GTM Manager/Head - Large Account

Description:

Responsibilities:

1. Strategic Growth & Account Leadership:

- Own revenue, retention, and expansion for high-value enterprise portfolio.

- Define and execute strategic account plans that strengthen relationships, increase wallet share, and drive measurable client impact.

- Develop customized success blueprints aligned with each clients strategic goals and commerce roadmap.

2. CXO & Enterprise Engagement:

- Build and nurture deep relationships with CXOs, business heads, and key decision-makers as a strategic growth enabler.

- Lead Quarterly Business Reviews (QBRs) and strategic discussions focused on co-creation, innovation, and long-term account scaling.

3. Growth & Revenue Management:

- Drive commercial expansion across the organization's product suite, new use cases, and client business units.

- Ensure industry-leading renewal rates and Net Revenue Retention (NRR) through consultative solutioning and proactive client engagement.

- Build strong internal alignment across Product, Tech, and Customer Success to enable seamless solution delivery and client satisfaction.

4. Team Leadership & Execution Excellence:

- Lead, mentor, and develop a high-performing account management team skilled in managing complex, high-value enterprise relationships.

- Foster a culture of consultative selling, data-driven decision-making, and operational rigor.

- Build predictable processes for pipeline management, revenue forecasting, and client governance.

5. Strategic Insights & Voice of the Client:

- Leverage client insights and analytics to identify growth patterns, risk signals, and opportunities for expansion service delivery.

- Champion the voice of the client within the organization to influence strategy, product development, and

Candidate Profile:

- Pedigree: MBA from a Tier-1 B-School (IIM, ISB, MDI, SPJIMR, etc.)

- Experience: 3-9 years in Enterprise Account Management / Key Account Growth / Strategic Partnerships within SaaS, eCommerce, or Technology-driven B2B organizations

- Enterprise Exposure: Proven success in managing CXO-level relationships and growing multi-million-dollar accounts

- Strategic Orientation: Ability to translate client needs into commercial outcomes and solution roadmaps

- Leadership Depth: Experience leading and coaching account teams handling enterprise portfolios

- Analytical & Tech Fluency: Comfort with CRM, analytics dashboards, and SaaS metrics (NRR, churn, expansion ARR)

- Mindset: Strategic yet hands-on; a relationship builder who blends empathy with execution