Customer Accounts Manager - Pune

Avalara APAC; Pune District; On-site; INR 600,000 - 900,000; Full time

Job summary

Avalara is seeking a Customer Account Manager for on-site Pune to retain and grow a high-volume existing customer base. You’ll own renewals, reduce churn, and drive tech-touch expansions while delivering customer value and advocacy.

You’ll manage the full renewal cycle, identify risks early, and work with Product, Support, and Marketing to implement fixes and campaigns. Strong CRM discipline and collaboration are essential for success.

Qualifications

• SaaS renewals and account management experience with retention & expansion targets.
• Negotiation and objection handling with procurement and decision makers.
• Data-driven operating rhythm using CRM (e.g., Salesforce) and sales tooling to prioritize and oversee at scale.
• Clear experience establishing communication and engagement with prospects.
• Process discipline with comfort.
• Collaboration with Success, Support, Product, and Marketing.
• 3+ years of experience with customer health scoring, strategy design, and the tax compliance domain.
• onsite in Pune and working from the office.

Responsibilities

• Manage renewals and retention; lead full renewal cycle (forecasting, negotiation, order forms) to hit renewal rate, GRR, and churn targets.
• Identify risk (low usage, billing issues) and run save plays to stabilize at‑risk accounts.
• Increase efficient growth.
• Surface and close upsell and cross-sell considering customer outcomes.
• Maintain a high-velocity pipeline and exceed ARR/NRR quotas.
• Manage portfolio at scale; orchestrate tech-touch motions to keep customers engaged and realizing value.
• Prioritize with data: segment book by health, potential, and risk; complete standardized playbooks by segment.
• Deliver value and advocacy; run check-ins and periodic business reviews, and next best actions.
• Capture voice of the customer and partner with Product, Support, and Marketing on fixes and campaigns.
• Operate as one team; collaborate with Customer Success, Solutions, and Marketing to ensure onboarding, issue resolution, and scalable enablement.
• Maintain accurate CRM hygiene, forecasts, and activity logs.

Skills

SaaS renewals

Account management

Negotiation

CRM (Salesforce)

Prospect engagement

Cross-functional collaboration

Customer health scoring

Strategy design

Tax compliance domain

Tools

Salesforce

Job description

Customer Account Manager (Existing Business)

Retain and grow a high-volume portfolio of customers. You'll own renewals, reduce churn, and lead efficient, tech-touch expansion.

What You'll Do

Customer Account Manager (Existing Business)

Retain and grow a high-volume portfolio of customers. You'll own renewals, reduce churn, and lead efficient, tech-touch expansion.

Report to:

Manager/Senior Manager, Existing Business Sales

What Your Responsibilities Will Be

• Manage renewals and retention Lead the full renewal cycle (forecasting, negotiation, order forms) to hit renewal rate, GRR, and churn targets.
• Identify risk (low usage, support signals, billing issues) and run save plays to stabilize at‑risk accounts.
• Increase efficient growth
• Surface and close upsell and cross-sell in consideration of customer outcomes.
• Maintain a high-velocity pipeline and exceed ARR/NRR quotas for your book.
• Manage a portfolio at scale Orchestrate tech-touch motions to keep customers engaged and realizing value.
• Prioritize with data: segment book by health, potential, and risk; complete standardized playbooks by segment.
• Deliver value and advocacy Run concise check-ins and periodic business reviews, and next best actions.
• Capture the voice of the customer and partner with Product, Support, and Marketing on fixes and campaigns.
• Operate as one team -Collaborate with Customer Success, Solutions, and Marketing to ensure smooth onboarding, issue resolution, and scalable enablement.
• Maintain accurate CRM hygiene, forecasts, and activity logs.

What You'll Need To Be Successful

• Renewal rate/GRR at or above target; NRR growth across your book
• Reduced logo and revenue churn through early risk identification and save plays
• Improved product adoption and feature use in your segment
• Reliable forecast accuracy and, error‑free renewals
• High customer satisfaction and reference ability

What You'll Bring

• SaaS renewals and account management experience with experience hitting retention and expansion targets.
• Negotiation and objection handling skills with procurement and decision makers.
• Data-driven operating rhythm using CRM (e.g., Salesforce) and sales tooling to prioritize and oversee at scale.
• Clear Experience establishing communication and engagement with prospects.
• Process discipline with comfort.
• Collaboration with Success, Support, Product, and Marketing.
• 3+ years of experience with customer health scoring, strategy design, and the tax compliance domain.
• You will be completely onsite in Pune and require working from the office.

Avalara is an AI-first Company

AI is embedded in our workflows, decision‑making, and products. Success here requires embracing AI as an essential capability.

• You’ll bring experience using AI and AI-related technologies, ready to thrive here.
• You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.
• You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.

How We’ll Take Care Of You

Total Rewards

In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.

Health & Wellness

Benefits vary by location but generally include private medical, life, and disability insurance.

Inclusive culture and diversity

Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.

What You Need To Know About Avalara

We’re defining the relationship between tax and tech.

We’ve already built an industry‑leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world.

We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. We’ve been different from day one. Join us, and your career will be too.

We’re An Equal Opportunity Employer

Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.