Senior Key Account Director
Boku
Boku Inc. (BOKU.L) is the leading global provider of local mobile-first payments solutions. Global brands including Amazon, DAZN, Meta, Google, Microsoft, Netflix, Sony, Spotify, and Tencent rely on Boku to reach millions of new paying consumers who do not use credit cards with our purpose-built payment network of more than 300 local payment methods across 70+ countries. Every year, Boku processes over $10 billion in value for our customers. Incorporated in 2008, Boku is headquartered in London and San Francisco and has employees in over 39 countries around the world, including Brazil, China, Estonia, Germany, Ireland, Japan, Singapore, and the UAE. Boku is a truly global company that takes pride in its diversity and thriving equal opportunity workplace.
As Senior Director of Account Management, you are accountable for the overall commercial success, long-term growth, and strategic partnership value of Boku’s most important global merchants. You own executive-level relationships, portfolio revenue performance, and the evolution of Boku’s in-life merchant experience.
You are responsible not only for merchant satisfaction and revenue delivery, but also for shaping account strategy, influencing product and market priorities, and driving cross-functional alignment across Sales, Product, Engineering, Operations, Finance, and Customer Success. Acting as the senior internal advocate for merchants, you ensure Boku remains a trusted, innovative, and indispensable payments partner as customers expand globally and adopt new local payment methods. At this level, the role extends beyond individual account execution to include operating model design, portfolio optimization, and executive stakeholder management, ensuring Boku consistently delivers measurable value at scale while meeting ambitious growth targets.
Key Responsibilities:
- Own end-to-end performance of global key account merchants, including revenue growth, retention, expansion, and long-term contract value across regions and verticals.
- Define and execute multi-year strategic account plans for top-tier merchants, aligning commercial goals with Boku’s product roadmap, market expansion strategy, and payments innovation agenda.
- Serve as the senior lead for Boku’s most strategic merchant relationships, building trusted senior partnerships and acting as the escalation point for high-impact commercial, operational, or regulatory issues.
- Drive cross-functional execution at scale, directing and prioritizing initiatives across Product, Engineering, Operations, Settlement, Risk, Legal, and Marketing to optimize merchant outcomes and speed to value.
- Translate merchant needs and market signals into actionable insights, influencing internal investment decisions, product enhancements, and go-to-market strategies.
- Own the executive governance of QBRs, ensuring insights lead to measurable outcomes, clear accountability, and tangible value creation for both Boku and its merchants.
- Identify and unlock incremental revenue opportunities across payments, new markets, payment marketing, and value-added services, ensuring consistent achievement or over-achievement of portfolio targets.
- Act as a senior problem-solver and decision-maker, navigating ambiguity, managing risk, and balancing short-term execution with long-term strategic impact.
- Represent Account Management at the senior leadership level, contributing to company strategy, operational planning, and organizational design.
Key Skills, experience and Competencies:
- Strategic Account & Portfolio Management:
- Strong portfolio-level thinking, balancing short-term revenue delivery with long-term value creation
- Commercial & Financial Acumen
- Deep understanding of revenue models, pricing structures, margins, and unit economics
- Ability to identify, quantify, and close expansion and upsell opportunities within existing accounts
- Cross-Functional Influence (Without Authority)
- Ability to drive outcomes across Product, Engineering, Operations, Legal, Finance, and Sales without direct control
- Skilled at aligning diverse teams around merchant priorities and shared commercial outcomes
- Comfortable operating in matrixed, global organisations across time zones
- Payments & Digital Commerce Expertise
- Strong understanding of payments ecosystems, including local payment methods, settlement, reconciliation, and risk
- Problem Solving & Decision Making
- Structured, analytical approach to solving complex, ambiguous problems
- Skilled at identifying root causes rather than treating symptoms
- Data-Driven Insight & Analysis
- Ability to interpret performance data, identify trends, and derive actionable insights
- Ability to challenge assumptions and ask the right questions of data, not just report it
Qualifications (if required):
- Bachelors degree or equivalent – required
- Fluent in English – required
- Additional languages - desirable