About this role
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 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 ExpectedQ1 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
ResponsibilitiesStrategic Account GrowthOwn 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 BuildingServe 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 OrchestrationCollaborate 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 & StrategyProvide 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
RequirementsProfessional Experience4+ 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 CompetenciesStrategic 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 MetricsRevenue PerformanceNet 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 DepthExecutive 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 ImpactProduct 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.