Account Executive (Farming)

Role Location: Mumbai (This is a remote position; however, the role requires the candidate to be based in Mumbai)

Role Overview: The Account Executive role is focused on owning, retaining, and expanding a defined book of strategic accounts through structured farming, deep customer engagement, and long-term value creation. This role emphasizes account growth with success driven by multi-product expansion, renewal strength, and durable executive relationships. You will work with complex, global accounts within engineering-led organizations, partnering closely with internal teams to unlock expansion opportunities across usage, teams, and product lines. This role reports to the Sales Manager.

Desired Experience:

1 - 2 years experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell

Willingness to work region-aligned time zones, based on customer coverage

Passionate about tech and SaaS; extreme customer centricity and empathy; strong desire to work in a fast-paced, self-directed start-up environment

Solid understanding of Software SaaS/ SaaS adjacent business models and a high degree of comfort and skill in selling to and engaging with technical audiences and executive-level stakeholders.

Global Market Experience (Preferred): Previous exposure or success in international sales and account management will be considered a significant plus.

Bachelor's degree required; Engineering / Technology background preferred

What Will You Do

i. Account Ownership, Expansion & Lifecycle Expertise

Own a portfolio of strategic customers with accountability for long-term revenue growth and retention.

Strong understanding of upsell, cross-sell, and renewal mechanics across multi-product SaaS portfolios

Proven ability to identify expansion levers using usage data, customer maturity, org structure, and business goals

ii. Executive & Technical Engagement

Ability to engage confidently with engineering leaders, technical stakeholders, and economic buyers

Strong grasp of SaaS business models and comfort selling into technical organizations

iii. Own & Grow Strategic Accounts and Build Customer Partnerships

Engage customers through regular in-person meetings, including onsite visits, to strengthen relationships and accelerate account growth

Own a defined book of strategic accounts with full responsibility for retention, expansion, and net revenue growth

Develop trusted relationships with technical user, and executive stakeholders

iv. Drive Renewal & Retention Excellence

Ensure predictable renewals by reinforcing value, outcomes, and ROI ahead of contract milestones.

Identify and mitigate renewal or contraction risks in partnership with Internal teams.

v. Operate Cross-Functionally with Rigor

Act as the central point of ownership across internal teams

Maintain strong Salesforce hygiene to support forecasting and decision-making