Strategic Growth Account Manager

Revenue Ownership

• Own a defined upsell and expansion quota (quota size and scope vary by level and business phase) across ARI offerings with a strong focus on predictable performance and consistent attainment.
• Drive current MRR growth through upsell, cross-sell, and expansion within an assigned book of customer accounts (book size and complexity vary by level).
• Generate net-new MRR by converting inbound, demo, and marketing-sourced opportunities.
• Build, manage, and close a healthy upsell pipeline with strong conversion discipline and deal velocity.

Lead & Funnel Execution

• Manage and convert qualified opportunities originating from the self-serve customer base, LTS conversions, marketing-qualified leads, demo requests, free trial customers and inbound inquiries, with inbound vs proactive mix varying by role level.
• Ensure timely follow-ups, structured discovery, strong qualification, and disciplined deal progression.
• Maintain high standards of pipeline hygiene, forecasting accuracy, and CRM discipline.

Deal Strategy & Execution

• Lead value-driven discovery conversations aligned to customer business objectives and growth priorities.
• Own solution positioning, pricing discussions, commercial negotiations, and close execution within approved decision authority and discounting limits based on role level.
• Identify whitespace and expansion opportunities within existing customer portfolios.
• Structure expansion opportunities to balance customer value, commercial outcomes, and operational readiness, with deal complexity expectations calibrated by seniority.

Cross-Functional Collaboration

• Partner closely with Customer Success, Sales, Marketing, Product, and Finance to ensure efficient deal execution and seamless customer experience.
• Align with Customer Success on opportunity qualification, timing, and post-close handoff to ensure continuity of account ownership.
• Provide structured feedback on lead quality, objections, packaging opportunities, and process improvements, with expectations for influence and operating contribution increasing with seniority.
• Support pilots, demos, and proof-of-value conversations as needed.

Customer Engagement

• Act as a trusted commercial advisor during the expansion lifecycle, connecting solutions to measurable customer outcomes.
• Drive clear, value-based conversations with customer stakeholder levels (manager, director, executive) varying by role level and deal complexity.
• Maintain strong professionalism, responsiveness, and executive presence throughout the sales process.

WHO YOU ARE

• 5+ years of experience in B2B SaaS sales, account expansion, revenue growth, or partnerships in an individual contributor role, with exposure to major marketplaces such as Amazon or Walmart (range to be calibrated per hiring level)
• Demonstrated success in upsell, cross-sell, or expansion-led revenue motions.
• Experience handling inbound, marketing-sourced, and sales-assisted opportunities.
• Proven track record of quota ownership with attainment expectations scaled by seniority and ramp phase.
• Strong deal ownership and closing skills with comfort carrying a quota-driven target.
• Ability to conduct structured discovery and articulate value-based solutions.
• Strategic thinking balanced with strong execution rigor.
• Data-driven approach to pipeline management, forecasting, and performance tracking.
• Proactively driving AI adoption to enhance decision-making, streamline workflows, and unlock scalable growth opportunities across accounts.

Success Metrics

• Upsell and expansion MRR targets calibrated by role level and quota assignment
• Net-new MRR expectations based on territory / book maturity and role seniority
• Pipeline conversion rates and deal velocity
• Forecast accuracy and CRM hygiene
• Quality of cross-functional execution expectations scaled by seniority

WE'VE GOT YOU COVERED

• Every Teikametrics employee is eligible for company equity
• Remote Work Flexibility - Work from home or from our offices, with flexible remote options
• Broadband reimbursement 
• Group Medical Insurance – Coverage of INR 7,50,000 per annum for a family 
• Crèche benefit