Account Manager – Strategic Sales

This is a fully remote position, open to applicants in India.

📋 Description

• Take ownership, retention, and growth of a specified portfolio of strategic executive accounts through systematic farming, profound customer engagement, and the creation of long-term value.

• Propel account development through the expansion of multiple products, strong renewal processes, and resilient executive relationships.

• Collaborate with complex, global accounts within organizations driven by engineering.

• Work closely with internal teams to uncover opportunities for expansion across usage, teams, and product lines.

• Report directly to the Sales Manager.

• Manage a portfolio of strategic clients with responsibility for sustaining long-term revenue growth and customer retention.

• Identify opportunities for expansion using usage metrics, customer maturity, organizational framework, and business objectives.

• Engage confidently with engineering leaders, technical stakeholders, and economic decision-makers.

• Conduct regular in-person meetings with customers, including onsite visits, to enhance relationships and accelerate account growth.

• Take complete ownership of retention, expansion, and net revenue growth across strategic accounts.

• Ensure predictable renewals by emphasizing value, outcomes, and ROI prior to contract milestones.

• Recognize and address renewal or contraction risks in collaboration with internal teams.

• Serve as the primary point of contact across internal teams.

• Maintain excellent Salesforce hygiene to facilitate forecasting and decision-making.

⛳️ Requirements

• 5-8 years of experience in B2B SaaS, with 2-3 years focused on farming or account management.

• Proven track record of achieving and surpassing targets for expansion, renewal, and net revenue retention.

• Recent experience specifically related to account management, farming, expansion, and upselling/cross-selling.

• Willingness to work in time zones aligned with customer regions.

• Enthusiasm for technology and SaaS; a strong customer-centric approach and empathy; eagerness to thrive in a fast-paced, self-directed start-up setting.

• Solid understanding of SaaS and adjacent business models.

• Comfort and proficiency in engaging with technical audiences and executive-level stakeholders.

• Previous experience or success in international sales and account management is a significant advantage.

• Bachelor’s degree is required; a background in Engineering or Technology is preferred.

• Regular in-person meetings with customers, including onsite visits.

• Strong understanding of upselling, cross-selling, and renewal processes across multi-product SaaS portfolios.

• Ability to identify expansion opportunities using usage data, customer maturity, organizational structure, and business goals.

• Capability to engage confidently with engineering leaders, technical stakeholders, and economic decision-makers.

• Strong comprehension of SaaS business models and comfort selling to technical organizations.

• Ability to cultivate trusted relationships with technical users and executive stakeholders.

• Ability to identify and mitigate risks related to renewals or contractions.

• Strong Salesforce hygiene and forecasting capabilities.

🏝️ Benefits

• Medical Insurance: Comprehensive coverage of INR 5,00,000 for the employee, spouse, up to 2 dependent children, and parents or parents-in-law.

• Statutory Benefits: Gratuity in accordance with the Payment of Gratuity Act, 1972.

• Paid Time Off: 25 days of paid leave annually (Annual & Sick Leave), plus gazetted public holidays and special life-event leaves.

• A Remote-First work environment that enables our employees to work from home.

• Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, and wellbeing to ensure an exceptional remote work experience.