# Key Account Manager - India - Company: [Plotlineso]() - Location: Bengaluru Office - Team: Revenue - Employment type: Full Time - Posted: June 24, 2025 ## Job description # 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. ## Apply [Apply on Plotlineso]() Canonical job page: