Join our AI platform as a Key Account Manager focused on expanding our most strategic enterprise relationships in India. You'll be responsible for managing $1.5M+ in ARR while driving aggressive growth within our highest-value accounts through deep relationship building and strategic expansion initiatives.
About Plotline
Proven track record as an enterprise-grade app personalisation platform serving apps like Dream11, Zepto, Upstox globally. Our India market represents a cornerstone of our international growth strategy, with established enterprise customers ready for deeper platform adoption and multi-department expansion.
About This Role
As our KAM for India, you'll own the growth trajectory of our most strategic enterprise accounts. You'll function as a trusted advisor to C-level executives while orchestrating complex, multi-stakeholder expansion initiatives that unlock new use cases, departments, and revenue streams within existing customer organizations.
Key Challenges You'll Solve
Enterprise Expansion - Drive 150%+ net revenue retention by identifying and executing on white-space opportunities within strategic accounts
Executive Relationship Management - Build and maintain C-suite relationships that position our platform as mission-critical infrastructure
Multi-Department Penetration - Navigate complex organizational structures to expand platform adoption across business units, geographies, and use cases
Strategic Partnership Development - Transform transactional vendor relationships into strategic technology partnerships with shared roadmaps
Outcomes Expected
Q1 Objectives: Identify $400K+ in qualified expansion pipeline and close $150K+ in new ARR from existing accounts
Q2 Objectives: Deliver $300K+ in expansion revenue while securing 2+ multi-year enterprise commitments
Year 1 Objectives: Achieve $2.2M+ total ARR ($1.5M base + $700K+ expansion) and establish 5+ accounts as strategic partnership references
Responsibilities
Strategic Account Growth
- Own expansion strategy and execution for strategic enterprise accounts
- Develop comprehensive account plans with monthly growth roadmaps
- Identify white-space opportunities across departments, subsidiaries, and use cases
- Lead complex, multi-quarter expansion sales cycles
- Negotiate enterprise-level contracts and multi-year strategic agreements
Executive Relationship Building
- Serve as primary strategic contact for C-level executives and senior leadership
- Conduct quarterly business reviews and strategic planning sessions
- Present platform ROI analysis and business case studies to board-level stakeholders
- Build executive sponsorship for platform expansion initiatives
- Manage escalations and strategic account issues with senior leadership involvement
Cross-Functional Orchestration
- Collaborate with product teams on custom feature development and roadmap prioritization
- Partner with implementation teams on complex, multi-phase rollouts
- Work with customer success on adoption strategies and change management
- Coordinate with marketing on case study development and industry speaking opportunities
- Lead cross-functional account teams for strategic initiatives
Market Intelligence & Strategy
- Provide strategic account insights to inform product and go-to-market strategy
- Monitor competitive landscape and positioning within strategic accounts
- Identify industry trends and expansion opportunities in the Indian enterprise market
- Develop vertical-specific expansion playbooks and messaging
- Represent company at industry events and customer advisory boards
Requirements
Professional Experience
- 4+ years of strategic account management or enterprise sales experience in India
- Proven track record managing $1M+ account portfolios with consistent expansion results
- Experience selling to C-level executives and navigating complex enterprise decision-making
- Background in AI/SaaS/technology platforms with technical implementation components
Core Competencies
Strategic Growth Driver
- Demonstrated ability to grow existing accounts by 2x+ annually
- Track record of identifying and closing $100K+ expansion opportunities
- Experience with complex, multi-stakeholder enterprise sales cycles
- Proven success with consultative selling and business value articulation
Executive Relationship Master
- Exceptional executive presence and C-suite communication skills
- Ability to build trust and credibility with senior business leaders
- Experience managing relationships across multiple business units and geographies
- Strong presentation and business case development capabilities
Indian Market Expert
- Deep understanding of Indian enterprise culture and business practices
- Established network within Indian technology and business communities
- Experience navigating complex organizational hierarchies and decision-making processes
- Cultural fluency and ability to build relationships across diverse stakeholder groups
Strategic Partnership Builder
- Ability to think beyond transactional relationships to strategic partnerships
- Experience with joint business planning and shared success metrics
- Skills in contract negotiation and multi-year agreement structuring
- Track record of turning customers into advocates and references
Success Metrics
Revenue Performance
- Net Revenue Retention: 150%+ across account portfolio
- Expansion ARR: $700K+ in new revenue from existing accounts
- Deal Size Growth: 40%+ increase in average account value
- Pipeline Quality: 3x coverage ratio for expansion targets
Relationship Depth
- Executive Relationships: Direct relationships with 15+ C-level stakeholders
- Multi-Threading: 4+ champion relationships per strategic account
- Business Reviews: Quarterly strategic sessions with 100% of accounts
- Reference Customers: 80%+ of accounts willing to serve as references
Strategic Impact
- Product Influence: 3+ product features developed based on account feedback
- Market Intelligence: Monthly strategic insights reports to leadership
- Competitive Wins: 90%+ win rate in competitive expansion scenarios
Ready to drive transformational growth If you're passionate about building strategic relationships that unlock exponential business value while positioning cutting-edge technology as competitive advantage, we'd love to hear from you.
This role offers the opportunity to directly shape the growth trajectory of our highest-value customer relationships while working with enterprise leaders who are transforming their industries through app personalization.
