Associate Director ( Key Accounts )

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: - ( - )

Experience: 7+ yrs

Location: Gurgaon, Haryana, India, Gurugram, Haryana, India

Job Type: Full-time

We are looking for a commercially driven Strategic Enterprise Account Manager to own, grow, and strengthen relationships across a portfolio of high-value enterprise accounts.

This role is responsible for driving account growth, retention, renewals, upselling, cross-selling, and long-term customer value. You will build trusted relationships with CXO-level stakeholders and key decision-makers across Business, Marketing, Product, Procurement, and other functions.

The ideal candidate will combine strong consultative selling skills with strategic account management, deep customer understanding, and a strong commercial mindset. You will work closely with Sales, Product, Customer Success, Marketing, and Operations teams to deliver measurable customer outcomes and identify opportunities for sustainable revenue expansion.

Requirements

Key Responsibilities

• Own and manage a portfolio of strategic enterprise accounts, ensuring strong relationships, adoption, retention, and commercial performance.
• Develop trusted relationships with CXOs, senior executives, and key decision-makers across Business, Marketing, Product, Procurement, and other functions.
• Drive revenue growth through upselling, cross-selling, renewals, and account expansion initiatives.
• Identify whitespace and untapped opportunities within existing accounts and develop strategies to increase customer wallet share.
• Build and execute strategic account plans aligned with customer business objectives and growth priorities.
• Lead Quarterly Business Reviews (QBRs) and executive-level business discussions to demonstrate value, understand evolving needs, and uncover expansion opportunities.
• Act as a trusted strategic advisor by understanding customer challenges and recommending relevant solutions.
• Proactively identify new use cases, business requirements, and opportunities to expand the relationship.
• Own account-level retention, adoption, customer satisfaction, commercial performance, and overall account health.
• Develop strong executive relationships that support long-term partnerships and sustainable account growth.
• Manage customer escalations with urgency, professionalism, and a solution-oriented approach.
• Collaborate closely with Sales, Product, Customer Success, Marketing, and Operations teams to ensure exceptional customer outcomes.
• Maintain accurate account plans, revenue forecasts, renewal pipelines, expansion opportunities, and customer health information.
• Monitor account performance and proactively address risks that could impact retention or growth.
• Consistently identify opportunities to strengthen relationships and increase the strategic value delivered to enterprise customers.

What Makes You a Great Fit

• 7-12 years of experience in Enterprise Account Management, Key Account Management, Strategic Partnerships, Customer Success, or a related commercial role.
• Strong experience working with enterprise customers and CXO-level stakeholders.
• Proven track record of driving upselling, cross-selling, renewals, retention, and account expansion.
• Experience in SaaS, CPaaS, MarTech, AdTech, Ecommerce Enablement, RetailTech, Digital Commerce, or related technology-driven industries.
• Demonstrated ability to consistently achieve or exceed revenue growth, retention, and expansion targets.
• Strong consultative selling skills with the ability to uncover customer needs and translate them into relevant business solutions.
• Proven ability to identify whitespace opportunities and develop strategies to maximize account value.
• Excellent relationship-building, negotiation, presentation, and executive communication skills.
• Strong commercial acumen with the ability to understand customer businesses, challenges, priorities, and growth opportunities.
• Experience managing complex enterprise accounts involving multiple stakeholders and decision-makers.
• Strong strategic planning and account management capabilities.
• Comfortable operating in fast-paced, high-growth environments with evolving priorities.
• Highly accountable, proactive, and customer-focused with a strong ownership mindset.
• Ability to collaborate effectively across Sales, Product, Customer Success, Marketing, and Operations.
• Strong analytical skills with the ability to use account data, forecasts, and customer insights to drive business decisions.
• Passion for building long-term strategic partnerships while delivering measurable commercial impact.