Key Account Management

2 weeks ago

Mumbai, Maharashtra, India MakeMyTrip Full time ₹ 15,00,000 - ₹ 25,00,000 per year

About the Opportunity

Role: KAM - Acquisition(Happay)

Level: Assistant Manager/Deputy Manager

Reporting To: Associate Director

Location: Mumbai

About the function:

Happay, a part of the MakeMyTrip Group, is a leading spend management platform that empowers businesses with end-to-end visibility and control over their expenses. Our unified solution simplifies business spend across travel, expense, payments, and procurement enabling real-time insights and automation at scale for enterprises. The Sales function at Happay is responsible for driving enterprise sales across India. The team focuses on strategic customer acquisition, revenue growth, and expanding market presence by partnering with large and mid-market enterprises to deliver tailored spend management solutions.

About the role:

The role involves accelerating the growth of the enterprise business segment in India, with a strong focus on new business generation and deepening relationships within existing accounts.

The incumbent will be responsible for driving strategic CRM initiatives for enterprises across the West India market.

It requires a proactive and consultative sales approachcombining strong commercial acumen with the ability to evangelize the value of Spend Automation and position Happay as the preferred partner for enterprise clients. Backed by robust internal support teams, the role requires creating, developing, and closing opportunities at scale while ensuring consistent revenue growth and market penetration.

Skills you will bring to the table:

  • Developing and managing relationships within the Mid-Market and Enterprise business segments, with a focus on customers in West India.
  • Managing end-to-end sales cycles from lead generation to contract closure by effectively presenting the value of Happays enterprise suite to C-level executives.
  • Building a strong sales pipeline and accurately forecasting sales activity and revenue achievement within the CRM system.
  • Demonstrating product capabilities and crafting a differentiated value proposition tailored to client needs.
  • Collaborating with internal cross-functional teams to ensure seamless onboarding, implementation, and customer satisfaction.

Qualification & Experience

  • Post-graduation from a reputed institute with 4–6 years of experience in carrying quota and closing deals in software (business applications preferred) or technology sales.
  • Proven track record of successfully managing enterprise deals with customers across North, West, or South India.
  • Consistent overachievement of sales targets (top 10–20% performer in previous roles).
  • Experience in managing and closing complex, multi-stakeholder sales cycles.

Key Success Factors for the Role

  1. Demonstrated success in closing large and complex enterprise deals within the Indian market.
  2. Deep understanding of SaaS sales methodologies and enterprise-level buying cycles. Proven ability to build, scale, and mentor high-performing sales teams.
  3. Strong communication, negotiation, and stakeholder management skills. Prior experience in fintech, spend management, or related enterprise solutions.
  4. Proficiency in CRM tools such as Salesforce for effective pipeline and relationship management.
  5. Strong customer references and a well-established professional network within the industry.

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