Enterprise Account Manager

Plivo; Bengaluru; Hybrid; INR 2,500,000 - 4,000,000; Full time

Job summary

Plivo is hiring an Enterprise Account Manager to own a portfolio of enterprise accounts across international markets, with a strong emphasis on India. You will land and expand the voice AI stack into enterprises, building multi-threaded relationships across product, engineering, and executives, and manage deals end-to-end to drive growth.

You’ll work with product and engineering teams to shape enterprise voice AI solutions, move pilots into production, and maintain accurate pipeline hygiene with

Qualifications

• 5–8 years of overall experience, including 2+ years owning revenue in enterprise account management, strategic accounts, or a quota-carrying role at a SaaS, CPaaS, or high-tech company.
• Demonstrable track record of expanding a portfolio of enterprise accounts against a revenue target.
• Experience selling into or managing Indian enterprise accounts.
• Fluency with enterprise buying dynamics: multiple stakeholders, procurement, security and compliance reviews.
• Technical credibility to discuss APIs, integrations, and platform architecture without needing to code.
• Exposure to voice AI, conversational AI, contact centre, or communications platforms is a strong plus.
• Exceptional communication, active listening, and interpersonal skills for CXO and engineering audiences.
• Bachelor’s degree in a relevant field, or equivalent professional experience.

Responsibilities

• Own a portfolio of enterprise accounts across international markets, with a concentrated focus on India, and carry an expansion target with voice AI as the primary growth vector.
• Land and expand Plivo’s voice AI stack into enterprise customers who use us today for traditional voice and messaging.
• Build multi-threaded relationships across product, engineering, operations, and executive sponsors.
• Own the commercial cycle for deals end-to-end; pricing, rate cards, negotiation, and contracting with a view of margin.
• Run regular business reviews tying Plivo’s performance to customer outcomes.
• Partner with product, and engineering teams to shape enterprise voice AI solutions and move pilots into production quickly.
• Maintain accurate pipeline hygiene and deliver timely forecasts to leadership.
• Build a referenceable base of enterprise customers willing to advocate for Plivo’s voice AI publicly.

Skills

Enterprise account management

Quota carrying

SaaS/CPaaS sales

Indian enterprise accounts

APIs & integrations

Platform architecture understanding

Voice AI / Conversational AI

Stakeholder management

CXO and engineering liaison

Ownership mindset

Education

Bachelor's degree in a relevant field

Job description

Plivo is a voice AI company. Some of the world’s largest B2C brands — including Uber, Meta, and Zomato - run their customer engagement on our platform.

Our focus is building the best Conversational Agents. Period. We also own the layer voice AI sits on: carrier-grade SIP trunking, real-time audio streaming, and the voice infrastructure that anyone building a voice AI agent has to solve before their agent works at all. Latency, call quality, and reliability at scale are hard engineering problems rather than feature checkboxes - and they are the ones we have spent years getting right.

If you want to take genuinely advanced technology to market - and be believed when you do - this is where you belong.

About the Role

This is an expansion-led role. As an Enterprise Account Manager, you will own a portfolio of Plivo’s enterprise accounts across our international business, with a special focus on India.

Plivo has seen exponential growth in the voice AI market in India over the last several quarters. We intend to double down on that momentum in the coming quarters. Your job is to find, build, and close new opportunities inside your enterprise accounts - new business units, new use cases, new buying centres - and to lock in voice AI deployments. This is not a renewals desk. You will be measured on growth!

The role is based in Bangalore on a hybrid model, working alongside our Product and Engineering teams, with the flexibility to engage customers across international time zones.

What You’ll Do

• Own a portfolio of enterprise accounts across international markets, with a concentrated focus on India, and carry an expansion target against that book of business with voice AI as the primary growth vector.
• Land and expand Plivo’s voice AI stack into enterprise customers who use us today for traditional voice and messaging.
• Build multi-threaded relationships across product, engineering, operations, and executive sponsors, so no account is ever single-threaded.
• Own the commercial cycle for deals end-to-end; pricing, rate cards, negotiation, and contracting - with a clear view of margin.
• Run regular business reviews that tie Plivo’s performance to the outcomes the customer actually cares about.
• Partner with FDEs, Product, and Engineering teams to shape enterprise voice AI solutions and move pilots into production quickly.
• Maintain accurate pipeline hygiene and deliver timely, reliable forecasts to leadership.
• Build a referenceable base of enterprise customers willing to advocate for Plivo’s voice AI publicly.

Qualifications

• 5–8 years of overall experience, including 2+ years owning revenue in enterprise account management, strategic accounts, or a quota-carrying role at a SaaS, CPaaS, or high-tech company.
• Demonstrable track record of expanding a portfolio of enterprise accounts against a revenue target (real growth within an existing book, not just renewals).
• Experience selling into or managing Indian enterprise accounts.
• Fluency with enterprise buying dynamics: multiple stakeholders, procurement, security and compliance reviews, and long decision cycles.
• Technical credibility - able to hold a substantive conversation about APIs, integrations, and platform architecture. You do not need to write the code.
• Exposure to voice AI, conversational AI, contact centre, or communications platforms is a strong plus.
• Exceptional communication, active listening, and interpersonal skills - equally effective with a customer’s CXO and with their engineering lead.
• Bachelor’s degree in a relevant field, or equivalent professional experience.
• Customer-obsessed: Genuinely interested in how customers run their business, and every decision centres on customer value.
• Ownership mindset: Take a problem through to resolution, even when it sits outside your defined role.
• Hunter’s instinct: Actively go looking for the next opportunity rather than waiting for it to surface.
• Outcome-oriented: Focus on results, not just activities.
• High velocity: Operate with urgency and a bias for action. This market will not wait.