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.