- Salary
- $3k – $10k/yr
- Workplace
- Remote
- Type
- Full-time
- Department
- Sales
- Seniority
- Manager
- Source
- Y Combinator
Description
About HitPay
HitPay is full-stack payments infrastructure for growing businesses across APAC. Founded in 2016 and headquartered in Singapore, we bring e-commerce, point-of-sale and B2B payments into one platform, so merchants can accept, send and reconcile money across the region from a single account.
More than 15,000 businesses use HitPay. We are regulated in six APAC jurisdictions and backed by Tiger Global, Y Combinator, Global Founders Capital and HOF Capital.
About the role
This is a regional role. You will manage HitPay's key accounts across our APAC business: a named book of our largest and most strategic merchants, spanning every market we operate in. Your job is to grow it. That means deeper relationships, more of each merchant's payment volume on HitPay, and more of our products in use.
Larger merchants often split volume across several providers, sell in several markets and use only part of what a platform offers. The gap between what they run on HitPay today and what they could is the opportunity this role exists to close.
You are the single commercial owner for each account in your book. You know their business, their roadmap and their numbers, and you bring in product, compliance, support and finance when the account needs them.
What you'll own
Your book of accounts. Own a named portfolio of strategic merchants across markets. Build relationships with the decision-makers, from founders and finance leads to operations and e-commerce teams, and become the person they call first.
Account plans. Keep a clear plan for each account: current volume and products, where the rest of their volume sits today, their expansion plans, and the next three moves to grow the account.
Upsell and cross-sell. Grow revenue by moving more volume onto HitPay and bringing more products into use, from online and in-person payments to payouts, B2B payments and new markets as merchants expand.
Commercial negotiation. Lead pricing and contract conversations for your book, including renewals and volume-based terms. Work within pricing guardrails and bring a clear case to leadership when an account justifies an exception.
Protecting the base. Spot risk early in your accounts, from falling volume to competitor approaches or unresolved issues, and act before it becomes churn.
Voice of the strategic merchant. Bring what your accounts need back to product and leadership, with the revenue at stake attached, and follow it through to a decision.
Forecasting. Keep an accurate forecast of revenue and expansion for your book and report it on a regular cadence.
Your first 90 days
- Days 1–30: learn the product and your book. Understand how money moves at HitPay: settlement, payouts, pricing and the products we sell. Meet Sales, Customer Success, Product, Compliance and Finance. Pull the data on every account in your book yourself.
- Days 31–60: meet your accounts. Speak to every account in your book, in person where you can. Understand their business, what they run on HitPay, what they run elsewhere and why.
- Days 61–90: plan and start closing. Have a written plan for each account, a forecast for your book, and the first expansion deals in progress. Bring back the top themes from your accounts and what you need from other teams.
What we're looking for
Required
- [4+, to confirm] years in account management, key account management or B2B sales, with a track record of growing revenue from an existing book.
- Experience managing mid-market or enterprise accounts with multiple stakeholders.
- Confident leading commercial negotiations on pricing, contracts and renewals.
- Comfortable with numbers. You can read an account's volume and margin data and build the case for your next move from it.
- Able to work across markets and cultures, with a regional book across timezones.
- Self-directed and organised enough to run a remote book without close supervision.
Helpful, not required
- Experience in payments, fintech or B2B SaaS, ideally selling to merchants.
- Understanding of payments economics: pricing models, interchange, settlement and how merchants compare providers.
- Languages beyond English, such as Bahasa Malaysia, Filipino, Mandarin or Thai.
- Familiarity with the platforms our merchants use, such as Shopify or WooCommerce.
How we'll know it worked
We'll agree targets together in your first quarter, once you know your book.
- Net revenue retention. Revenue from your book this year compared with last year, including expansion and any losses.
- Expansion revenue. New revenue from existing accounts, through more volume, more products or new markets.
- Product adoption. The number of HitPay products each account uses.
- Gross retention. Revenue you keep in your book, before expansion.
- Forecast accuracy. How closely your book's results match what you forecast.
Practical details
- Remote, with a regional book across our markets.
- You'll work closely with the Singapore team and the local teams in each market.
- Regular travel across the region to meet accounts.
- Reports to the commercial leadership team.