Senior Key Account Manager
On-sitePune, Maharashtra, India
Job Summary
Develop and execute comprehensive account growth strategies for a portfolio of 6–10 high-value named accounts, driving individual ARR targets exceeding ₹2 Cr. Lead executive-level engagement including CXO briefings and strategic roadmap workshops to position Rubiscape as a long-term decision intelligence partner. Architect and close complex, multi-studio expansion deals by coordinating across RubiFlow, RubiSight, RubiStudio, and RubiAI to build platform-wide adoption. Drive Net Revenue Retention (NRR) ≥130% through rigorous expansion pipeline management and proactive renewal forecasting. Mentor junior Key Account Managers on account planning frameworks and QBR delivery. Partner with Pre-Sales and Solution Engineering teams to design proof-of-concept initiatives that reduce time-to-value below 90 days. Represent the voice of enterprise customers at internal roadmap councils to ensure account-level feedback directly influences Rubiscape's product strategy.
Required Qualifications
- 7–12 years of enterprise B2B sales or strategic account management experience
- at least 4 years managing named Fortune 500 or large enterprise accounts in data, analytics, or SaaS
- Proven track record of closing multi-crore expansion deals within existing accounts and achieving NRR consistently above 120–130%
- Demonstrated ability to build C-suite relationships (CTO, CDO, CFO, COO) and drive board-level conversations about the ROI of Decision Intelligence investments
- Strong commercial structuring skills: experience with multi-year platform agreements, volume-based pricing, and contract renegotiations in regulated industries
- Deep understanding of the enterprise data and analytics buying journey, including budget cycles, procurement processes, and multi-stakeholder consensus building
- Bachelor's or Master's degree in engineering, business, or a related field
Desired Qualifications
- Domain expertise in BFSI, manufacturing, or public sector
- Experience managing platform accounts that span SaaS, on-premises, and hybrid deployment models, including air-gapped environments for regulated sectors
- Familiarity with data governance, MLOps, or AI Ops concepts that enable credible peer-level engagement with CDOs, Chief Data Scientists, and analytics VPs
- Certified in enterprise sales methodologies such as MEDDPICC, Challenger Sale, or Value-Based Selling
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