Enterprise Account Manager

Pine Labs; Bengaluru; On-site; INR 1,800,000 - 2,800,000; Full time

Job summary

Pine Labs is seeking a proactive Key Account Manager in Bengaluru to manage strategic enterprise and mid-market merchants for our online payment gateway. You will own relationships, drive revenue growth, and lead onboarding and integration, ensuring merchant success.

This role demands an entrepreneurial mindset, ownership of accounts, and a track record in upselling and cross-selling payment solutions, with strong collaboration across product, ops, and compliance teams.

Qualifications

• 4–8 years in KAM, enterprise sales, or BD in fintech/payments/SaaS.
• Strong understanding of the online payments ecosystem, PG integrations, UPI, wallets.
• Proven revenue growth via account expansion and strategic initiatives.
• Excellent stakeholder management across business and technical teams.

Responsibilities

• Account Management & Growth: develop and expand relationships with key merchants to drive revenue.
• Revenue Optimization: identify and execute upsell and cross-sell opportunities with Pine Labs payment solutions.
• Client Success & Retention: onboard, integrate, and support merchants to maximize adoption and retention.
• Business Expansion: identify and acquire new enterprise and mid-market merchants with compelling value propositions.
• Entrepreneurial Execution: own assigned accounts and drive strategic initiatives for revenue.
• Market & Industry Intelligence: stay updated on trends, competitors, and regulatory developments.
• Data-Driven Decision Making: use analytics to track performance and engagement.
• Cross-functional Collaboration: coordinate with product, ops, compliance, and support teams.
• Contract Negotiation: lead pricing discussions and closures with key merchants.

Skills

Key Account Mgmt

Enterprise Sales

Upselling

Cross-selling

Business Development

Analytical Thinking

Client Relationship

Job description

About the job

We at Pine Labs are looking for those who share our core belief - "Every Day is Game day". We bring our best selves to work each day to realize our mission of enriching the world through the power of digital commerce and financial services.

Role Overview:

As a Key Account Manager (KAM) at Pine Labs, you will be responsible for managing and growing strategic relationships with enterprise and mid-market merchants for our online payment gateway business. You will play a crucial role in driving revenue growth, ensuring client success, and identifying expansion opportunities by leveraging Pine Labs' suite of payment solutions. This role demands an entrepreneurial mindset, a strong ownership approach, and a passion for identifying and executing upselling and cross-selling opportunities.

Key Responsibilities:

• Account Management & Growth: Develop, nurture, and expand relationships with key merchants, ensuring long-term business partnerships and revenue growth.
• Revenue Optimization: Proactively identify and execute opportunities to maximize revenue through upselling and cross-selling Pine Labs' payment solutions, including additional value added services, advanced payment features, and customized enterprise solutions.
• Client Success & Retention: Work closely with merchants to ensure seamless onboarding, integration, and ongoing support, driving high adoption, engagement, and retention rates.
• Business Expansion: Identify and acquire new enterprise and mid-market merchants, leveraging industry insights and business acumen to create compelling value propositions.
• Entrepreneurial Execution: Take complete ownership of assigned accounts, thinking and acting like a business owner to drive strategic initiatives, optimize merchant engagement, and unlock new revenue streams.
• Market & Industry Intelligence: Stay updated on industry trends, competitor strategies, and regulatory developments to provide insights and strategic recommendations to clients.
• Data-Driven Decision Making: Leverage analytics to track performance metrics, customer behaviour, and transaction trends, optimizing merchant engagement strategies.
• Cross-functional Collaboration: Work closely with product, operations, compliance, and support teams to ensure seamless execution and delivery of payment solutions.
• Contract Negotiation: Lead commercial negotiations, pricing discussions, and contract closures with key merchants, ensuring mutually beneficial agreements.

Key Requirements:

• Experience: 4-8 years of experience in Key Account Management, Enterprise Sales, or Business Development in fintech, payments, or SaaS.
• Industry Expertise: Strong understanding of the online payments ecosystem, including PG integrations, UPI, wallets, and card-based transactions.
• Sales Acumen: Proven track record of driving revenue growth through account expansion, upselling, and cross-selling payment solutions.
• Entrepreneurial Mindset: Ability to take ownership, think independently, and drive initiatives that contribute to overall business growth.
• Client-Centric Approach: Ability to build deep relationships with decision-makers across business and technical teams.
• Analytical Thinking: Experience in leveraging data-driven insights to enhance customer engagement and optimize payments performance.

What we Value in Our people

• You take the shot: You Decide Fast and You Deliver Right
• You are the CEO of what you do: you show ownership and make things happen
• You own tomorrow: by building solutions for the merchants and doing the right thing
• You sign your work like an artist: You seek to learn and take pride in the work you do