Head of Strategic Accounts

Who is pawaPay

pawaPay is a fast-growing B2B payments start-up, focused on mobile money in Africa. We are building the financial rails that allow entrepreneurs and merchants to reach hundreds of millions of people across Africa.

Our vision is to connect every mobile money wallet in Africa to each other and to the world.

Through our payments API we already facilitate over 3 million transactions a day across 19 countries in Sub-Saharan Africa. Our goal by the end of 2025 is to be in 25 countries and we expect our volumes and merchant base to continue to grow. We believe that the future of payments in Africa is mobile money and we have positioned ourselves to take the lead as the payments space grows over the next decade.

At pawaPay, there is an entrepreneurial spirit coupled with a modern and professional working culture. The fast-paced, ever-changing environment will suit someone who can adapt and think on their feet. In return, you will have the opportunity to work alongside a group of dedicated and smart individuals working towards the same mission. We work as a remote team and have team members in Europe, Africa and Asia.

What is the role?

We are looking for an exceptional Head of Strategic Accounts to lead and grow our Account Management team while maintaining direct ownership of our most valuable client relationships. This is a unique opportunity to shape the future of account management at pawaPay—bringing leadership, and strategic discipline to a function critical to our continued growth.

This role will involve an element of international travel. You will be expected to visit key clients in person when strategic alignment, relationship building, or commercial planning requires it. Attend conferences and pawaPay gatherings. Travel may not be extensive but it is considered a meaningful part of the role.

Your main duties will include:

Own and grow key strategic accounts

• Personally manage our largest enterprise client (currently generating over £22 million in annual revenue, and managed by the COO)
• Lead commercial growth plans, pricing discussions, and strategic planning
• Act as a trusted advisor to C-suite stakeholders, delivering compelling, data-led insights and clear commercial recommendations
• Represent client needs internally, influencing cross-functional teams to deliver against evolving client goals.

Lead the Account Management Function

• With the team, establish clear goals, KPIs, and review cadences to drive performance and accountability
• Work closely with the team to help them develop their accounts through commercial growth plans, pricing discussions, and strategic planning
• Foster a collaborative, feedback-driven team culture rooted in ownership, trust, and transparency
• Support team members with training, mentoring, and hands-on involvement in complex client challenges.

Design and implement operational excellence

• Improve reporting, forecasting, and health scoring to support commercial decision-making
• Champion CRM discipline (HubSpot) and commercial data insights (Quicksight and other tools)
• Continuously refine internal workflows, collaborating across product, compliance, operations, and finance to deliver outstanding client experiences.

Define Success throughout Outcomes

• Drive TPV growth from strategic accounts
• Maintain high client satisfaction and retention (strong NPS and relationships)
• Build and maintain a high-performing, scalable account management team
• Embed scalable AM processes throughout the business
• Position Account Management as the internal voice of the customer and a strategic commercial partner.

You are a perfect fit if you have:

• Proven experience managing £10M+ enterprise accounts, with full commercial ownership
• Experience directly managing and growing a team of Account Managers or Client Success professionals.
• Strong track record of revenue expansion and retention through structured account planning
• Confidence working with C-suite stakeholders and presenting complex commercial strategies clearly
• High technical fluency and the ability to quickly understand payment flows, integrations, and platform mechanics
• Strong organisational discipline, with a bias toward ownership, execution, and clarity
• Comfortable operating in a fast-paced, ambiguous, and globally distributed environment.

Preferred

• Experience in fintech, B2B payments
• Familiarity with mobile money ecosystems, telcos, or financial services across Africa
• Proficiency in CRM and analytics tools (e.g. HubSpot, Quicksight, ClickUp).

Originally posted on Himalayas