Emi

• Own the end-to-end lifecycle of product initiatives from idea to production rollout. • Translate business goals into clear product requirements, epics, and user stories. • Prioritize the backlog using impact-based frameworks (value, effort, compliance, risks). • Define acceptance criteria, ensure requirement clarity, and maintain a clean, structured backlog. • Work closely with Compliance, Operations, Engineering, Finance, and Customer Support teams. • Gather business requirements, negotiate priorities, and align expectations across departments. • Facilitate cross-functional workshops, discovery sessions, and status reviews. • Clearly communicate product decisions, timelines, and trade-offs to internal and external stakeholders. • Collaborate daily with engineering teams to clarify scope, manage dependencies, and unblock delivery. • Maintain deep understanding of SDLC stages and ensure requirements are properly groomed before development. • Validate technical feasibility with architects and developers; manage risks and constraints. • Support QA in test case preparation and participate in UAT to ensure product quality. • Advocate for user-centric product design across customer journeys and internal workflows. • Review wireframes, prototypes, and UI designs to ensure clarity, usability, and consistency. • Use UX analytics tools (heatmaps, session recordings, funnel analysis) to identify pain points. • Translate insights into actionable product improvements and measurable UX outcomes. • Support integrations with payment schemes such as SEPA, SWIFT, Faster Payments, ACH, etc., or support integrations with acquiring, card processing, merchant onboarding, and chargeback flows. • Participate in discussions with banking partners, PSPs, and technical vendors. • Understand regulatory impacts (PSD2, AML/CTF, KYC, VoP/CoP, reporting).

• Acquire new clients by growing, maintaining and leveraging leads, converting them into sales opportunities • Identify features of target business verticals in order to offer the most suitable solution for the potential client • Prepare and organize sales materials, including presentations and proposals • Present and pitch products to potential clients • Schedule and attend meetings with potential clients to discuss their needs and introduce PayDo’s solutions • Prepare offers, agreements and invoices • Work with CRM (Zendesk Sell) • Provide periodic updates and report to the Head of Department • Achieve weekly/monthly KPIs

• Identify and develop new strategic partnerships and business opportunities aligned with PayDo’s growth goals • Manage the full sales cycle — from prospecting and outreach to negotiation, contracting, and long-term relationship management • Drive expansion into new markets and industries through partnerships and enterprise-level deal • Collaborate cross-functionally with Legal, Product, Compliance, and Marketing teams to ensure seamless deal execution • Monitor market trends and competitors to identify new growth areas • Report regularly on partnership performance, sales pipeline, and revenue impact • Ensure all deals comply with company policies and regulatory requirements • We work in a result-driven culture.

• Develop and execute lead generation strategies to identify and engage potential clients; • Create and maintain a consistent flow of high-quality leads to support the company’s growth; • Research and target potential customers through various channels, including online platforms, events, and partnerships; • Conduct outreach efforts to establish initial contact and gather contact information; • Assess and qualify leads to determine their fit for PayDo’s services; • Collaborate with the sales team to ensure that leads align with the company’s ideal customer profile; • Maintain accurate and up-to-date lead databases, ensuring data integrity and privacy compliance; • Use CRM tools and software to organize, track, and manage leads throughout the sales funnel; • Regularly analyze lead generation data to identify trends, optimize strategies, and improve conversion rates; • Provide insights and recommendations to refine lead generation efforts; • Work closely with the sales and marketing teams to align lead generation strategies with overall company goals; • Communicate effectively to ensure a seamless handover of qualified leads to the sales team; • Set and achieve lead generation targets and key performance indicators (KPIs); • Stay informed about industry best practices and emerging lead generation techniques; • Continuously adapt strategies to evolving market dynamics.

• Lead, mentor, recruit and inspire a high-performing sales team setting clear goals and expectations • Foster and ensure a dynamic and high-performing sales culture • Own and drive the sales pipeline, by monitoring sales and lead generation managers’ KPIs and OKRs, ensuring consistent revenue growth, customer acquisition, and monthly sales targets. • Actively engage in direct sales activities — performing cold outreach, nurturing key prospects, and driving new business opportunities yourself. • Take ownership of the business customer lifecycle: cold outreach, negotiating, and closing • Work with Marketing, Risk, Account Management and Product Development teams to implement initiatives • Ensure that all sales activities comply with relevant regulatory requirements and company policies • Ensure initiatives are reflective of the goals, and priorities of other company divisions as appropriate • Recommend improvements to sales strategies based on data and competitor analysis • Demonstrate ability to deliver results under pressure and adapt to changing business requirements; ability to plan, organise, and manage multiple priorities • Maintain fluency with technology trends shaping the Fintech market • Manage key referral partner relationships

• Own the end-to-end lifecycle of product initiatives from idea to production rollout. • Translate business goals into clear product requirements, epics, and user stories. • Prioritize the backlog using impact-based frameworks (value, effort, compliance, risks). • Define acceptance criteria, ensure requirement clarity, and maintain a clean, structured backlog. • Work closely with Compliance, Operations, Engineering, Finance, and Customer Support teams. • Gather business requirements, negotiate priorities, and align expectations across departments. • Facilitate cross-functional workshops, discovery sessions, and status reviews. • Clearly communicate product decisions, timelines, and trade-offs to internal and external stakeholders. • Collaborate daily with engineering teams to clarify scope, manage dependencies, and unblock delivery. • Maintain deep understanding of SDLC stages and ensure requirements are properly groomed before development. • Validate technical feasibility with architects and developers; manage risks and constraints. • Support QA in test case preparation and participate in UAT to ensure product quality. • Advocate for user-centric product design across customer journeys and internal workflows. • Review wireframes, prototypes, and UI designs to ensure clarity, usability, and consistency. • Use UX analytics tools (heatmaps, session recordings, funnel analysis) to identify pain points. • Translate insights into actionable product improvements and measurable UX outcomes. • Support integrations with payment schemes such as SEPA, SWIFT, Faster Payments, ACH, etc., or support integrations with acquiring, card processing, merchant onboarding, and chargeback flows. • Participate in discussions with banking partners, PSPs, and technical vendors. • Understand regulatory impacts (PSD2, AML/CTF, KYC, VoP/CoP, reporting).

• Acquire new clients by growing, maintaining and leveraging leads, converting them into sales opportunities • Identify features of target business verticals in order to offer the most suitable solution for the potential client • Prepare and organize sales materials, including presentations and proposals • Present and pitch products to potential clients • Schedule and attend meetings with potential clients to discuss their needs and introduce PayDo’s solutions • Prepare offers, agreements and invoices • Work with CRM (Zendesk Sell) • Provide periodic updates and report to the Head of Department • Achieve weekly/monthly KPIs

• Provide and support the client with the full onboarding cycle to ensure a smooth and successful start to our collaboration • Develop and maintain strategic relationships with enterprise customers to drive revenue growth and achieve targets across the assigned customer portfolio. • Foster and maintain strong client relationships built on trust, transparency, and mutual respect. • Proactively identify and pursue upsell and cross-sell opportunities within existing accounts • Conduct regular business reviews with clients to understand their evolving needs and ensure they are aligned with recent developments. • Effectively communicate unique value propositions to customers across the assigned portfolio and skillfully address objections to drive volume growth and retention. • Negotiate and close complex B2B deals with senior decision-makers at enterprise clients. • Monitor key performance indicators (KPIs) and metrics to track accounts’ growth, satisfaction levels, and potential risks. • Collaborate and liaise with cross-functional teams on behalf of the customer to ensure a seamless client experience, including but not limited to IT, compliance, settings, payments and finance teams, proactively resolve bottlenecks. • Monitor customers’ activity on an ongoing basis and proactively address any unusual changes in customers’ activity • Report on the KPIs completion and other tasks assigned to the KAM on a monthly basis to the line manager, according to the standard procedure • Assists with the article preparation and updates on Confluence upon the manager’s request • Mentor the newcomers, conduct shadow sessions and training upon finalisation of the probation period. • Proactively gather customers’ feedback regarding the product, service, and, if viable, convert it into actionable items for the other teams (subject to line manager approval). • Gather industry trends and insights from the customers, partners, network and share the knowledge within the team. • Maintain high standards of professional conduct and ethics in alignment with the company’s core values and principles.