Strategic Account Director (ID # 912)

Aviate; Bengaluru; Hybrid; INR 3,000,000 - 6,000,000; Full time

Job summary

Sarvam in Bengaluru, India, is building the bedrock of Sovereign AI for India and seeking a senior enterprise sales leader to own the commercial relationship for a portfolio of enterprise accounts. You will drive renewals, expansion, cross-sell, and net revenue retention, while coordinating with delivery teams and GTM leadership to shape pricing and post-sales playbooks.

You will learn from field experiences to influence product improvements and strategic pricing decisions, ensuring measurable

Qualifications

• 8-20 years in enterprise B2B SaaS or AI/ML sales.
• Proven revenue growth and renewal targets.
• Strong communication with CXO and senior stakeholders.

Responsibilities

• Own the full commercial relationship across a portfolio of Sarvam’s enterprise accounts: renewals, expansion, cross-sell, and net revenue retention
• Build and maintain trusted relationships with key stakeholders across accounts from operators to CXO sponsors
• Drive account expansion by identifying new use cases and product lines for incremental value
• Lead renewal negotiations end-to-end including pricing, scope, and contracts with GTM leadership
• Run structured account reviews (QBRs, health checks, success plans) to demonstrate business impact
• Use product usage data and client feedback to identify health signals and churn risk
• Coordinate with FDSEs, CSEs, and CSMs to ensure delivery quality and meet client expectations
• Translate feedback and competitive intel to product teams with context for action

Skills

Enterprise sales

Account management

Customer success

Negotiation

Tools

Salesforce

HubSpot

Gainsight

Job description

Sarvam is building the bedrock of Sovereign AI for India. The company is developing India’s full-stack sovereign AI platform, building across research, models, infrastructure and applications with a singular focus on making AI genuinely work for India. Sarvam works with leading enterprises and public institutions and is backed by Lightspeed, Peak XV, and Khosla Ventures. Sarvam partners with India’s leading brands, including Tata Capital, SBI Life, CRED, IDFC, and LIC.

About the Role

The role owns the commercial relationship and ensures each account is getting real value from Sarvam’s products, expanding into new use cases, and renewing with conviction. You are the single point of commercial accountability for your book of business. You will work at the intersection of the client, the delivery team (FDSEs, CSEs, CSMs), and Sarvam’s product and GTM leadership. What you learn in the field shapes how the company prioritises product improvements, structures pricing, and designs its post-sales playbooks. If you are someone who combines commercial sharpness with genuine curiosity about how AI products create value for enterprise clients, this role is for you.

Responsibilities

• Own the full commercial relationship across a portfolio of Sarvam’s enterprise accounts: renewals, expansion, cross-sell, and net revenue retention
• Build and maintain trusted relationships with key stakeholders across your accounts, from operational teams running Sarvam products daily to CXO-level sponsors
• Drive account expansion by identifying new use cases, business units, and product lines where Sarvam can deliver incremental value
• Lead renewal negotiations end-to-end, including pricing, scope, and contract structuring, in close coordination with GTM leadership
• Run structured account reviews (QBRs, health checks, success plans) that demonstrate measurable business impact and align both sides on next steps
• Use product usage data, delivery metrics, and client feedback to proactively identify health signals, adoption gaps, and churn risk
• Work closely with FDSEs, CSEs, and CSMs to ensure delivery quality remains high and client expectations are met throughout the engagement lifecycle
• Translate client feedback, feature requests, and competitive intelligence back to product teams with enough context and specificity to be actionable
• Contribute to building Sarvam’s post-sales playbook: account segmentation frameworks, expansion motions, health scoring models, and renewal processes

Qualifications

• 8-20 years of experience in enterprise sales ales, account management, customer success, or post-sales roles within B2B SaaS, enterprise technology, or AI/ML products
• Proven track record of owning and exceeding revenue targets, specifically renewal rates and net revenue retention (NRR) metrics

Required Skills

• Commercial instinct: you segment your book by expansion potential, keep active expansion conversations going, and build business cases that land with economic buyers
• Ability to hold a technical conversation with an engineering or product team on the client side. You do not need to write code, but you need to understand how APIs, integrations, and AI workflows connect
• Strong communication skills: you can move fluidly between an operational lead, a technical counterpart, and a procurement team within the same account
• Comfort using product data and analytics to drive account decisions rather than relying on gut feel alone
• Experience working in a fast-moving environment where you build process as you go, not inherit it from a mature org

Preferred Skills

• Prior experience managing accounts in conversational AI, voice technology, language technology, or document intelligence
• Familiarity with the Indian enterprise buying landscape: procurement cycles, compliance requirements, multi-stakeholder decision-making, and government contracting norms
• Experience working alongside Forward Deployed Engineering, professional services, or delivery teams in a post-sales capacity
• Background in consulting, solutions engineering, or customer success before moving into account management
• Hands-on experience with CRM and customer health tools (Salesforce, HubSpot, Gainsight, or equivalent)

Pay range and compensation package

Note: We are looking for people who can own the outcomes described here, not people who match every line of this specification. If this problem excites you and you believe you can do this work, we want to hear from you.

Equal Opportunity Statement

Sarvam is a fast-moving, high talent-density team building full-stack AI for India, working on problems that push the frontiers of AI with real population-scale impact. Work alongside researchers, engineers, builders, and business leaders who move fast and hold each other to a very high bar. High ownership and high impact, from day one. Everything we do is AI-first, from the way we build and ship to the way we think about problems. You can work on problems that could change how an entire country learns, works, and communicates. If you want to work on problems at the frontier of AI in India, Sarvam is the place to be.