Director of Account Management | SAAS Org | Pune

About Our Client

Our client is a leading Global SAAS org which is in the 10-100 journey. They have offices in San Francisco, Bangalore and Pune. Backed by Marquee investors, they have a strong track record of succeeding in tough market conditions and growing business sustainable. Excellent 2nd time Founders with great pedigree and high EQ.

Job Description

• Own and drive expansion revenue through upsell and cross-sell strategies for existing customers.
• Identify and capitalize on opportunities to sell premium features, enterprise packages, and additional integrations .
• Develop strategic account plans to increase revenue from key accounts.
• Collaborate with the sales team to ensure a seamless transition from new customer acquisition to account management .
• Lead contract negotiations, renewals, and pricing discussions to maximize deal value.
• Build and nurture long-term relationships with enterprise clients, ensuring they maximize the value.
• Monitor customer adoption, engagement, and satisfaction metrics to proactively address risks.
• Partner with the Customer Success team to enhance onboarding and ongoing support processes.
• Implement data-driven retention strategies to reduce churn and improve customer lifetime value (CLTV) .
• Conduct quarterly business reviews (QBRs) with customers to align with their evolving needs.
• Develop and execute go-to-market strategies to expand presence in key industry verticals.
• Analyze market trends, customer feedback, and competitive insights to enhance our offerings .
• Work closely with product and engineering teams to influence the roadmap based on customer needs.
• Develop playbooks and frameworks for account management best practices.
• Build, mentor, and lead a high-performing account management team .
• Define KPIs and performance metrics to track team success and improve efficiency.
• Foster collaboration between sales, marketing, customer success, and product teams to drive customer value.

The Successful Applicant

• 10+ years of experience in account management, customer success, or enterprise sales , preferably in B2B SaaS.
• Proven track record of upselling, cross-selling, and revenue expansion within existing accounts.
• Strong understanding of data, analytics, and cloud technologies .
• Experience working with C-level executives and decision-makers in mid to large enterprises.
• Ability to analyze and drive actionable insights for retention and growth.
• Excellent negotiation, relationship-building, and strategic planning.
• Prior experience leading and scaling account.