• Strong communication skills in English and Russian (mandatory), with ability to manage international stakeholders.
• High emotional intelligence, strong organisational skills and ability to prioritise in fast‑paced environments.
• Commercial mindset with a proactive, ownership‑driven approach to account growth.
• Ability to collaborate effectively across technical and non‑technical teams.

Benefits

• Competitive salary with performance‑based incentives.
• Opportunity to manage high‑impact, high‑volume merchant portfolios.
• Global exposure to international clients in regulated fintech and crypto environments.
• Collaborative, product‑driven culture with transparent communication.
• Strong career growth opportunities within a scaling organisation.
• Cross‑functional collaboration with experienced teams across product, engineering and operations.
• Direct impact on company revenue and strategic growth initiatives.