Key Account Manager

Rubiscape; Pune District; On-site; INR 1,500,000 - 3,500,000; Full time

Job summary

Rubiscape seeks a Key Account Manager to own a portfolio of 8–12 named enterprise accounts, driving platform adoption and expansion revenue while aligning with executives across the Rubiscape suite. You will work at the intersection of sales, customer success and value delivery, partnering with engineers and delivery teams to ensure measurable outcomes.

This role focuses on expanding wallet share within Fortune 500 relationships, maintaining NRR above 120%, and managing contract renewals with

Qualifications

• 4–7 years of enterprise B2B sales or account management experience.
• Experience managing named accounts in SaaS, analytics, or data platforms.
• Proven ability to achieve high NRR through expansion motions.
• Ability to engage across IT, Data, Finance, Operations, and C-suite.

Responsibilities

• Own end-to-end account plans for 8–12 named enterprise accounts.
• Drive cross-sell and upsell across Rubiscape Studios by mapping capabilities.
• Facilitate quarterly business reviews with executive stakeholders.
• Manage renewals, expansion orders, and multi-year agreements.
• Maintain a healthy pipeline and forecast accurately in CRM.
• Channel customer feedback to product and engineering teams.

Skills

Enterprise B2B sales

Account management

Stakeholder management

Negotiation

Customer success

Education

Bachelor's degree in engineering or business

MBA (advantage)

Tools

Salesforce

Zoho CRM

Job description

As a Key Account Manager at Rubiscape, youwill own a portfolio of named enterprise accounts and be the primaryrelationship holder responsible for driving platform adoption, expansionrevenue, and executive alignment across the full Rubiscape suite — fromRubiFlow data pipelines to RubiAI agentic decisioning. You Will operate at theintersection of consultative sales, customer success, and business valuedelivery, working hand-in-hand with solution engineers and delivery teams toensure your accounts realise measurable outcomes from their Rubiscapeinvestment. This role is central to Rubiscape’s growth engine: expanding walletshare within existing Fortune 500 relationships while maintaining Net RevenueRetention (NRR) above 120%.

Key Responsibilities

• Own end-to-end account plansfor 8–12 named enterprise accounts, covering expansion roadmaps, stakeholdermaps, risk registers, and executive engagement calendars.
• Drive cross-sell and upsell ofall six Rubiscape Studios (RubiFlow, RubiStudio, RubiSight, RubiAI, RubiThings,Business Workbench) by mapping platform capabilities to evolving businesspriorities.
• Facilitate quarterly businessreviews (QBRs) with C-suite and VP-level stakeholders, presenting valuerealisation metrics, adoption benchmarks, and forward-looking roadmapalignment.
• Manage the complete commerciallifecycle — contract renewals, expansion orders, multi-year agreements — inclose coordination with legal, finance, and executive sponsors.
• Maintain a healthy pipeline ofexpansion opportunities within the existing account base, forecastingaccurately in CRM and contributing to monthly revenue closes.
• Act as the internal voice ofthe customer, channelling account-specific product feedback to the product andengineering teams to influence the Rubiscape roadmap.
• Collaborate with the CustomerSuccess and Professional Services teams to ensure <90-day time-to-value onnew studio deployments within existing accounts.

Requirements

• 4–7 years of enterprise B2Bsales or account management experience, with at least 2 years managing namedaccounts in SaaS, analytics, data platforms, or enterprise software.
• Demonstrated track record ofachieving NRR ≥120% through structured expansion motions within complex,multi-stakeholder enterprise environments.
• Ability to navigate and buildrelationships across multiple buying centres — IT, Data, Finance, Operations,and C-suite — within a single account.
• Strong commercial acumen:experience structuring multi-year enterprise contracts, managing renewaltimelines, and negotiating favourable commercial terms.
• Proficiency with CRM tools(Salesforce or Zoho CRM) for pipeline management, forecasting, and accountplanning documentation.
• Bachelor’s degree inengineering, business, or a related field; MBA is an advantage.

Nice to Have

• Prior experience selling ormanaging accounts in BFSI, manufacturing, or government verticals whereRubiscape has established domain depth.
• Familiarity with DecisionIntelligence, BI/analytics platforms, or MLOps concepts sufficient to holdcredible technical conversations with data and analytics leaders.
• Experience with value-sellingmethodologies (MEDDIC, Challenger, or similar) applied to complex,multi-stakeholder deals.
• Exposure to multi-modaldeployment models: SaaS, BYOC, on-premises, and hybrid cloud.