Key Account Manager - India

KEY ACCOUNT MANAGER - INDIA 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.