Head of Sales & Account Management Operations

About Guru Pay Guru Pay is a Lithuania-based EMI delivering a personalized, boutique payment experience to B2B, B2C, and C2B clients. We're a small but ambitious team focused on high-quality service and long-term client success. About the role We're looking for a Head of Sales & Account Management Operations to lead and scale. This role is ideal for someone who has built or transformed Account Management functions - not simply managed an established team. You'll be responsible for driving revenue growth, customer retention, and operational excellence while developing a high-performing team and scalable ways of working. Working closely with the Chief Commercial Officer and cross-functional teams, you will shape how our Sales and Account Managers work. This is a highly operational role with a direct impact on day-to-day processes and execution. You will also support the successful launch of new products and services. What you'll do Lead, coach, and develop the Sales & Account Management team through regular 1:1s, performance reviews, and QBRs Build a culture of accountability, collaboration, and continuous improvement Deliver department KPIs and revenue targets while improving retention, portfolio growth, upselling, and cross-selling Monitor pipeline quality, forecasting accuracy, and portfolio performance Support strategic sales opportunities and key client relationships Design and continuously improve Guru Pay's Account Management and sales framework Drive CRM adoption, reporting, and data quality Manage the department budget, resource planning, and performance reporting Partner with Product, Payments, Compliance, AML, Client Support, and other teams to improve customer experience and operational efficiency Collect customer and market feedback to support product and business improvements What we're looking for 2+ years of experience leading Sales, Account Management, or Customer Success teams Experience leading teams of 5–10+ people Proven experience building or transforming Sales and/or Account Management functions Experience creating KPIs, performance frameworks, and coaching high-performing teams Experience with CRM platforms such as HubSpot, Salesforce, Pipedrive, or similar Experience collaborating across Product, Operations, and other business functions Strong understanding of retention, expansion, churn, pipeline conversion, and forecasting Fluent English (C1+) and Lithuanian Based in Lithuania Nice to have Experience in fintech, payments, banking, or another regulated industry Experience with B2B payments or financial institutions Experience launching new products or entering new markets Experience in Revenue Operations or Commercial Operations Experience working in a scaling company Experience with international clients Knowledge of enterprise sales methodologies Experience designing an Account Management or Customer Success framework Experience implementing CRM improvements or automation Additional languages (e.g. Russian or another European language) What we offer Gross salary of 4400 – 5200 EUR (negotiable based on experience) 2nd pillar pension coverage Encouragement and budget to support your professional development An extra vacation day on your birthday Hybrid work options between our Vilnius office and remote work Workations, health challenges, and team events The opportunity to shape and scale Guru Pay's