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