The Key Account Director owns our most strategic manufacturing accounts, a small portfolio of high-value clients where the relationship operates at Transformation Head and CXO level. This is a deep relationship and growth role: working inside the client's transformation agenda, embedding across their manufacturing footprint, and expanding revenue through new use cases, plants, and divisions.
What you will own
• Own a portfolio of 3–5 assigned strategic accounts, P&L; accountability for retention and growth within each
• Build and maintain C-suite and Transformation Head relationships, be the person clients call for strategic questions
• Design account growth plans: recent plants, divisions, and use cases; lead quarterly executive business reviews
• Work cross-functionally with Product, Customer Success, and Migration to ensure delivery matches commitment
• Identify risks early — churn signals, competitor activity and manage them proactively
Persona
Profile snapshot
• Qualification: B. Tech preferred; MBA in Sales &
Marketing an advantage
• Experience: Minimum 10 years in enterprise SaaS; at
least 5 in strategic account management
• Track record: Proven USD 10M+ SaaS revenue in
manufacturing vertical; manufacturing exposure is
non-negotiable at this level
• Relationships: Demonstrated ability to engage and
influence at CXO and Transformation Head level
What good looks like
• Strategic depth: Thinks in multi-year account plans, not
quarterly targets
• Executive presence: Comfortable in a boardroom;
credible with a CIO, COO, or CFO
• Commercial acumen: Finds the expansion opportunity
in every client conversation
• Reliability: Does what they say — clients trust them
more than their own vendors
Key metrics
• ARR expansion within portfolio (current plants, divisions, use cases)
• Renewal rate and executive relationship score across portfolio