Senior Key Account Manager

About the Role

The Senior Key Account Manager role at Rubiscape is designed for an experienced enterprise sales professional who thrives in complex, high-value relationships and can independently orchestrate multi-studio, multi-year platform expansions across some of India’s largest enterprises. You will carry a portfolio of strategically important named accounts, including Fortune 500 organisations, and will be responsible for driving significant ARR growth through disciplined account planning, executive sponsorship, and value-anchored commercial conversations.

This is a high-visibility role with a direct line to sales leadership and the opportunity to shape account management best practices across the growing Rubiscape field organisation.

Key Responsibilities

• Develop and execute comprehensive account growth strategies for a portfolio of 6–10 high-value named accounts, with individual account ARR targets exceeding ₹2 Cr.
• Lead executive-level engagement including CXO briefings, strategic roadmap workshops, and Innovation Days that position Rubiscape as a long-term decision intelligence partner.
• Architect and close complex, multi-studio expansion deals — coordinating across Rubi. Flow, Rubi. Sight, Rubi. Studio, and RubiAI to build platform-wide adoption within each account.
• Drive Net Revenue Retention (NRR) ≥130% within the managed account portfolio through rigorous expansion pipeline management and proactive renewal forecasting.
• Mentor and coach junior Key Account Managers on account planning frameworks, QBR delivery, and executive communication strategies.
• Partner with the Pre-Sales and Solution Engineering teams to design proof-of-concept initiatives that accelerate studio adoption and reduce time-to-value below 90 days.
• Represent the voice of enterprise customers at internal roadmap councils, ensuring account-level feedback directly influences Rubiscape’s product strategy.

Requirements

• 7–12 years of enterprise B2B sales or strategic account management experience, with at least 4 years managing named Fortune 500 or large enterprise accounts in data, analytics, or SaaS.
• Proven track record of closing multi-crore expansion deals within existing accounts and achieving NRR consistently above 120–130%.
• Demonstrated ability to build C-suite relationships (CTO, CDO, CFO, COO) and drive board-level conversations about the ROI of Decision Intelligence investments.
• Strong commercial structuring skills: experience with multi-year platform agreements, volume-based pricing, and contract renegotiations in regulated industries.
• Deep understanding of the enterprise data and analytics buying journey, including budget cycles, procurement processes, and multi-stakeholder consensus building.
• Bachelor’s or Master’s degree in engineering, business, or a related field.

Nice to Have

• Domain expertise in BFSI, manufacturing, or public sector — verticals where Rubiscape’s industry-specific metrics (70% faster fraud detection, 25% less unplanned downtime) carry the most resonance.
• Experience managing platform accounts that span SaaS, on-premises, and hybrid deployment models, including air-gapped environments for regulated sectors.
• Familiarity with data governance, MLOps, or AI Ops concepts that enable credible peer-level engagement with CDOs, Chief Data Scientists, and analytics VPs.
• Certified in enterprise sales methodologies such as MEDDPICC, Challenger Sale, or Value-Based Selling.