Manager / Head GTM Sales B2B(SAAS)

Job Summary

As the Lead – High Value Client Acquisition, you will own the growth and expansion charter for the most valuable enterprise clients. This role demands a strategic and commercially astute leader who can navigate complex enterprise ecosystems, unlock new opportunities, and deepen long-term partnerships with India’s top retail and e-commerce brands.

The person will be working directly with the leadership management team in a high-impact role, driving both the depth and width of enterprise relationships — ensuring every account reaches its full potential through

consultative engagement, solution expansion, and operational excellence.

You will lead a team of experienced account managers, ensuring that our largest clients realize maximum business value from our solutions while delivering predictable and scalable revenue growth.

Responsibilities :

1. Strategic Growth & Account Leadership

Own revenue, retention, and expansion for high-value enterprise portfolio.

Define and execute strategic account plans that strengthen relationships, increase wallet share, and drive measurable client impact.

Develop customized success blueprints aligned with each client’s strategic goals and commerce roadmap. 2. CXO & Enterprise Engagement

Build and nurture deep relationships with CXOs, business heads, and key decision-makers as a strategic growth enabler.

Lead Quarterly Business Reviews (QBRs) and strategic discussions focused on co-creation, innovation, and long-term account scaling.

3. Growth & Revenue Management

Drive commercial expansion across the organization's product suite, new use cases, and client business units.

Ensure industry-leading renewal rates and Net Revenue Retention (NRR) through consultative solutioning and proactive client engagement.

Build strong internal alignment across Product, Tech, and Customer Success to enable seamless solution delivery and client satisfaction.

4. Team Leadership & Execution Excellence

Lead, mentor, and develop a high-performing account management team skilled in managing complex, high-value enterprise relationships.

Foster a culture of consultative selling, data-driven decision-making, and operational rigor.

Build predictable processes for pipeline management, revenue forecasting, and client governance. 5. Strategic Insights & Voice of the Client

Leverage client insights and analytics to identify growth patterns, risk signals, and opportunities for expansion.

Champion the voice of the client within the organization to influence strategy, product development, and service delivery.

Candidate Profile :

Pedigree : MBA from a Tier-1 B-School (IIM, ISB, MDI, SPJIMR, etc.)

Experience : 10–14 years in Enterprise Account Management / Key Account Growth / Strategic

Partnerships within SaaS, eCommerce, or Technology-driven B2B organizations

Enterprise Exposure : Proven success in managing CXO-level relationships and growing multi-million-

dollar accounts

Strategic Orientation : Ability to translate client needs into commercial outcomes and solution

roadmaps

Leadership Depth : Experience leading and coaching account teams handling enterprise portfolios

Analytical & Tech Fluency : Comfort with CRM, analytics dashboards, and SaaS metrics (NRR, churn,

expansion ARR)

Mindset : Strategic yet hands-on; a relationship builder who blends empathy with execution