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