Senior Key Account Manager

Rubiscape Partnership; Pune District; On-site; INR 3,500,000 - 7,000,000; Full time

Job summary

Rubiscape Partnership is seeking an experienced Senior Key Account Manager to drive enterprise growth across Fortune 500 clients. You will own a portfolio of strategically important named accounts and orchestrate multi-studio expansions with direct leadership visibility.

The role demands 7–12 years in enterprise B2B sales, strong CXO engagement, and a track record of delivering double-digit ARR growth through value-based conversations and disciplined account planning.

Qualifications

• 7–12 years of enterprise B2B sales or strategic account management experience.
• 4+ years managing Fortune 500 or large enterprise accounts in data, analytics, or SaaS.
• Proven track record of closing multi-crore expansion deals.
• Demonstrated ability to build C-suite relationships and drive ROI discussions.

Responsibilities

• Develop and execute account growth strategies for 6–10 high-valued named accounts.
• Lead executive engagements, including CXO briefings and strategic workshops.
• Architect and close multi-studio expansion deals across Rubiscape platforms.
• Drive Net Revenue Retention within the managed portfolio through expansion and renewals.
• Mentor junior KAMs on planning, QBR delivery, and executive communications.
• Partner with Pre-Sales to design PoC initiatives accelerating adoption.

Skills

Enterprise B2B sales

Executive relationship building

Account planning

NRR management

Mentoring

Cross-functional collaboration

Contract negotiations

Education

Bachelor’s or Master’s degree in engineering or business

Tools

MEDDPICC

Job description

The Senior Key Account Manager role atRubiscape is designed for an experienced enterprise sales professional whothrives in complex, high-value relationships and can independently orchestratemulti-studio, multi-year platform expansions across some of India’s largestenterprises. You will carry a portfolio of strategically important namedaccounts, including Fortune 500 organisations, and will be responsible fordriving significant ARR growth through disciplined account planning, executivesponsorship, and value-anchored commercial conversations. This is ahigh-visibility role with a direct line to sales leadership and the opportunityto shape account management best practices across the growing Rubiscape fieldorganisation.

Key Responsibilities

• Develop and executecomprehensive account growth strategies for a portfolio of 6–10 high-valuenamed accounts, with individual account ARR targets exceeding ₹2 Cr.
• Lead executive-level engagementincluding CXO briefings, strategic roadmap workshops, and Innovation Days thatposition Rubiscape as a long-term decision intelligence partner.
• Architect and close complex,multi-studio expansion deals — coordinating across RubiFlow, RubiSight,RubiStudio, and RubiAI to build platform-wide adoption within each account.
• Drive Net Revenue Retention(NRR) ≥130% within the managed account portfolio through rigorous expansionpipeline management and proactive renewal forecasting.
• Mentor and coach junior KeyAccount Managers on account planning frameworks, QBR delivery, and executivecommunication strategies.
• Partner with the Pre-Sales andSolution Engineering teams to design proof-of-concept initiatives thataccelerate studio adoption and reduce time-to-value below 90 days.
• Represent the voice ofenterprise customers at internal roadmap councils, ensuring account-levelfeedback directly influences Rubiscape’s product strategy.

Requirements

• 7–12 years of enterprise B2Bsales or strategic account management experience, with at least 4 yearsmanaging named Fortune 500 or large enterprise accounts in data, analytics, orSaaS.
• Proven track record of closingmulti-crore expansion deals within existing accounts and achieving NRRconsistently above 120–130%.
• Demonstrated ability to buildC-suite relationships (CTO, CDO, CFO, COO) and drive board-level conversationsabout the ROI of Decision Intelligence investments.
• Strong commercial structuringskills: experience with multi-year platform agreements, volume-based pricing,and contract renegotiations in regulated industries.
• Deep understanding of theenterprise data and analytics buying journey, including budget cycles,procurement processes, and multi-stakeholder consensus building.
• Bachelor’s or Master’s degreein engineering, business, or a related field.

Nice to Have

• Domain expertise in BFSI,manufacturing, or public sector — verticals where Rubiscape’s industry-specificmetrics (70% faster fraud detection, 25% less unplanned downtime) carry themost resonance.
• Experience managing platformaccounts that span SaaS, on-premises, and hybrid deployment models, includingair-gapped environments for regulated sectors.
• Familiarity with datagovernance, MLOps, or AI Ops concepts that enable credible peer-levelengagement with CDOs, Chief Data Scientists, and analytics VPs.
• Certified in enterprise salesmethodologies such as MEDDPICC, Challenger Sale, or Value-Based Selling.