Customer Success Executive - Enterprise Sales - Chennai

About the Team

The Enterprise business unit at Apna owns revenue, sales and customer retention at Apna. The team

comprises 3 sub-units - Sales, marketing, and Revenue Operations, which includes Customer

Success Management. The sales team is divided based on industry expertise while the customer

support team and marketing teams are horizontal. The team plays a pivotal role in job marketplace

health as brands help Apna marketplace maintain network effect i.e. improve candidate retention

and attract more candidates. At the same time, larger mandates from new clients helps provide

strategic guidance to growth and the product team to build new solutions.

About the Role

We are looking for a Customer Success Manager to provide support, nurture relationships and

expand business for 400-500 Tier 5 enterprises to promote these orgs higher Tiers. A CSM would be

assigned 150-300 orgs depending upon the workload. Tier 5 orgs are enterprises that currently

behave like an SMB w.r.t purchase pattern, ticket sizes, engagement from sales team and are likely

to have a client connect at junior to mid-management level.

About Career growth within the team, a CSM would gradually move up the ladder and start managing

Tier 1 - Tier 4 clients and would eventually work directly w / Pod leads / CSM head in big accounts

management.

Responsibilities

• Ensure reactive and periodic recruiter level connect to keep pulse of the account
• Extensive telephonic outreach to recruiters / admins as per outreach SOP (when to

call? Whom to call? How to resolve the client’s issues and grow Apna’s business?.

self or via Priority support team (Subject matter specialist)

“Voice of Customers”

right product for a role x city x # hires requirement, pitch a right product to maximize

value for money

tutorial videos on WA

acquisition / branding needs.

finding right decision makers in the org.

product analysis on a monthly basis - find usage patterns, discovery of hiring

patterns, share of other digital platforms (naukri, WorkIndia, Shine, Monster etc.)