Key Account Manager

We are looking for an experienced Key Account Manager to manage and grow a merchant portfolio in card acquiring and payment services. You will be the trusted partner for new clients, guiding them through onboarding, activation, and go-live, while ensuring timely support, strong relationships, retention and revenue growth. Your role at xpate: Inbound Sales Management Handle inbound leads from introducers or internal network, acting as the initial point of contact to qualify opportunities, understand needs, and guide them through the onboarding process. Convert qualified leads into signed clients by demonstrating xpate’s value, addressing objections, and collaborating with internal teams to close deals efficiently. Long-Term Relationship Building Foster strong partnerships by understanding client business goals and aligning them with xpate’s services. Drive customer growth from a TPV and revenue perspective by supporting clients in increasing volume, improving conversion rates, and adopting additional xpate services. Lead upsells through collaboration on pricing strategies, product expansions, and additional features to meet quarterly revenue goals and drive quarter-over-quarter volume growth. Client Onboarding & Activation Serve as the primary contact for new clients, ensuring smooth activation, technical setup, and a seamless onboarding experience. Optimize onboarding processes to reduce support tickets and minimize time-to-value. Own and improve time-to-live and time-to-volume metrics to accelerate client activation and ramp-up. Client Engagement & Satisfaction Actively engage with clients to ensure satisfaction, identify needs, and provide tailored solutions to enhance their experience. Monitor client health, usage, and early performance to identify risks or opportunities, driving metrics like activation time, ramp-up speed, and retention. Problem-Solving & Issue Resolution Act as a proactive problem solver, addressing operational challenges and coordinating with internal teams (Tech, Risk, Compliance, Growth, Onboarding) to resolve issues. Ensure client expectations are managed clearly and transparently. Navigate regulatory and compliance challenges to minimize downtime, fines, and risks, especially in regulated industries. Client Data & Documentation Management Maintain up-to-date records of client interactions, documents, and contracts in internal systems (HubSpot, internal tools). Provide structured reporting on client status, risks, opportunities, and performance, leveraging payment analytics tools for data-driven insights. We’re ready to meet you, if… You have 2–3+ years in Customer Success, Account Management, Sales, or Business Development in a fintech, payments, or banking environment. You have a taste for great service and can create a premium experience for high-value clients. You’re an excellent communicator — clear, empathetic, structured, and customer-focused. You’re organised and proactive, with strong problem-solving and sales qualification skills. You’re confident working with CRMs, internal tools, client data, and payment analytics tools (e.g., dashboards for transaction monitoring). You thrive in fast-moving environments and love helping clients succeed while driving revenue growth. Bonus Points If… You’ve worked with high-risk industries (gaming, forex, crypto, adult, PSPs). You understand payment flows, gateway integrations, or onboarding processes. You’ve collaborated with cross-functional teams in a startup or scaling company. You’ve managed introducer or partner-referred leads in a fintech context. What working at xpate looks like: A dynamic, ambitious environment where compliance is seen as an enabler of growth, not a blocker. Enjoy flexible working hours, hybrid work options, private health insurance and generous paid time off giving you the balance you need to perform at your best. Apple hardware and modern work tools to support your workflow. Extra personal time off for rest and recharge: 12 additional days per year, plus your birthday off. Private health insurance and wellness benefits. Opportunities to grow, lead, and shape xpate's future-proof compliance ecosystem. Why join xpate? We’re building the financial backbone of the future — where payments move freely and businesses grow without barriers. If you want real impact, freedom to innovate, and work that drives change, xpate is the place for you . About us xpate’s story xpate is an all-in-one money management platform built for businesses, fintechs, and regulated industries. Born in Riga and now spreading around the globe, xpate helps digital businesses pay, get paid, and keep money flowing seamlessly and securely across borders, industries, and technologies.