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Vice President of Account Management

Richmond, VA or Rosslyn, VA or Remote

At Koalafi, we believe in a world where no one has to put an important purchase on hold. That’s why we’re making it easier for more people to pay for big purchases over time.

Retailers across the country rely on us to offer flexible lease-to-own financing to their non-prime consumers, while increasing sales and strengthening customer loyalty. Their 2M+ customers love us because we provide a flexible way for them to make payments and give them an opportunity to improve their credit. Our 200+ Koalafi teammates enjoy inspiring and challenging work that accelerates their careers.

Interested in learning more about how we’re transforming the financing experience and joining our team?

At Koalafi, we’re making life’s important purchases possible by offering transparent, inclusive, and flexible payment options. We partner with leading merchants across furniture, appliances, automotive, and e-commerce to help their customers buy what they need and help our partners grow. We’re entering an exciting next phase of growth—and we’re looking for a Vice President of Account Management to design and lead a best-in-class organization that drives retention, expansion, and long-term partnership value across our entire merchant portfolio. 

The Opportunity 

This is a unique opportunity to build and scale Koalafi’s Account Management function from the ground up—spanning our largest enterprise partners to our long-tail SMB merchants. 

You’ll centralize Account Management under a single vision, define the strategy and playbooks, and lead a team that transforms AM into a true growth engine. You’ll blend commercial strategy with operational excellence to deepen relationships, expand partnerships, and deliver measurable results. 

What You’ll Do 

Strategic Leadership 

  • Design and lead Koalafi’s centralized Account Management organization covering Enterprise, Mid-Market, and SMB segments.
  • Establish Account Management as a core driver of growth, responsible for retention, expansion, renewals, and executive advocacy.
  • Build and execute scalable frameworks, playbooks, and coverage models to support consistent and measurable outcomes.
  • Partner closely with Sales, Product, Marketing, and Operations to ensure merchant insights directly shape company strategy. 

Growth, Retention, and Expansion 

  • Drive measurable increases in originations from existing accounts and expansion of first-look/exclusive partnerships.
  • Develop structured, data-driven success plans tied to merchant business outcomes.
  • Lead renewal and expansion forecasting processes to identify opportunities and proactively manage risk.
  • Establish a cadence of high-impact executive reviews and QBRs that focus on growth strategy—not just reporting.
  • Develop and implement strategies by defining key metrics and setting annual sales quotas to drive profitable business growth in existing partner relationships. 

Operational Excellence & Scale 

  • Implement scalable lifecycle management across onboarding, adoption, and renewal.
  • Identify and capitalize on emerging market opportunities by developing strategic initiatives that expand client relationships, drive revenue growth, and strengthen the company’s competitive position.
  • Introduce automation, digital tools, and self-service dashboards to extend reach and efficiency.
  • Build and lead the Voice of the Customer system, including a Merchant Advisory Board, to translate partner feedback into action.
  • Create insights reporting that informs cross-functional prioritization and roadmap planning. 

Team Leadership & Development 

  • Build, coach, and grow a high-performing Account Management team that blends sales, strategy, and operational expertise.
  • Establish compensation plans, KPIs, and processes that drive accountability and performance.
  • Foster a culture of partnership, insight, and impact—where Account Managers sell the future and drive results.
  • Implement sales framework for the Account Management team, deploying an approach that blends commercial acumen to drive growth and deep operational understanding to ensure merchants succeed once onboarded 

What We’re Looking For 

  • 10+ years of experience in Account Management, Client Success, or Strategic Partnerships, with 5+ years in senior leadership.
  • A data-driven operator with strong analytical instincts—able to translate performance trends, partner data, and customer insights into actionable strategies and measurable growth.
  • Demonstrated success in building, scaling, and leading high-performing Account Management functions with a track record of exceeding retention, expansion, and revenue goals.
  • Proven ability to drive growth and operational excellence across B2B or platform-based partnerships (fintech, SaaS, or payments experience ideal).
  • Strategic and operational depth—able to design systems, metrics, and playbooks that scale.
  • Demonstrated ability to leverage analytics, automation, and digital engagement to amplify AM efficiency and impact.
  • Exceptional communication and relationship-building skills with executives and partners.
  • A builder’s mindset—energized by designing teams, processes, and strategies that create lasting value. 

Location: Arlington, VA, Richmond, VA or Remote

Why choose Koalafi: A career at Koalafi means opportunities to tackle exciting challenges every single day. We take pride in a culture of innovation, trust, and ownership. You'll get outside your comfort zone, build meaningful relationships, and most of all, take charge of projects that ultimately help people get the things they need most.

Benefits:

At Koalafi, you will have a direct impact on our products and help shape the company’s success. We offer competitive compensation & benefits packages to keep you at your best:

  • Comprehensive medical, dental, and vision coverage
  • 20 PTO days + 11 paid holidays
  • 401(k) retirement with company matching
  • Student Loan & Tuition Reimbursement 
  • Commuter assistance
  • Parental leave (maternal + paternal)
  • Inclusion and Associate Engagement Programs

Who we are & what we value: 

  • We focus on what’s most important
  • We set clear expectations and deliver
  • We embrace challenges to reach our full potential
  • We ask, “How can this be better?”
  • We move fast together

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