Job Description

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

Requirements

2+ years of experience leading Sales, Account Management, or Customer Success teams
Experience leading teams of 510+ 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