Key Account Manager - India

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.