Lorum
Head of Account Management - EMEA
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This is a hybrid role that requires 4 days/week in our London office (Fitzrovia)
ABOUT LORUM
The structural conflict at the centre of correspondent banking is not technological. It is economic. Banks earn revenue from their balance sheets: they lend deposits, capture FX spreads, and hold funds as long as it is rational to do so. Clearing, the act of releasing funds quickly and predictably, competes directly with those economics. An institution designed to lend has a structural incentive to hold deposits; an institution designed to clear has an incentive to release them. When one institution does both, clearing loses. The result is unpredictable settlement, trapped capital, and a correspondent network shrinking by design.
WHY LORUM
Lorum was founded on a different premise: clearing as the business, not a byproduct. The model has been operational since 2023 and grew 55x in 2025, with USD clearing now the majority of volumes alongside a growing treasury offering. We have applied for a U.S. national trust bank charter. The people we hire now will build the clearing and treasury infrastructure it unlocks.
THE ROLE
You will build Lorum's Account Management function.
Account management here is reactive today. The team handles issues well, but there is no operating model, no reporting, and no programmatic approach to growth. You will take four Account Managers covering roughly 90 accounts across the US, Europe and Asia, and turn that into a commercial function.
This is a builder's role. With a team this size you lead and you do: as well as managing the AMs, you will run point yourself on a few of the largest, most strategic accounts, and you earn commission on those on top of your base. You can hand them on as the team grows. The title is EMEA, but you will lead the global team initially. It narrows to EMEA once the US and Singapore teams warrant their own leads.
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You will report to Hana Rolles (Commercial Director, EMEA).
Lorum is scrappy. You need low ego about hierarchy, an appetite to change things, and comfort with direct feedback. No two deals here look the same, so you have to be flexible about how you structure them. If you want a playbook handed to you, this is not the role.
Day-to-day responsibilities
- Own commercial performance across the existing client base: retention, volumes, revenue and product adoption
- Build the operating model: segmentation, account planning, reporting, forecasting, and the automation that lets a small team cover a lot of ground
- Run a real cross-sell and upsell pipeline across new products, currencies and markets
- Act as senior commercial owner for our most important clients, managing a handful yourself
- Lead and mentor four Account Managers, and set the standard the function scales on
SUCCESS IN THE FIRST 3 TO 12 MONTHS
- 3 months. Reporting and commercial discipline in place, a programmatic approach to upsell, and the start of a cross-sell pipeline
- 6 months. You know our major customers first-hand, processes are established, and parts of the workflow are automated
- 12 months. The function is built and running, automation is doing real work, and customer satisfaction and account growth are measurably better
We will not hold you to a fixed revenue number in year one. Volumes here move with banking partner changes and shifts in risk appetite that no AM controls. At steady state we would expect improved customer satisfaction and around 20% year-on-year account growth.
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IDEAL CANDIDATE
MUST HAVES
- Built or scaled an Account Management, Relationship Management or Customer Success function inside a fast-growing payments, FX, banking infrastructure or BaaS company. You understand financial infrastructure and compliance-heavy environments
- Managed a team of Account Managers. This is not a step up from an individual contributor role
- Personally closed deals, not just supported them
UK or European experience is fine. You do not need a multi-jurisdiction background.
NICE TO HAVES
- Scaling an Account Management organisation through fast international growth
- Building commercial playbooks, forecasting models and customer health metrics
- Pulling Product, Operations, Compliance, Treasury and Sales together to solve client problems
- A network across fintech, banking or payments
COMP & BENEFITS
- £110,000 - £130,000 base, plus bonus, commission on the strategic accounts you run directly*
- Employee stock ownership (ESOP)
- Flexible vacation policy
- Private Healthcare
- Flexible working and autonomy
- Pay it forward days - we offer 2 annual pay it forward days where you can take time to volunteer for a charitable cause that is important to you.
- Wellness days - we believe you can only work your best when you feel your best, and we know working at Lorum is intense, so we offer 3 wellness days every quarter where you can take time to re-energize
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