Senior Client Growth Manager - Robusta

Robusta assists organizations in transitioning to a digital-first approach, crafting unforgettable experiences for their customers. We provide strategy, design, product, and technology services to prominent businesses and brands, utilizing our go-to-market expertise to facilitate seamless customer experiences and enhance conversion rates.

About the Role

The Senior Client Growth Manager is a strategic commercial leadership role responsible for driving end-to-end revenue growth through new business acquisition, account expansion, and client retention.

The role owns an individual revenue target while also leading, mentoring, and coaching a team of Client Growth professionals to achieve their commercial objectives. The Senior Client Growth Manager is responsible for building strong senior-level client relationships, identifying growth opportunities, managing the sales cycle, and ensuring revenue and profitability targets are met.

This role requires a strong balance of hands-on commercial ownership and people leadership, with a focus on driving both personal and team performance.

Key Responsibilities

1. Revenue Ownership (Primary Accountability)

• Own and deliver an individual revenue target across assigned accounts and industry vertical.
• Manage a balanced revenue mix:
• New business (new logos)
• Upselling & cross-selling
• Renewals and expansions
• Ensure gross margin adherence through disciplined pricing strategies.
• Maintain accurate forecasting and pipeline visibility.
• Build and execute annual industry growth plans.
• Maintain a healthy pipeline coverage ratio.
• Identify opportunities to maximize revenue, profitability, and account value.

2. New Business Development

• Identify, qualify, and pursue new business opportunities within the assigned market.
• Lead the full sales cycle, including:
• Prospecting and qualification
• Proposal development
• Commercial negotiations
• Closing and contract finalization
• Develop and maintain a strong pipeline of qualified opportunities.
• Drive strategic industry penetration and new-logo acquisition.
• Build relationships with senior decision-makers and key stakeholders within target organizations.

3. Account Growth & Expansion

• Own a defined portfolio of accounts as the Account Growth Owner.
• Identify and drive upsell and cross-sell opportunities.
• Lead renewals, contract extensions, and commercial expansions.
• Develop strategic account plans to maximize client lifetime value.
• Optimize revenue mix and account profitability.
• Identify opportunities to expand the company's services and solutions across existing accounts.

4. Client Relationship Ownership

• Act as the executive-level single point of contact (SPOC) for clients.
• Build and maintain long-term, trusted relationships with key stakeholders.
• Understand client strategic priorities and business objectives.
• Own client satisfaction, retention, and growth.
• Manage stakeholder mapping and account dynamics.
• Lead escalations and conflict resolution.
• Represent the voice of the client internally, without owning delivery execution.

5. Team Leadership & Coaching

• Lead, mentor, and coach a team of Client Growth and Account Management professionals.
• Set clear team objectives, KPIs, and performance expectations aligned with overall revenue goals.
• Support team members in developing and executing new business and account growth strategies.
• Provide regular coaching, feedback, and performance guidance to improve commercial effectiveness.
• Review team pipelines, forecasts, account plans, and revenue performance to identify gaps and opportunities.
• Support team members in navigating complex negotiations, client escalations, and strategic opportunities.
• Foster a high-performance, collaborative, and revenue-focused culture.
• Support the hiring, onboarding, development, and performance evaluation of Client Growth team members.
• Lead by example by maintaining individual ownership of a revenue target while driving overall team performance.

6. Industry Leadership & Positioning

• Develop deep expertise within the assigned industry vertical.
• Identify market trends, risks, and emerging opportunities.
• Position the company's value proposition effectively.
• Act as the commercial authority for the assigned industry.
• Identify strategic opportunities for market expansion and revenue growth.

7. Governance & Reporting

• Provide structured reporting on:
• Individual and team revenue performance
• Margin performance
• Pipeline and forecasting
• Account risks
• Growth opportunities
• Team KPIs and performance
• Ensure early identification of commercial or relationship risks.
• Participate in executive reviews and governance forums.
• Align on key milestones, including renewals, checkpoints, and business reviews.

8. Contractual & Commercial Accountability

• Own contract execution and commercial sign-offs.
• Ensure contracts align with revenue and margin objectives.
• Secure approvals for billing milestones.
• Act as an escalation point for collections in coordination with Finance.
• Lead commercial negotiations and ensure favorable business outcomes.

9. Internal Strategic Alignment

• Align with Product, PMO, and Delivery teams on strategic priorities.
• Communicate client needs and commercial objectives internally.
• Escalate risks and dependencies.
• Maintain non-operational involvement, with no direct delivery execution ownership.
• Ensure alignment between client expectations, commercial objectives, and delivery capabilities.

Requirements

• Bachelor’s degree in Business, Marketing, Finance, or a related field (MBA is a plus).
• 10-15 years of experience in B2B sales, account management, client growth, or a similar commercial role.
• Proven track record of achieving individual revenue targets across new business acquisition and existing account expansion.
• Proven experience leading, mentoring, and coaching a team of sales, account management, or client growth professionals.
• Experience managing team performance and revenue targets while maintaining personal ownership of an individual commercial target.
• Strong experience managing the full sales cycle: prospecting → qualification → proposal → negotiation → closing → renewal.
• Demonstrated ability to grow existing accounts through upselling and cross-selling.
• Solid commercial acumen with experience in pricing, margin management, forecasting, and contract negotiation.
• Ability to build and manage senior stakeholder relationships and navigate complex organizations.
• Experience working within a specific industry vertical relevant to the assigned portfolio.
• Strong analytical skills with the ability to manage pipeline, forecasting, revenue performance, and team KPIs.
• Proven ability to develop and execute account and industry growth strategies.
• Excellent communication, negotiation, leadership, coaching, and executive presence.
• Strong ability to balance individual commercial ownership with team leadership and performance management.