Associate Director - Key Accounts

Darwinbox Digital Solutions Pvt. Ltd.; Bengaluru; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

LeadSquared is seeking a Senior Client Partner to own a portfolio of strategic BFSI accounts and drive growth, retention, and expansion. You will collaborate with senior business and technology stakeholders to understand evolving needs and expand LeadSquared's footprint.

Responsibilities include building CXO relationships, developing strategic account plans, and leading executive reviews to ensure customer success and business growth.

Qualifications

• 10–15 years of experience in Key Account Management or SaaS sales.
• Strong experience managing large enterprise BFSI accounts.
• Proven track record of renewals and cross-sell / upsell.
• Deep BFSI ecosystem knowledge, especially Insurance.
• Experience selling SaaS/CRM/MarTech solutions.
• Excellent executive communication and stakeholder management.

Responsibilities

• Own a portfolio of strategic BFSI / Insurance accounts as primary relationship owner.
• Develop and execute account plans focused on retention and revenue growth.
• Build relationships with CXO, VP, Director, and other senior stakeholders.
• Identify whitespace opportunities and expand LeadSquared's share of business.
• Drive account expansion across new units, geographies, products, teams, use cases.
• Lead consultative conversations and position solutions to business challenges.
• Manage complex enterprise negotiations, renewals, and expansions.
• Drive regular executive reviews with key customers and ensure engagement.
• Coordinate with Customer Success, Implementation, Pre-Sales, Product, and Marketing.

Skills

Key Account Management

Strategic Account Management

Enterprise Sales

SaaS Sales

CRM

MarTech

SalesTech

Customer Experience

Enterprise Technology

CXO Relationships

Negotiation

Stakeholder Management

Analytics

Business Acumen

Job description

One of the fastest growing SaaS companies in the CRMspace, LeadSquared empowers organizations with the power of automation. Morethan 1700 customers with 2 lakhs+ users across the globe utilize theLeadSquared platform to automate their sales and marketing processes and runhigh velocity sales at scale.

We are backed by prominent investors such asStakeboat Capital, and Gaja Capital to name a few. We are expanding rapidly andour 1300+ strong and still growing workforce is spread across India, the U.S,Middle East, ASEAN, ANZ, and South Africa.

• Among Top 50 fastest growing tech companies inIndia as per Deloitte Fast 50 programs
• Frost and Sullivan's 2019 Marketing AutomationCompany of the Year award
• Among Top 100 fastest growing companies in FT1000: High-Growth Companies Asia-Pacific
• Listed as Top Rates Product on G2Crowd, GetAppand TrustRadius

The Role:

As a Senior Client Partner, you willown a portfolio of strategic BFSI accounts and be responsible for drivingaccount growth, revenue expansion, retention, cross-sell, and up-sell.

You will work closely with seniorbusiness and technology stakeholders across BFSI organizations to understandtheir evolving business needs and identify opportunities to expandLeadSquared's footprint.

Key Responsibilities

• Own a portfolio of strategic BFSI / Insurance accounts and act as the primary relationship owner.
• Develop and executestrategic account plans focused on retention, revenue growth, expansion,cross-sell, and up-sell.
• Build strongrelationships with CXO, VP, Director, Business Head, Sales, Distribution,Digital, Operations, and Technology stakeholders.
• Develop a deepunderstanding of customers' business objectives, organizational priorities,technology landscape, and growth plans.
• Identify whitespaceopportunities within existing accounts and create a structured plan to increaseLeadSquared's share of business.
• Drive accountexpansion by identifying opportunities across new business units, geographies,products, teams, and use cases.
• Lead consultativeconversations with customers and position LeadSquared's solutions against theirbusiness challenges.
• Manage complexenterprise commercial discussions, negotiations, renewals, and expansionopportunities.
• Drive regularBusiness Reviews / Executive Reviews with key customers and ensure strongexecutive engagement.
• Partner closely withCustomer Success, Implementation, Pre-Sales, Product, Support, Marketing, andLeadership teams to ensure customer satisfaction and business growth.
• Identify potentialrisks to account retention and proactively develop mitigation plans.
• Monitor customeradoption, engagement, commercial performance, and overall account health.
• Build strongrelationships with key decision-makers and influencers to establish LeadSquaredas a strategic technology partner.
• Maintain accurateaccount-level pipeline, forecasting, opportunity tracking, and revenueprojections.
• Track BFSI industrytrends, customer priorities, competitor activity, and emerging technologyrequirements.
• Drive customerreferences, case studies, testimonials, and advocacy opportunities whereappropriate.
• Mentor and guide KeyAccount Managers / Account Managers as required.

What We’re Looking For

• 10–15 years ofexperience in Key Account Management, Strategic Account Management, EnterpriseSales, Client Partnerships, or SaaS Sales.
• Strong experiencemanaging large enterprise accounts, preferably within BFSI.
• Proven track recordof driving account growth, renewals, cross-sell, and up-sell.
• Strong understandingof the BFSI ecosystem, particularly Insurance.
• Experience sellingor managing solutions in SaaS, CRM, MarTech, SalesTech, Customer Experience, orEnterprise Technology.
• Strong relationshipswith senior BFSI stakeholders and CXO-level decision-makers.
• Demonstrated abilityto manage complex, multi-stakeholder enterprise accounts.
• Strong consultativeselling and problem-solving skills.
• Excellentnegotiation and commercial management capabilities.
• Strong executivecommunication, presentation, and stakeholder-management skills.
• Ability to buildlong-term strategic relationships while maintaining a strong focus on revenue.
• Strong analyticaland business acumen with the ability to identify account-level growthopportunities.
• High ownership,execution orientation, and ability to operate in a fast-paced SaaS environment.

Why Should YouApply?

• Accelerated Growth& Rewards
• Easily approachablemanagement
• Work with the bestminds and industry leaders