Location: This is a remote position; however, the role requires the candidate to be based in Mumbai.
Role in a Nutshell
The Account Manager role is focused on owning, retaining, and expanding a defined book of strategic executive 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
We are looking for a seasoned Account Manager with a strong track record of expansion-led revenue ownership in B2B SaaS or enterprise technology environments.
- 4-8 years of B2B SaaS experience, with 2-3 years of experience in a farming / Account Management focused role
- Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets
- Recent 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
1.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
2.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
3.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
4.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.
5.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
