Key Account Manager - India (Bengaluru)

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 accountsExecutive Relationship Management - Build and maintain C-suite relationships that position our platform as mission-critical infrastructureMulti-Department Penetration - Navigate complex organizational structures to expand platform adoption across business units, geographies, and use casesStrategic Partnership Development - Transform transactional vendor relationships into strategic technology partnerships with shared roadmapsOutcomes ExpectedQ1 Objectives: Identify $400K+ in qualified expansion pipeline and close $150K+ in recent ARR from existing accountsQ2 Objectives: Deliver $300K+ in expansion revenue while securing 2+ multi-year enterprise commitmentsYear 1 Objectives: Achieve $2.2M+ total ARR ($1.5M base + $700K+ expansion) and establish 5+ accounts as strategic partnership referencesResponsibilitiesStrategic Account Growth- Own 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 agreementsExecutive Relationship Building- Serve 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 involvementCross-Functional Orchestration- Collaborate 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 initiativesMarket Intelligence & Strategy- Provide 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 boardsRequirementsProfessional Experience- 4+ 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 componentsCore 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 articulationExecutive 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 capabilitiesIndian 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 groupsStrategic 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 referencesSuccess MetricsRevenue Performance- Net Revenue Retention: 150%+ across account portfolio- Expansion ARR: $700K+ in recent revenue from existing accounts- Deal Size Growth: 40%+ increase in average account value- Pipeline Quality: 3x coverage ratio for expansion targetsRelationship Depth- Executive 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 referencesStrategic Impact- Product 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 scenariosReady 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 chance 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.