Associate Director - Key Accounts

Darwinbox Digital Solutions Pvt. Ltd.; Dadri; On-site; INR 4,000,000 - 7,000,000; Full time

Benefits offered by this job

Accelerated growth

Approachable management

Industry leaders

Job summary

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

You will work with Customer Success, Implementation, Pre-Sales, Product, Support, Marketing, and Leadership teams to ensure customer satisfaction and business growth across geographies and new

Qualifications

• 10–15 years of experience in Key Account Management, Strategic Account Management, Enterprise Sales, Client Partnerships, or SaaS Sales.
• Strong experience managing large enterprise accounts, preferably within BFSI.
• Proven track record of driving account growth, renewals, cross-sell, and up-sell.
• Strong understanding of the BFSI ecosystem, particularly Insurance.
• Experience selling or managing solutions in SaaS, CRM, MarTech, SalesTech, or Enterprise Technology.
• Strong relationships with senior BFSI stakeholders and CXO-level decision-makers.
• Demonstrated ability to manage complex, multi-stakeholder enterprise accounts.
• Strong consultative selling and problem-solving skills.
• Excellent negotiation and commercial management capabilities.
• Strong executive communication, presentation, and stakeholder-management skills.
• Ability to build long-term strategic relationships while maintaining a strong focus on revenue.
• Strong analytical and business acumen with the ability to identify account-level growth opportunities.
• High ownership, execution orientation, and ability to operate in a fast-paced SaaS environment.

Responsibilities

• Own a portfolio of strategic BFSI / Insurance accounts and act as the primary relationship owner.
• Develop and execute strategic account plans focused on retention, revenue growth, expansion, cross-sell, and up-sell.
• Build strong relationships with CXO, VP, Director, Business Head, Sales, Distribution, Digital, Operations, and Technology stakeholders.
• Develop a deep understanding of customers' business objectives, organizational priorities, technology landscape, and growth plans.
• Identify whitespace opportunities within existing accounts and create a structured plan to increase LeadSquared's share of business.
• Drive account expansion by identifying opportunities across new business units, geographies, products, teams, and use cases.
• Lead consultative conversations with customers and position LeadSquared's solutions against their business challenges.
• Manage complex enterprise commercial discussions, negotiations, renewals, and expansion opportunities.
• Drive regular Business Reviews / Executive Reviews with key customers and ensure strong executive engagement.
• Partner closely with Customer Success, Implementation, Pre-Sales, Product, Support, Marketing, and Leadership teams to ensure customer satisfaction and business growth.
• Identify potential risks to account retention and proactively develop mitigation plans.
• Monitor customer adoption, engagement, commercial performance, and overall account health.
• Build strong relationships with key decision-makers and influencers to establish LeadSquared as a strategic technology partner.
• Maintain accurate account-level pipeline, forecasting, opportunity tracking, and revenue projections.
• Track BFSI industry trends, customer priorities, competitor activity, and emerging technology requirements.
• Drive customer references, case studies, testimonials, and advocacy opportunities where appropriate.
• Mentor and guide Key Account Managers / Account Managers as required.

Skills

Key Account Management

Strategic Account Management

Enterprise Sales

SaaS Sales

BFSI domain knowledge

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 driving accountgrowth, 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 ofstrategic 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 regular BusinessReviews / Executive Reviews with key customers and ensure strong executiveengagement.
• 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 You Apply?

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