Key Account Manager
On-sitePune, Maharashtra, India
Job Summary
Own end-to-end account plans for 8–12 named enterprise accounts, driving cross-sell and upsell of the Rubiscape Studios while managing the complete commercial lifecycle including renewals and multi-year agreements. Facilitate quarterly business reviews with C-suite stakeholders to present value realisation metrics and roadmap alignment, ensuring Net Revenue Retention stays above 120%. Act as the internal voice of the customer, channelling product feedback to engineering teams to influence the Rubiscape roadmap and collaborating with Customer Success to achieve <90-day time-to-value. Forecast expansion opportunities accurately in CRM to contribute to monthly revenue closes.
Required Qualifications
- 4–7 years of enterprise B2B sales or account management experience
- at least 2 years managing named accounts in SaaS, analytics, data platforms, or enterprise software
- Demonstrated track record of achieving NRR ≥120% through structured expansion motions within complex, multi-stakeholder enterprise environments
- Ability to navigate and build relationships across multiple buying centres — IT, Data, Finance, Operations, and C-suite — within a single account
- Strong commercial acumen: experience structuring multi-year enterprise contracts, managing renewal timelines, and negotiating favourable commercial terms
- Proficiency with CRM tools (Salesforce or Zoho CRM) for pipeline management, forecasting, and account planning documentation
- Bachelor's degree in engineering, business, or a related field
Desired Qualifications
- MBA
- Prior experience selling or managing accounts in BFSI, manufacturing, or government verticals where Rubiscape has established domain depth
- Familiarity with Decision Intelligence, BI/analytics platforms, or MLOps concepts sufficient to hold credible technical conversations with data and analytics leaders
- Experience with value-selling methodologies (MEDDIC, Challenger, or similar) applied to complex, multi-stakeholder deals
- Exposure to multi-modal deployment models: SaaS, BYOC, on-premises, and hybrid cloud
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