Sr. Key Account Manager

About Aplazo

Aplazo is Mexico’s leading “buy now, pay later” platform, giving consumers flexible, transparent payment solutions while helping merchants grow their sales. We’re a fast-growing Series B fintech backed by top global investors, combining technology, data, and design to redefine financial access.

Role's Mission

The Senior Key Account Manager owns Aplazo's most strategic merchant relationships—the accounts where complexity, GMV, and visibility are highest. This is an individual contributor role: no direct reports, full ownership of results. You report directly to the Head of Merchant Success and operate with the autonomy of someone who is expected to run their portfolio like a business, not a task list.

The standard is not activity—it is the outcome at the merchant. A strategic account that grows GMV, adopts new products (Online, Offline, or both), or changes behavior because of KAM's involvement: that is the evidence the role is working. You are expected to walk into a merchant's offices and hold your own with directors and VPs, not just operational contacts.

This role also sets the bar for the rest of the KAM organization. What "senior" looks like at Aplazo—the depth of analysis, the quality of the point of view, the way a Business Review is run—should be visible in how this person operates.

Key Responsibilities

STRATEGIC PORTFOLIO OWNERSHIP

• Own a portfolio of strategic, high-complexity merchants — end to end—the relationship, the commercial strategy, and the results belong to you.

• Diagnose the lifecycle stage of each account — (Ramp-Up, Active, Stable, Risk) and design the strategy to move it forward, without needing a Squad Lead to translate it for you.

• Decompose account performance into its drivers — Top of Funnel, Origination, Profitability, and Operativas—and know which lever to pull for each merchant.

• Run monthly Business Reviews — with data-backed analysis, a clear narrative, and a point of view the merchant hasn't already thought of.
  

COMMERCIAL GROWTH

• Identify and close cross-sell and expansion opportunities — across BNPL Online and BNPL Offline, building the business case and driving it to a decision.

• Design and negotiate commercial mechanics — (promos, MDR structures, installment offers) with a clear ROI and breakeven logic, not just merchant preference.

• Negotiate directly with senior merchant stakeholders — directors, VPs—building credibility through data, follow-through, and command of the account.

STAKEHOLDER INFLUENCE

• Map the real decision-making structure of each account — and understand what drives each stakeholder's priorities, not just their org chart position.

• Arrive at every interaction with a prepared point of view — never just a status update.

• Escalate with context and diagnosis — when a situation exceeds account-level authority, arriving with a recommendation, not just a problem.
  

INTERNAL COORDINATION

• Coordinate with Operations, Product, and Analytics — to make sure account plans are executed correctly and on time.

• Be the merchant's voice internally — surface operational friction with evidence and drive it to resolution.

• Partner with Strategy & Analytics — to validate performance claims against real data before they reach a merchant or leadership.
  

Requirements

Must Have

• 4+ years of experience in key account management, commercial, or strategic partnerships roles, ideally in fintech, retail, or e-commerce

• Leverages AI daily to accelerate portfolio analysis and commercial proposal prep—from idea to actionable insight, without waiting on someone else to build it.

• Track record owning strategic/enterprise accounts end to end, including commercial negotiation with senior stakeholders

• Strong data analysis proficiency—can build and defend a GMV/growth narrative directly from data, not just from a dashboard someone else built

• Bachelor's degree in Business, Marketing, Finance, or a related field (or equivalent demonstrable experience)

Nice to Have

• SQL proficiency—comfortable querying merchant performance data directly

• Experience in BNPL, payments, or lending

• Experience managing both online (e-commerce) and offline (in-store/POS) commercial relationships

• Familiarity with Asana or another project management tool

Languages

• Spanish (native/advanced)

• English (advanced)

What Success Looks Like

• The strategic accounts in this portfolio show measurable GMV growth directly attributable to this KAM's involvement, not market baseline

• At least one meaningful cross-sell (new product, new channel, or expanded mechanic) has been closed and is live in a top account

• Monthly Business Reviews are consistently data-backed, proactive, and valued by merchant stakeholders as strategic conversations, not status updates

• Merchant escalations from this portfolio arrive internally with diagnosis and a recommendation, requiring minimal rework from leadership

• Other KAMs point to this person's account management as the internal benchmark for what "senior" looks like

Pro Tip:
How do we review your CV? Help us find you!

We filter applications with the help of AI. To ensure your profile is properly evaluated, we recommend describing your experience using the keywords from this job posting.

Personal data collected during the recruitment process will be processed in accordance with the Privacy Notice of Aplaz, S.A. de C.V. (“Aplazo”), available at our Privacy and Policy Notice.

Aplazo does not discriminate on the basis of race, religion, skin color, sex, gender, age, ethnic or national origin, marital status, disability, social or economic status, sexual preferences, or any other condition or characteristic. Selection is based solely on the qualifications and merits of the candidates.