Account Manager

TestGrid.io; India; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

TestGrid.io in India is seeking an Account Manager who will own the health of accounts, renewal rates, and expansion opportunities. You will act as a strategic partner to clients, ensuring high renewal rates, identifying upselling opportunities, and navigating corporate structures to maximize long-term account value.

You will lead renewal processes, collaborate with CSMs, and present data-driven ROI during EBRS while basing in Hyderabad with travel as needed.

Qualifications

• Bachelor's degree in Computer Science.
• 3+ years in Account Management, Customer Success, or Technical Sales in SaaS.
• Strong communication and executive presentation skills.

Responsibilities

• Lead end-to-end renewal process and reduce churn.
• Identify upsell/cross-sell opportunities by usage analysis.
• Build multi-threaded relationships with stakeholders and executives.
• Conduct EBRS with data-driven ROI presentations.
• Coordinate with CSMs to resolve account risks.
• Maintain real-time forecast of renewals and expansions.
• Be stationed in Hyderabad and travel as needed.

Skills

Account management

SaaS sales

Communication

Negotiation

Upsell strategy

Education

Bachelor's degree in Computer Science

Job description

The Account Manager (AM) will be the primary owner of commercial health, revenue retention, and account expansion at TestGrid. This role bridges the gap between customer business goals and company revenue growth. You will act as a strategic partner to our clients, ensuring high renewal rates, identifying upselling opportunities, and navigating corporate structures to maximize long-term account value.

Key Responsibilities

• Lead the end-to-end renewal process, negotiate contracts, and proactively mitigate revenue churn.
• Actively identify upsell and cross-sell opportunities by analyzing customer platform usage patterns and mapping them to business needs.
• Build and maintain strong, multi-threaded relationships with key stakeholders and decision-makers, ranging from engineering managers to enterprise executives.
• Conduct regular Executive Business Reviews (EBRs) using AI tools to build data-driven presentations that clearly demonstrate ROI.
• Serve as the primary commercial point of contact, coordinating closely with CSMs and technical support teams to resolve critical account risks.
• Maintain an accurate, real-time forecast of renewals and expansion opportunities within the sales/account pipeline.
• This role requires the individual to be stationed in Hyderabad and travel as needed.

Work Environment & Expectations

• The nature of work is fluid and dynamic, requiring a high degree of adaptability.
• As a growing organization, priorities may shift frequently, and the AM must respond with agility.
• Work hours are not strictly defined; flexibility is essential to support customer needs across time zones.
• Certain tasks and customer requests may require immediate attention and prioritization (ASAP execution).
• A proactive, ownership-driven mindset is critical to succeed in this fast-paced environment.

Required Skills & Qualifications

• Must have a bachelor's degree in computer science.
• Have a deep understanding of test automation.
• Prior experience in a Customer Success / Technical Account Management role.
• Solid understanding of software testing concepts (manual and automation).
• Excellent communication and presentation skills.
• 3+ years of experience in Account Management, Technical Sales, or Customer Success within the SaaS space.
• Strong foundational understanding of software testing and the test automation industry is highly preferred.
• Proven track record of consistently hitting retention targets and driving account expansion.
• Exceptional negotiation, communication, and executive-level presentation skills.