Key Account Manager (KAM) – Online Payment Gateway

Role Overview: As a Key Account Manager (KAM) at Pine Labs, you will be responsible for managing and growing strategic relationships with enterprise and mid-market merchants for our online payment gateway business. You will play a crucial role in driving revenue growth, ensuring client success, and identifying expansion opportunities by leveraging Pine Labs' suite of payment solutions. This role demands an entrepreneurial mindset, a strong ownership approach, and a passion for identifying and executing upselling and cross-selling opportunities.

Key Responsibilities

• Account Management & Growth: Develop, nurture, and expand relationships with key merchants, ensuring long-term business partnerships and revenue growth.
• Revenue Optimization: Proactively identify and execute opportunities to maximize revenue through upselling and cross-selling Pine Labs' payment solutions, including additional valueadded services, advanced payment features, and customized enterprise solutions.
• Client Success & Retention: Work closely with merchants to ensure seamless onboarding, integration, and ongoing support, driving high adoption, engagement, and retention rates.
• Business Expansion: Identify and acquire new enterprise and mid-market merchants, leveraging industry insights and business acumen to create compelling value propositions.
• Entrepreneurial Execution: Take complete ownership of assigned accounts, thinking and acting like a business owner to drive strategic initiatives, optimize merchant engagement, and unlock new revenue streams.
• Market & Industry Intelligence: Stay updated on industry trends, competitor strategies, and regulatory developments to provide insights and strategic recommendations to clients.
• Data-Driven Decision Making: Leverage analytics to track performance metrics, customer behaviour, and transaction trends, optimizing merchant engagement strategies.
• Cross-functional Collaboration: Work closely with product, operations, compliance, and support teams to ensure seamless execution and delivery of payment solutions.
• Contract Negotiation: Lead commercial negotiations, pricing discussions, and contract closures with key merchants, ensuring mutually beneficial agreements.

Key Requirements

• Experience: 4-8 years of experience in Key Account Management, Enterprise Sales, or Business Development in fintech, payments, or SaaS.
• Industry Expertise: Strong understanding of the online payments ecosystem, including PG integrations, UPI, wallets, and card-based transactions.
• Sales Acumen: Proven track record of driving revenue growth through account expansion, upselling, and cross-selling payment solutions.
• Entrepreneurial Mindset: Ability to take ownership, think independently, and drive initiatives that contribute to overall business growth.
• Client-Centric Approach: Ability to build deep relationships with decision-makers across business and technical teams.
• Analytical Thinking: Experience in leveraging data-driven insights to enhance customer engagement and optimize payments performance.
• Growth-Oriented Mindset: A self-starter who thrives in a high-growth, fast-paced environment and consistently seeks opportunities for business expansion and revenue maximization.
• Communication Skills: Excellent verbal and written communication skills, with strong negotiation and presentation abilities.
• Tech-Savvy: Ability to understand and communicate technical payment solutions effectively to both technical and non-technical stakeholders. Why Join Pine Labs?
• Opportunity to work with industry-leading merchants and cutting-edge payment solutions.
• A fast-paced, high-growth environment that fosters innovation, entrepreneurship, and learning.
• Collaborative and dynamic work culture with a strong focus on ownership and execution excellence.