Lead/Head of Account Management (FinTech, Direct Acquiring)

📌 Core Information

🔹 Job Title: Lead/Head of Account Management (FinTech, Direct Acquiring)

🔹 Company: PayDo

🔹 Location: Bulgaria (Remote)

🔹 Job Type: Full-time

🔹 Category: Financial Services

🔹 Date Posted: 2025-05-09

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote

🚀 Job Overview

Key aspects of this role include:

• Leading and scaling the Key Account Management (KAM) team focused on direct acquiring business
• Ensuring operational efficiency and compliance in the KAM department
• Cultivating strong relationships with key clients and driving improvements in products and services
• Managing team performance and fostering a high-performance culture

ASSUMPTION: This role requires a strategic mindset, excellent leadership skills, and a deep understanding of the FinTech industry and payment systems.

📋 Key Responsibilities

✅ Develop, implement, and maintain specific policies, procedures, and guidelines tailored to the direct acquiring business to ensure operational efficiency and compliance

✅ Lead and scale the Key Account Management team, specifically dedicated to the direct acquiring business line. Based on your experience, you might also oversee banking and checkout lines

✅ Understand the evolving needs of acquiring clients and translate those insights into product and service improvements

✅ Provide strategic leadership and daily oversight to the KAM team, driving operational excellence, client satisfaction, and revenue growth

✅ Maintain, update, and enforce SOPs, guidelines, and manuals for the KAM department; conduct regular reviews to ensure alignment with evolving regulatory and business requirements

✅ Continuously assess and enhance KPIs and SLAs to ensure they reflect the company’s current strategic objectives and client expectations

✅ Oversee and conduct regular Quality Assurance (QA) assessments to ensure high standards in service delivery, account performance, and client engagement

✅ Identify operational inefficiencies and proactively implement cross-functional solutions that streamline workflows, improve service levels, and enhance the end-to-end client experience

✅ Manage team performance through targeted coaching, structured feedback, and development planning; address underperformance through corrective actions and timely offboarding where necessary

✅ Promote a culture of continuous professional development by deepening the team’s expertise in product functionality, payment systems, compliance requirements, and industry trends

✅ Foster a high-performance, accountable culture within the team by reinforcing professionalism, work ethic, and motivation at all levels

✅ Cultivate and maintain strong relationships with PayDo’s key clients, acting as a strategic partner by regularly gathering client feedback and translating insights into actionable improvements across products and services

✅ Identify opportunities to increase profitability by initiating, championing, and overseeing the delivery of key client-driven features and solutions that drive long-term value

ASSUMPTION: This role involves a mix of strategic planning, team management, and client relationship building, requiring strong leadership, communication, and problem-solving skills.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Finance, or a related field (or equivalent experience)

Experience: Proven track record of at least 2 years in a managerial role, with direct supervision of a team of 3 or more individuals. Minimum of 4 years of experience in the Fintech industry, either as a consultant in Fintech consulting company, in-house payments manager in high-risk verticals (iGaming, Crypto, Forex, etc), account manager/sales agent, or customer support representative within a financial institution (EMI, Bank, or PSP) or similar. Prior experience with the onboarding of clients, specifically within a direct acquiring setup.

Required Skills:

• Strong understanding of payment infrastructures, including payment schemes, card schemes, and alternative payment methods
• Strong understanding of the specifics of KYB onboarding process, preferably with an EU/CA-based EMI or PSP
• In-depth knowledge of the fintech landscape, including key competitors and current market trends
• Solid understanding of the company’s target industries, with hands-on experience working across high-risk and low-to-medium risk sectors
• Demonstrated leadership and team management capabilities, with a history of building and leading high-performing teams
• Outstanding communication, negotiation, and interpersonal skills, with a client-centric approach
• Ability to manage multiple priorities and stakeholders in a dynamic, fast-paced environment
• Fluent level of English skills, Fluent Ukrainian or Russian language

Preferred Skills:

• Experience working with cryptocurrencies
• Experience of working with PIS/AIS payment flows

ASSUMPTION: Given the nature of the role, candidates should have a strong background in FinTech, payment systems, and client management, with a proven track record in leadership and team management.

💰 Compensation & Benefits

Salary Range: €60,000 - €80,000 per year (Estimated based on industry standards for similar roles in Bulgaria)

Benefits:

• Monthly investment in English language learning
• Yearly allocation for advancing professional expertise
• Transparent career growth opportunities with potential to achieve Lead roles within 1 year, Head roles in 2 years, and even C-level within 4 years, based on exceptional performance
• Performance reviews anchored in KPIs, ensuring recognition is merit-based
• Unique projects where your contributions can reshape company-wide processes
• Opportunity to earn exceptional bonuses through the PayDo Ideas Hub
• Days of paid vacation annually, with the flexibility to transfer unused days or receive compensation
• Days of paid sick leave annually, accommodating emergencies and medical needs
• Additional holidays aligned with your local calendar
• Multiple payment options, including Private Entrepreneurship accounts or popular e-wallets

Working Hours: 40 hours per week, with flexible working hours and remote work options available

ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles in Bulgaria. The actual salary may vary depending on the candidate's experience and qualifications.

📌 Applicant Insights

🔍 Company Context

Industry: PayDo operates in the Financial Services industry, focusing on electronic money institutions (EMIs), payment facilitators, and payment processing. The FinTech sector is highly competitive and dynamic, with continuous innovation and regulation changes.

Company Size: PayDo has 51-200 employees, making it a mid-sized company. This size allows for a more agile and innovative work environment while still providing the resources and stability of a larger organization.

Founded: PayDo was founded in 2017 and has since grown to operate in over 140 countries and 25 industries, offering multicurrency IBANs, merchant solutions, and mass payment options through a single platform and contract.

Company Description:

• PayDo is a leading Electronic Money Institution (EMI) authorized by the FCA in the UK, FINTRAC in Canada, and MFSA in Malta
• The company operates in 140 countries and over 25 industries, offering premium and convenient payment services
• PayDo stands out with its all-in-one solution, covering business accounts, personal accounts, checkout solutions, mass payments, and corporate cards under one contract and dashboard

Company Specialties:

• Payment Facilitator
• Payment processing
• Payment gateway
• Fintech
• Startup
• Virtual terminal
• Payments eCommerce
• Freelancers
• Payments for Video games
• Payments for Professional services
• Merchant accounts
• Payment aggregator
• Digital products
• Ecommerce
• Payments
• Dedicated IBAN
• Multicurrency account
• Electronic Money Institution
• and FCA

Company Website: https://paydo.com/?utm_source=Linkedin&utm_medium=profile_CTA&utm_campaign=personal

ASSUMPTION: PayDo's focus on providing a comprehensive, user-friendly payment solution sets it apart in the competitive FinTech landscape. Its authorization by multiple regulatory bodies and commitment to security and compliance further strengthen its position in the market.

📊 Role Analysis

Career Level: This role is at the senior management level, reporting directly to the Chief Revenue Officer (CRO) or a similar executive position.

Reporting Structure: The successful candidate will lead and manage the Key Account Management team, with the potential to oversee banking and checkout lines based on their experience.

Work Arrangement: This is a remote position, with the flexibility to work from anywhere in Bulgaria. Occasional travel may be required for client meetings and company events.

Growth Opportunities:

• Transparent career growth with opportunities to achieve Lead roles within 1 year, Head roles in 2 years, and even C-level within 4 years, based on exceptional performance
• Performance reviews are anchored in KPIs, ensuring recognition is merit-based
• Unique projects where your contributions can reshape company-wide processes
• Opportunity to earn exceptional bonuses through the PayDo Ideas Hub

ASSUMPTION: PayDo's commitment to professional development and career growth presents an excellent opportunity for candidates looking to advance their careers in the FinTech industry.

🌍 Location & Work Environment

Office Type: Remote work environment, with occasional in-person meetings and events

Office Location(s): Bulgaria (Remote)

Geographic Context:

• Bulgaria is located in Southeast Europe, bordering Romania, Serbia, North Macedonia, Greece, and Turkey
• The country has a temperate-continental climate, with warm summers and cold, snowy winters
• Bulgaria's capital, Sofia, is the largest city and the primary hub for business and finance

Work Schedule: Flexible working hours, with the ability to work from anywhere in Bulgaria

ASSUMPTION: Bulgaria's strategic location in Europe, combined with its affordable cost of living and skilled workforce, makes it an attractive destination for remote workers in the FinTech industry.

💼 Interview & Application Insights

Typical Process:

• Online application submission
• Phone or video screening with the HR team
• Technical assessment or case study (depending on the role)
• Final interview with the hiring manager and/or team members
• Background check and offer extension

Key Assessment Areas:

• Industry knowledge and experience in FinTech, payment systems, and client management
• Leadership and team management skills
• Problem-solving and strategic thinking
• Communication and interpersonal skills
• Cultural fit and alignment with PayDo's values

Application Tips:

• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Demonstrate your understanding of the FinTech industry and PayDo's business model in your application materials
• Prepare for behavioral and situational interview questions that focus on your leadership, problem-solving, and communication skills
• Show enthusiasm for the role and PayDo's mission and values

ATS Keywords: Account Management, FinTech, Payment Systems, Client Relationship Management, Team Leadership, Operational Efficiency, Compliance, Strategic Planning, Client Onboarding, FinTech Industry, Payment Infrastructure

ASSUMPTION: PayDo's recruitment process is designed to assess candidates' technical skills, industry knowledge, and cultural fit. Attention to detail and a strong understanding of the FinTech industry are essential for success in the application process.

🛠️ Tools & Technologies

• Microsoft Office Suite (Word, Excel, PowerPoint)
• Project management tools (e.g., Asana, Trello, Jira)
• Customer Relationship Management (CRM) software (e.g., Salesforce, HubSpot, Zoho CRM)
• Communication and collaboration tools (e.g., Slack, Microsoft Teams, Google Workspace)
• Payment industry-specific tools and platforms

ASSUMPTION: Familiarity with industry-standard tools and technologies is essential for success in this role. Depending on the candidate's experience and the team's specific needs, additional tools and platforms may be required.

👔 Cultural Fit Considerations

Company Values:

• Ownership & Initiative: Specialists who take charge and make a difference
• Collaboration & Communication: Together, we achieve more by sharing ideas and insights

Work Style:

• Agile and dynamic, with a focus on innovation and continuous improvement
• Collaborative and inclusive, with a strong emphasis on teamwork and open communication
• Results-driven, with a commitment to delivering high-quality products and services

Self-Assessment Questions:

• Do you have a proven track record of leading and managing high-performing teams in a dynamic, fast-paced environment?
• Are you comfortable working remotely and managing team members in different time zones?
• Do you possess strong communication, negotiation, and interpersonal skills, with a client-centric approach?
• Are you passionate about the FinTech industry and committed to staying up-to-date with market trends and regulatory changes?

ASSUMPTION: PayDo's culture values ownership, initiative, collaboration, and communication. Candidates who align with these values and possess the required skills and experience will thrive in this work environment.

⚠️ Potential Challenges

• The FinTech industry is highly competitive and dynamic, with continuous innovation and regulation changes
• Managing a remote team requires strong communication, leadership, and time management skills
• Balancing client relationships, team management, and strategic planning can be challenging, with competing priorities and tight deadlines
• Occasional travel may be required for client meetings and company events

ASSUMPTION: While this role presents exciting opportunities for career growth and impact, it also comes with unique challenges that require strong leadership, adaptability, and a strategic mindset.

📈 Similar Roles Comparison

• Compared to other senior management roles in FinTech, this position offers a unique blend of strategic planning, team management, and client relationship building
• In the FinTech industry, this role is comparable to a Head of Account Management or a Director of Client Success, with a focus on direct acquiring business
• Career paths for this role may include progression to C-level positions, such as Chief Revenue Officer (CRO) or Chief Client Officer (CCO), based on exceptional performance

ASSUMPTION: This role is distinct from other senior management positions in FinTech, offering a unique blend of responsibilities and growth opportunities. Candidates should consider their long-term career goals and aspirations when evaluating this role.

📝 Sample Projects

• Developing and implementing a comprehensive onboarding process for direct acquiring clients, ensuring operational efficiency and compliance
• Identifying and addressing operational inefficiencies in the KAM department, streamlining workflows, and enhancing the end-to-end client experience
• Conducting regular Quality Assurance (QA) assessments to ensure high standards in service delivery, account performance, and client engagement
• Cultivating and maintaining strong relationships with key clients, acting as a strategic partner by regularly gathering client feedback and translating insights into actionable improvements across products and services

ASSUMPTION: These sample projects illustrate the strategic, operational, and client-facing aspects of this role. Candidates should be prepared to tackle a diverse range of responsibilities and challenges in this dynamic and fast-paced environment.

❓ Key Questions to Ask During Interview

• Can you describe the team structure and reporting lines for this role?
• What are the key priorities for this role in the first 30, 60, and 90 days?
• How does PayDo support the professional development and career growth of its employees?
• What are the primary challenges facing the KAM team, and how can this role address them?
• How does PayDo measure the success of the KAM team, and what KPIs are most important for this role?
• What is the company's approach to remote work and team management?
• How does PayDo foster a culture of collaboration and communication, especially in a remote work environment?

ASSUMPTION: Asking thoughtful and insightful questions during the interview process demonstrates your interest in the role and commitment to understanding the company's culture and expectations.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Prepare for behavioral and situational interview questions that focus on your leadership, problem-solving, and communication skills
• Show enthusiasm for the role and PayDo's mission and values
• Follow up with the hiring manager one week after submitting your application to express your interest and inquire about the status of your application

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.