Account Manager

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

Role in a nutshell:

The Strategic Account Manager 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:

• 5 - 8 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

What will you do

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

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

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

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.

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