Key Account Manager

Key Account Manager - India

Join our AI platform as a Key Account Manager focused on expanding our most strategic enterprise relationships in India. You'll be responsible for managing $1.5M+ in ARR while driving aggressive growth within our highest-value accounts through deep relationship building and strategic expansion initiatives.

About Plotline

Proven track record as an enterprise-grade app personalisation platform serving apps like Dream11, Zepto, Upstox globally. Our India market represents a cornerstone of our international growth strategy, with established enterprise customers ready for deeper platform adoption and multi-department expansion.

About This Role

As our KAM for India, you'll own the growth trajectory of our most strategic enterprise accounts. You'll function as a trusted advisor to C-level executives while orchestrating complex, multi-stakeholder expansion initiatives that unlock new use cases, departments, and revenue streams within existing customer organizations.

Key Challenges You'll Solve

Enterprise Expansion - Drive 150%+ net revenue retention by identifying and executing on white-space opportunities within strategic accounts

Executive Relationship Management - Build and maintain C-suite relationships that position our platform as mission-critical infrastructure

Multi-Department Penetration - Navigate complex organizational structures to expand platform adoption across business units, geographies, and use cases

Strategic Partnership Development - Transform transactional vendor relationships into strategic technology partnerships with shared roadmaps

Outcomes Expected

Q1 Objectives: Identify $400K+ in qualified expansion pipeline and close $150K+ in new ARR from existing accounts

Q2 Objectives: Deliver $300K+ in expansion revenue while securing 2+ multi-year enterprise commitments

Year 1 Objectives: Achieve $2.2M+ total ARR ($1.5M base + $700K+ expansion) and establish 5+ accounts as strategic partnership references

Responsibilities

Strategic Account Growth

• Own expansion strategy and execution for strategic enterprise accounts

• Develop comprehensive account plans with monthly growth roadmaps

• Identify white-space opportunities across departments, subsidiaries, and use cases

• Lead complex, multi-quarter expansion sales cycles

• Negotiate enterprise-level contracts and multi-year strategic agreements

Executive Relationship Building

• Serve as primary strategic contact for C-level executives and senior leadership

• Conduct quarterly business reviews and strategic planning sessions

• Present platform ROI analysis and business case studies to board-level stakeholders

• Build executive sponsorship for platform expansion initiatives

• Manage escalations and strategic account issues with senior leadership involvement

Cross-Functional Orchestration

• Collaborate with product teams on custom feature development and roadmap prioritization

• Partner with implementation teams on complex, multi-phase rollouts

• Work with customer success on adoption strategies and change management

• Coordinate with marketing on case study development and industry speaking opportunities

• Lead cross-functional account teams for strategic initiatives

Market Intelligence & Strategy

• Provide strategic account insights to inform product and go-to-market strategy

• Monitor competitive landscape and positioning within strategic accounts

• Identify industry trends and expansion opportunities in the Indian enterprise market

• Develop vertical-specific expansion playbooks and messaging

• Represent company at industry events and customer advisory boards

Requirements

Professional Experience

• 4+ years of strategic account management or enterprise sales experience in India

• Proven track record managing $1M+ account portfolios with consistent expansion results

• Experience selling to C-level executives and navigating complex enterprise decision-making

• Background in AI/SaaS/technology platforms with technical implementation components

Core Competencies

Strategic Growth Driver

• Demonstrated ability to grow existing accounts by 2x+ annually

• Track record of identifying and closing $100K+ expansion opportunities

• Experience with complex, multi-stakeholder enterprise sales cycles

• Proven success with consultative selling and business value articulation

Executive Relationship Master

• Exceptional executive presence and C-suite communication skills

• Ability to build trust and credibility with senior business leaders

• Experience managing relationships across multiple business units and geographies

• Strong presentation and business case development capabilities

Indian Market Expert

• Deep understanding of Indian enterprise culture and business practices

• Established network within Indian technology and business communities

• Experience navigating complex organizational hierarchies and decision-making processes

• Cultural fluency and ability to build relationships across diverse stakeholder groups

Strategic Partnership Builder

• Ability to think beyond transactional relationships to strategic partnerships

• Experience with joint business planning and shared success metrics

• Skills in contract negotiation and multi-year agreement structuring

• Track record of turning customers into advocates and references

Success Metrics

Revenue Performance

• Net Revenue Retention: 150%+ across account portfolio

• Expansion ARR: $700K+ in new revenue from existing accounts

• Deal Size Growth: 40%+ increase in average account value

• Pipeline Quality: 3x coverage ratio for expansion targets

Relationship Depth

• Executive Relationships: Direct relationships with 15+ C-level stakeholders

• Multi-Threading: 4+ champion relationships per strategic account

• Business Reviews: Quarterly strategic sessions with 100% of accounts

• Reference Customers: 80%+ of accounts willing to serve as references

Strategic Impact

• Product Influence: 3+ product features developed based on account feedback

• Market Intelligence: Monthly strategic insights reports to leadership

• Competitive Wins: 90%+ win rate in competitive expansion scenarios

Ready to drive transformational growth? If you're passionate about building strategic relationships that unlock exponential business value while positioning cutting-edge technology as competitive advantage, we'd love to hear from you.

This role offers the opportunity to directly shape the growth trajectory of our highest-value customer relationships while working with enterprise leaders who are transforming their industries through app personalization.