The Strategic Account Director is
Rubiscape’s most senior individual contributor in the field, responsible for
owning and growing the company’s most strategically significant enterprise
relationships — Fortune 500 accounts, public sector mandates, and global
organisations where Rubiscape is positioned as a platform-of-record for
Decision Intelligence. Operating at board and C-suite level, you will co-create
multi-year digital transformation roadmaps, negotiate enterprise platform
agreements, and orchestrate a cross-functional account team spanning pre-sales,
delivery, product, and executive leadership. This role carries significant
revenue responsibility and directly shapes Rubiscape’s long-term competitive
positioning in India’s enterprise data and AI market.
· Serve as the executive sponsor
and primary relationship owner for 4–6 strategic accounts, each with an ARR
potential exceeding ₹5 Cr, building trusted-advisor relationships at board,
MD/CEO, CTO, and CDO level.
· Design and drive multi-year
account growth strategies that position Rubiscape as the enterprise standard
for Decision Intelligence — spanning all six studios and multiple business
units within each account.
· Lead enterprise platform
negotiations including multi-year ELA (Enterprise Licence Agreements), OEM
partnerships, and strategic co-development arrangements with senior procurement
and legal stakeholders.
· Orchestrate a virtual account
team (Solution Architects, Customer Success Directors, Delivery Leads,
Executive Sponsors) to deliver a seamless, high-touch experience across the
full customer lifecycle.
· Drive account NRR ≥140% through
platform consolidation strategies, displacing legacy point solutions with
Rubiscape’s integrated platform and quantifying the 5× TCO advantage in
business case terms.
· Represent Rubiscape at industry
forums, customer advisory boards, and executive roundtables, building market
credibility and sourcing strategic referral pipeline.
· Provide executive-level insight
into competitive dynamics, pricing strategy, and product gaps directly to the
Rubiscape leadership team, influencing the annual go-to-market strategy.
Requirements
· 12+ years of enterprise
technology sales experience, with at least 5 years managing strategic or global
accounts at ₹10 Cr+ ARR in data, analytics, AI, or cloud platforms.
· Demonstrated track record of
closing and growing transformational, multi-year platform deals at Fortune 500,
large PSU, or global MNC accounts operating in India.
· Executive-level presence and
communication skills: experienced in board-level presentations, CXO advisory
conversations, and multi-year roadmap facilitation.
· Deep commercial expertise in
ELA structuring, volume-based pricing, risk-sharing commercial models, and
partner-led revenue constructs.
· Proven ability to build and
lead virtual account teams across pre-sales, delivery, product, and C-suite,
driving alignment and accountability across diverse stakeholders.
· Bachelor’s or Master’s degree;
MBA from a premier institution strongly preferred.
· Prior P&L or sales
leadership experience managing a portfolio of strategic accounts with direct
team management responsibility of junior account managers or CSMs.
· Expertise in one or more of
Rubiscape’s key verticals — BFSI (fraud, risk, regulatory), manufacturing
(predictive maintenance, supply chain), or public sector (governance analytics,
smart infrastructure) — sufficient to credibly advise on domain-level transformation.
· Experience structuring
government or defence sector platform agreements, including air-gapped
deployment requirements and security clearance-level data governance.
· Board-level network within
India’s top 500 enterprises or public sector institutions that can accelerate
strategic account introductions.
