Head of Account Management

Overview

In this role you will lead Scalapay’s Key Account Management, overseeing strategic merchants and a small team while reporting to the VP Growth. You will shape account management practices, set targets, and create processes that sustain high-value relationships with C-level stakeholders. You’ll apply BNPL strategies within merchants’ customer lifecycles to grow LTV and reduce CAC, balancing retention with margin goals. This is a hands-on leadership position in a fast-moving, tech-driven environment, focused on scaling enterprise partnerships and business impact. You will play a key role in defining how Scalapay’s services evolve for top merchants and across regions. Responsibilities

Manage strategic merchants within Scalapay’s portfolio to build credibility and deep product knowledge Drive regional growth of key accounts through best practices and proactive oversight Coach, train, and mentor a team of 3–4 Account Managers, set targets, and monitor impact Define account portfolios, create action plans, and track individual and team performance Retain merchants by minimizing churn and ensuring KPIs and margins are met Lead stakeholder relationships with C-Level executives for the team, with substantial travel Advise merchants on increasing customer LTV and reducing CAC by integrating BNPL into sales and marketing Qualifications

10+ years in Account Management 4+ years in team management Experience with Enterprise clients and multi-stakeholder environments Experience in a fast-paced tech setting Proven track record in commercial success (renegotiation, upselling, cross-selling at enterprise level) Fluency in Italian and English Based in Milan or able to be present at the Milan office Benefits

Attractive packages based on skills and experience International environment Opportunities to work with industry tech leaders Personalised support for professional growth Latest technologies and empowerment to contribute ideas Ownership of delivered products

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