Account Executive - Inside Sales

About us: Intuitive.AI is one of the fastest-growing (INC 5000, CRN) Cloud & SDx solution and services companies supporting enterprise customers on a global scale. Intuitive is an "Engineering Company" delivering measurable value and key business outcomes. Intuitive Superpowers: - DataOps & AI/ML - Cloud Native, AppSecOps, DevSecOps - Cloud Migration & Transformation - Cloud FinOps - Cybersecurity (App/Data/Infra) & GRC - SDx & Digital Workspace We are proud to partner with some of the world's leading enterprises and serve 200+ customers across different industry verticals. We have achieved many milestones along the way, including being recognized as a top-10 fast-growth 150 IT company in the Americas by CRN in 2022 and being named one of America's fastest-growing private companies by INC 5000 in 2022. That's not all! Even CIO Review awarded us as the Most Promising Cloud Migration Company and Artificial Intelligence Solutions Provider in 2022. About the job: Title - Account Executive - Inside Sales (Large Enterprise Account Growth) Experience: 7-10 years Education: Bachelor's required, MBA preferred Start date: Immediate Position Type: Full Time Location: India (Remote, aligned to account time zone as needed) About the Role Intuitive.ai is looking for an Account Manager (Inside Sales Representative) to own growth within one or more large, strategic enterprise accounts already in our portfolio. This role sits within the Inside Sales organization's Portfolio Accounts function and is responsible for deeply mapping the account, identifying new business units and stakeholders beyond the original point of entry, and building the relationships and pipeline needed to expand our footprint. You are not sourcing net-new logos - you are unlocking the next chapter of value inside an account we've already won, working closely with the Client Partner and Delivery teams who got us there. Key Responsibilities & KRAs / KPIs As an Account Executive, you will own the ongoing mapping, relationship-building, and pipeline development within your assigned enterprise account(s), and will be measured against the following Key Result Areas (KRAs) and Key Performance Indicators (KPIs): Key Result Area (KRA) Key Performance Indicators (KPI) Account Mapping & Whitespace Analysis - % of assigned accounts with a current, documented account map (org chart, business units, stakeholder coverage) - Number of new business units / departments identified per account per quarter - Whitespace analysis refreshed at least quarterly New Connections & Stakeholder Expansion - Number of new contacts/personas engaged per account (multi-threading depth) - Number of new stakeholder meetings booked per month - % of accounts with an active relationship at director level or above Pipeline Influence & Generation - Net-new pipeline value sourced or influenced within the account per quarter - Number of new opportunities created from account mapping activity - Pipeline coverage ratio against account growth target Relationship Depth & Account Health - Number of active, engaged stakeholders per account (engagement frequency) - Account engagement score / relationship health rating - Retention of existing relationships (no loss of key contacts without a mapped successor) Revenue Growth Within Account - Net Revenue Retention (NRR) for the assigned account(s) - Expansion revenue closed (cross-sell / upsell / new business unit) - % of account's total addressable footprint penetrated Account Planning & Internal Alignment - % of accounts with an active, updated account growth plan - Quarterly Business Review (QBR) completion rate with the account - Cadence adherence for internal syncs with Client Partner / Delivery CRM & Forecast Discipline - % of CRM records with complete, current stage, contact, and next-step data - Forecast accuracy for account expansion pipeline (committed vs. actual) - Timeliness of account map and opportunity updates in CRM Cross-Functional Collaboration - Number of expansion signals sourced from Delivery / Customer Success handoffs - Response time to internal expansion signals (e.g., new stakeholder hire, usage spike) - Collaboration feedback score from Client Partner and Delivery teams What You'll Bring Education & Experience - Bachelor's degree required; MBA preferred. - 7-10 years of experience in account management, inside sales, or customer growth roles within a B2B technology, IT services & solutions environment. - Demonstrated track record of growing revenue within existing accounts - not just managing renewals. - Experience navigating large, matrixed enterprise organizations with multiple business units and stakeholders. Skills & Competencies - Strong account mapping and stakeholder-mapping discipline - able to build and maintain a living picture of a complex account. - Confident relationship-builder, comfortable initiating conversations with new stakeholders and earning trust from a standing start. - Consultative approach - able to spot expansion opportunities by connecting account signals to business outcomes. - Strong pipeline generation instincts; comfortable being measured on influenced/sourced pipeline, not just closed revenue. - Disciplined CRM hygiene and account-planning rigor (HubSpot or Salesforce experience preferred). - Excellent written and verbal communication; able to engage confidently with senior stakeholders. - Strong cross-functional collaborator - works closely with Client Partner, Delivery, Solutions, and Marketing to spot and act on growth signals. Required - Experience within Industrial manufacturing and technology enterprise - Familiarity with account-based selling or account-based marketing (ABM) methodology. - Prior exposure to large enterprise accounts in North America or other global markets. What Success Looks Like in the First Year - Delivers a complete, living account map for each assigned account, refreshed at least quarterly. - Builds new stakeholder relationships beyond the original point of entry, including at least one new business unit engaged. - Generates a measurable, forecastable pipeline of expansion opportunities within the account. - Demonstrates positive Net Revenue Retention and protects the health of the existing relationship while growing it.