Key Account Manager

Key Account Manager - IndiaJoin 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 PlotlineProven 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 RoleAs 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 SolveEnterprise Expansion - Drive 150%+ net revenue retention by identifying and executing on white-space opportunities within strategic accountsExecutive Relationship Management - Build and maintain C-suite relationships that position our platform as mission-critical infrastructureMulti-Department Penetration - Navigate complex organizational structures to expand platform adoption across business units, geographies, and use casesStrategic Partnership Development - Transform transactional vendor relationships into strategic technology partnerships with shared roadmapsOutcomes ExpectedQ1 Objectives: Identify $400K+ in qualified expansion pipeline and close $150K+ in new ARR from existing accountsQ2 Objectives: Deliver $300K+ in expansion revenue while securing 2+ multi-year enterprise commitmentsYear 1 Objectives: Achieve $2.2M+ total ARR ($1.5M base + $700K+ expansion) and establish 5+ accounts as strategic partnership referencesResponsibilitiesStrategic Account GrowthOwn expansion strategy and execution for strategic enterprise accountsDevelop comprehensive account plans with monthly growth roadmapsIdentify white-space opportunities across departments, subsidiaries, and use casesLead complex, multi-quarter expansion sales cyclesNegotiate enterprise-level contracts and multi-year strategic agreementsExecutive Relationship BuildingServe as primary strategic contact for C-level executives and senior leadershipConduct quarterly business reviews and strategic planning sessionsPresent platform ROI analysis and business case studies to board-level stakeholdersBuild executive sponsorship for platform expansion initiativesManage escalations and strategic account issues with senior leadership involvementCross-Functional OrchestrationCollaborate with product teams on custom feature development and roadmap prioritizationPartner with implementation teams on complex, multi-phase rolloutsWork with customer success on adoption strategies and change managementCoordinate with marketing on case study development and industry speaking opportunitiesLead cross-functional account teams for strategic initiativesMarket Intelligence & StrategyProvide strategic account insights to inform product and go-to-market strategyMonitor competitive landscape and positioning within strategic accountsIdentify industry trends and expansion opportunities in the Indian enterprise marketDevelop vertical-specific expansion playbooks and messagingRepresent company at industry events and customer advisory boardsRequirementsProfessional Experience4+ years of strategic account management or enterprise sales experience in IndiaProven track record managing $1M+ account portfolios with consistent expansion resultsExperience selling to C-level executives and navigating complex enterprise decision-makingBackground in AI/SaaS/technology platforms with technical implementation componentsCore CompetenciesStrategic Growth DriverDemonstrated ability to grow existing accounts by 2x+ annuallyTrack record of identifying and closing $100K+ expansion opportunitiesExperience with complex, multi-stakeholder enterprise sales cyclesProven success with consultative selling and business value articulationExecutive Relationship MasterExceptional executive presence and C-suite communication skillsAbility to build trust and credibility with senior business leadersExperience managing relationships across multiple business units and geographiesStrong presentation and business case development capabilitiesIndian Market ExpertDeep understanding of Indian enterprise culture and business practicesEstablished network within Indian technology and business communitiesExperience navigating complex organizational hierarchies and decision-making processesCultural fluency and ability to build relationships across diverse stakeholder groupsStrategic Partnership BuilderAbility to think beyond transactional relationships to strategic partnershipsExperience with joint business planning and shared success metricsSkills in contract negotiation and multi-year agreement structuringTrack record of turning customers into advocates and referencesSuccess MetricsRevenue PerformanceNet Revenue Retention: 150%+ across account portfolioExpansion ARR: $700K+ in new revenue from existing accountsDeal Size Growth: 40%+ increase in average account valuePipeline Quality: 3x coverage ratio for expansion targetsRelationship DepthExecutive Relationships: Direct relationships with 15+ C-level stakeholdersMulti-Threading: 4+ champion relationships per strategic accountBusiness Reviews: Quarterly strategic sessions with 100% of accountsReference Customers: 80%+ of accounts willing to serve as referencesStrategic ImpactProduct Influence: 3+ product features developed based on account feedbackMarket Intelligence: Monthly strategic insights reports to leadershipCompetitive Wins: 90%+ win rate in competitive expansion scenariosReady 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.