Enterprise Account Manager

Pine Labs; Bengaluru; On-site; INR 2,500,000 - 4,200,000; Full time

Job summary

Pine Labs in Bengaluru is seeking a seasoned Key Account Manager to cultivate and expand strategic relationships with enterprise and mid-market merchants for our online payment gateway business.

You will drive revenue growth, oversee onboarding and integrations, and coordinate with product, operations, and sales teams to unlock new value through upselling and cross-selling opportunities.

Qualifications

• Experience in managing key accounts and driving revenue growth in fintech/payments.
• Strong understanding of online payments ecosystem, PG integrations, UPI, wallets and card-based transactions.
• Proven track record of upselling and cross-selling to enterprise and mid-market clients.

Responsibilities

• Account Management & Growth: Develop and expand relationships with key merchants to drive long-term partnerships and revenue growth.
• Revenue Optimization: Identify and execute upsell/cross-sell opportunities across Pine Labs' payment solutions and value-added services.
• Client Success & Retention: Ensure seamless onboarding, integrations, adoption, and high retention.
• Business Expansion: Acquire new enterprise and mid-market merchants leveraging industry insights.
• Entrepreneurial Execution: Own assigned accounts and drive strategic initiatives to unlock new revenue streams.
• Market & Industry Intelligence: Stay updated on trends, competitor strategies, and regulations.
• Data-Driven Decision Making: Use analytics to track performance and merchant engagement.
• Cross-functional Collaboration: Work with product, operations, compliance, and support teams.
• Contract Negotiation: Lead commercial negotiations and close mutually beneficial agreements.

Skills

Key Account Management

Enterprise Sales

Business Development

Fintech Payments

Upselling

Job description

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