Strategic Account Leader

We’re Littlepay - a growing fintech headquartered in Melbourne with operations in the UK, EU, LATAM, USA, and Australia. Our payments platform enables our customers to pay for public transport using any payment card, mobile wallet, or wearable device. Processing over USD 1 billion a year in 19 countries and continuing to expand globally, we’re proud to move more people through better payment experiences.

Littlepay is entering an exciting new phase of growth, creating an opportunity to build one of our most commercially important capabilities. Reporting to the Chief Revenue Officer, you will own the commercial success of our Tier 1 and Tier 2 enterprise customers across global markets, protecting and growing the relationships that drive the majority of our recurring revenue.

As one of the first dedicated hires in this function, you will build the account management frameworks, governance and ways of working that will scale across the business as Littlepay continues to expand globally. Working cross-functionally with Customer Success, Product, Delivery, Legal and Partnerships, you will lead strategic customer engagements and drive account growth.

This is a global role, supporting customers and teams across multiple regions and time zones.

Hybrid working, with two days per week in our London office.

• Own the commercial strategy for Tier 1 and Tier 2 accounts across global markets, building scalable account plans and expansion frameworks to drive revenue growth, retention and expansion through a robust pipeline of cross-sell and upsell opportunities.

• Build trusted, multi-threaded relationships with senior stakeholders across commercial, operational, technology and finance functions, positioning Littlepay as a long-term strategic partner.

• Lead complex commercial negotiations, including renewals and expansion opportunities, partnering with Legal and Finance to deliver commercially sound agreements.

• Establish and run a Quarterly Business Review programme across the Tier 1 base, anchored in the value delivered and the customer's forward priorities, creating the context for renewal and expansion well ahead of contractual deadlines.
• Maintain a renewal calendar across global accounts so that no commercial event arrives as a surprise, and ensure every account is multithreaded and actively planned.

• Represent the voice of strategic customers across the business, translating customer insights into product priorities and commercial opportunities.

• At least 10+ years' experience in the payments industry, with a strong end-to-end understanding of the payments ecosystem. Experience in SaaS and/or the transport and mobility industry is highly desirable.
• Proven experience managing and growing strategic or enterprise customer accounts, with a demonstrated track record of driving expansion revenue and increasing account value.
• Strong commercial acumen with experience owning revenue retention and growth targets, consistently delivering measurable business outcomes.
• Extensive experience negotiating complex, high-value commercial agreements, with the confidence and legal/commercial literacy to lead contract negotiations alongside Legal and Finance.
• Ability to build trusted relationships with senior executives and key stakeholders across commercial, operational, technology and finance functions within large, enterprise organisations.
• Experience establishing and scaling account management practices, including developing account plans, governance forums, success frameworks and operating rhythms that can grow with the business.
• Highly strategic and commercially minded, with the ability to identify growth opportunities, influence decision-making and deliver long-term customer value.
• Excellent stakeholder management, communication and influencing skills, with the presence to represent the business at executive level.

Success in this role is measured by your ability to grow and protect Littlepay's most strategic global customer relationships while building a scalable account management function that supports our continued global expansion.

• Deliver sustained revenue growth through cross-sell and upsell across Tier 1 and Tier 2 accounts
• Achieve strong net revenue retention and maintain low strategic churn
• Build a predictable pipeline of expansion opportunities across the existing customer base
• Establish scalable account management frameworks, governance and operating rhythms that can be adopted across the business
• Develop trusted executive relationships that position Littlepay as a strategic partner to its most important customers

This is a highly commercial, global role with clear accountability for revenue growth, customer retention and building a strategic account management function from the ground up.

At Littlepay, we believe great work happens when we solve problems, together. We see in-person collaboration as an important way to build connections, share ideas, and support each other meaningfully.

For those assigned to an office location, we generally expect a minimum two-day presence in the office each week. This may vary depending on your role, team, and location. For example, our team in Luxembourg works 4 days from the office, whereas our AU and UK teams currently work a minimum of 2 days onsite in our Melbourne/London offices. Some positions might require more frequent office attendance to support cross-functional collaboration, customer engagement, or specific team workflows. Your hiring manager will provide details relevant to your role.

We aim to strike a healthy balance between in-person connection and flexibility, while staying connected to deliver with speed and agility as we continue to scale, ensuring our ways of working support both our people and our shared ambition to move more people through better payment experiences.

If you’ve been shortlisted for the role, you’ll first have a chat with our Talent team. If the stars align, we’ll then arrange your first interview. You’ll also receive a short workplace preferences questionnaire to help us understand how you prefer to work. Following a successful first interview, you’ll be invited to complete a technical challenge. We’ll then invite you to meet with another group of Littlepay team members before making an offer.

If you have any questions regarding the recruitment process or if you require any accommodations for any stage in the interview process, please don’t hesitate to let us know. Additionally, if you don’t meet all of the criteria (we know that some underrepresented groups tend to avoid applying if they don’t), please still apply. We really enjoy meeting people who might bring a fresh perspective on a problem we need to solve!

Ultimately, being part of our small but mighty team means you'll have the opportunity to learn about micropayments, and have a hand in the provision of services that impact millions of people. You’ll help us deliver on our revolutionary product roadmap and help scale our platform as we continue to expand across the globe.