Account Manager

Wati; Bengaluru; On-site; INR 1,500,000 - 2,300,000; Full time

Job summary

Wati, an AI-powered customer engagement platform, seeks an experienced account manager to lead strategic relationships with key clients. You’ll be the primary contact for commercial accounts across Wati and Astra, driving revenue growth through multi‑product opportunities and effective contract negotiations.

You’ll map client goals to Astra’s AI capabilities, develop account plans, and collaborate with CSM, marketing, product, and support to ensure success.

Qualifications

• 5-8 years in account management, sales, or related role with SaaS/CPaaS exposure.
• Experience selling multi-product or platform-plus-add-on portfolio is a strong plus.

Responsibilities

• Build and maintain strong, long-term relationships with key clients across Wati and Astra.
• Develop and execute strategic account plans to extend Astra’s AI capabilities within existing Wati usage.
• Identify cross-sell/upsell opportunities and proactively pitch, demo, and close combined-solution deals.
• Articulate value of Wati and Astra as standalone and integrated offerings to non-technical stakeholders.
• Negotiate contracts and pricing to maximize profitability and ensure mutually beneficial terms.
• Monitor account performance using key metrics and identify expansion opportunities.
• Collaborate with CSMs, marketing, product, and support to align go-to-market and product roadmap.
• Stay informed about competitive CPaaS and AI agent trends to sharpen positioning.

Skills

Account management

SaaS sales

Relationship management

Negotiation

CRM experience

Tools

HubSpot CRM

Job description

Wati
Started as a WhatsApp team inbox in 2020, Wati has evolved into an AI-powered customer engagement platform that goes beyond a single channel. Designed for businesses that sell, support, and grow through conversations, Wati observes customer intent in real time, decides the next best revenue action, and executes it across marketing, sales, and support — on WhatsApp, Instagram, Facebook, TikTok, SMS, and more.

Trusted by over 16,000 customers across 190+ countries, Wati simplifies complex operations and business conversations with a unified inbox, no-code automation, and our intelligent AI layer, Astra. Proudly backed by Tiger Global, Sequoia Capital, DST Global, and Shopify, and recognised as a Premium Partner of Meta and Google. Wati, the AI-Powered Customer Engagement Platform for Revenue Grow.

What You’ll Be Doing

• Client Relationship Management: Build and maintain strong, long-term relationships with key clients, serving as their primary point of contact and trusted advisor across both Wati and Astra for commercial accounts.
• Account Planning: Develop and execute strategic account plans that map how Astra’s AI agent capabilities extend and deepen a client’s existing Wati usage, aligning with their business goals to drive revenue growth.
• Sales and Cross-Sell/Upsell: Collaborate with CSMs to understand client needs and challenges. Identify accounts where AI-driven automation (Astra) can solve problems beyond core messaging (Wati), and proactively pitch, demo, and close combined-solution deals.
• Solution Positioning: Clearly articulate the value of Wati and Astra both as standalone products and as an integrated offering — translating technical AI agent capabilities into business outcomes for non-technical stakeholders.
• Contract Negotiation: Negotiate contracts and agreements — including multi-product bundles and usage-based pricing components — to maximize profit and ensure mutually beneficial terms.
• Performance Tracking: Monitor and analyze account performance across both products, using key metrics (e.g., NDR, activation, AI agent adoption) to measure success and identify expansion opportunities.
• Cross-Functional Collaboration: Work closely with CSMs, marketing, product, and support teams — including Astra’s product/engineering team — to ensure a cohesive go-to-market approach and stay current on product roadmap.
• Market Insights: Stay informed about the competitive landscape for WhatsApp CPaaS platforms and AI agent/chatbot providers to sharpen positioning and inform account strategy.

Requirements

• Experience: 5-8 years in account management, sales, or a related role, ideally with exposure to SaaS, CPaaS, martech, or AI/automation products. Experience selling a multi-product or platform-plus-add-on portfolio is a strong plus.
• Communication: Excellent verbal and written communication skills, with the ability to translate technical AI/automation concepts into clear business value for diverse audiences.
• Negotiation: Strong negotiation and contract management skills, including experience with bundled or usage-based pricing models.
• Problem-Solving: Strong analytical and problem-solving skills, with the ability to think strategically and execute tactically.
• Technical Proficiency: Comfortable with technology and able to quickly learn new tools; some familiarity with AI agents, chatbots, or conversational automation is a plus. Experience with CRM software (e.g., HubSpot) required.