About the role
Responsibilities:
- Own and grow a portfolio of strategic enterprise accounts.
- Develop deep relationships with CXOs and key decision-makers across Business, Marketing, Product, and Procurement.
- Drive revenue growth through proactive upselling, cross-selling, renewals, and account expansion initiatives.
- Identify whitespace opportunities within existing customers and build expansion strategies to maximise account value.
- Create and execute strategic account plans aligned with customer business goals.
- Lead Quarterly Business Reviews (QBRs) and executive business discussions to uncover new growth opportunities.
- Partner closely with Sales, Product, Customer Success, Marketing, and Operations to deliver exceptional customer outcomes.
- Act as a trusted advisor by understanding customer challenges and recommending the right solutions.
- Own customer retention, commercial success, adoption, and overall account health.
- Manage escalations with urgency while maintaining high customer satisfaction.
- Maintain accurate forecasts, account plans, and expansion pipelines
Requirements:
- Have 7-12 years of Enterprise Account Management, Key Account Management, Strategic Partnerships, or Customer Success experience.
- Come from SaaS, CPaaS, MarTech, AdTech, Ecommerce Enablement, RetailTech, or Digital Commerce organisations.
- Have a proven track record of driving upsell, cross-sell, renewals, and account expansion within enterprise customers.
- Consistently exceed revenue growth and retention targets.
- Excel at consultative selling and uncovering new business opportunities within existing accounts.
- Build strong relationships with CXO-level stakeholders.
- Thrive in fast-paced, high-growth startup environments.
What Success Looks Like:
- Consistently exceeding upsell and cross-sell revenue targets.
- High renewal and customer retention rates.
- Expansion of wallet share across strategic accounts.
- Strong customer adoption and long-term partnerships.
- Predictable revenue growth through account expansion.
- Customers viewing you as a trusted business advisor.