Role summary

You will own the post-sale relationship for a portfolio of Provakils enterprise accounts. Your primary job is to ensure clients renew, expand their usage of the platform, and get enough value from the product that they become long-term partners. This is not a hunting role — you’re not chasing new logos. You’re managing and growing the clients we already have.

You’ll be the main point of contact for your accounts, responsible for understanding each client’s needs, tracking how they use the product, spotting risks before they become churn, and finding opportunities to expand the relationship through upselling. You’ll work closely with Customer Success, Product, and Support teams to make sure clients get what they need.

What you’ll do

Renewals & retention

- Own the renewal cycle for your portfolio of enterprise accounts — track contract timelines, initiate renewal conversations early, and close renewals on time
- Monitor account health signals: product usage, support ticket volume, stakeholder engagement, and NPS scores — flag at-risk accounts before they escalate
- Develop account-level retention strategies for clients showing signs of disengagement or dissatisfaction
- Coordinate with Customer Success to ensure clients are fully onboarded, trained, and getting value from the platform

Upselling & account growth

- Identify expansion opportunities within existing accounts — new modules, additional user seats, higher-tier plans, or new departments that could adopt the platform
- Build business cases for upsells based on client usage data, pain points, and organisational needs
- Run commercial conversations: pricing discussions, proposals, negotiations, and deal closure for expansion revenue
- Maintain a pipeline of upsell opportunities with revenue forecasts and expected close dates — upsell and expansion revenue will be target-based and tracked against quarterly goals

Client relationship management

- Serve as the primary point of contact for your accounts — clients should know your name and trust you to get things done
- Build relationships with multiple stakeholders across client organisations, not just your day-to-day contact — include decision-makers and senior leadership
- Conduct periodic business reviews with clients to demonstrate ROI, share product updates, and align on future goals
- Handle escalations end-to-end: take ownership,



coordinate with internal teams (Product, Support, Engineering), and follow through until resolution

Internal collaboration & reporting

- Work closely with the Product team to relay client feedback, feature requests, and product gaps that impact retention or growth
- Partner with Customer Success on onboarding, training, and adoption for accounts in your portfolio
- Maintain accurate and up-to-date records in the CRM — account health, renewal status, pipeline, meeting notes, and next steps
- Report on renewal rates, upsell pipeline, revenue forecasts, and account health metrics to sales leadership

What success looks like in your first 60 days

First 30 days

- Complete onboarding and develop a solid understanding of Provakil’s product, its modules, pricing structure, and how enterprise clients use the platform
- Get assigned your portfolio of accounts and review each one: contract terms, renewal dates, usage patterns, health status, and open support tickets
- Introduce yourself to key stakeholders at each account — understand their priorities, satisfaction levels, and any outstanding issues
- Shadow existing team members on renewal conversations, QBRs, and upsell discussions to understand the process and tone
- Familiarise yourself with the CRM, reporting dashboards, and internal workflows for renewals and escalations

Days 31–60

- Own your accounts independently — manage all renewal and upsell conversations without handholding
- Identify at least one upsell opportunity in your portfolio and build a proposal for it — you’ll have revenue targets from your second quarter onward
- Proactively flag any at-risk accounts and present a retention plan to your manager
- Conduct your first independent business review or check-in meeting with a client

Must-have skills

- 2–4 years of experience in account management, key account management, or customer success in a B2B SaaS company
- Demonstrable experience managing renewals and driving upsell or expansion revenue within existing accounts




- Strong communication and relationship-building skills — you’re comfortable presenting to senior stakeholders and having commercial conversations
- Ability to understand a technical product well enough to articulate its value to non-technical client stakeholders
- Structured approach to account management: you maintain CRM hygiene, track renewal timelines, and follow up without being reminded
- Problem-solving mindset — when a client has an issue, you own it and drive it to resolution rather than passing it along
- Willingness to travel for on-site client meetings as needed
- Comfort with revenue ownership — this role carries upsell and expansion targets, and you’ll be measured on the revenue you generate from your portfolio

Good-to-have skills

- Experience managing large enterprise accounts in a SaaS product company
- Familiarity with CRM tools (Salesforce, HubSpot, or similar) and account health scoring frameworks
- Prior experience working with procurement, finance, or CXO-level stakeholders within enterprise clients
- Exposure to conducting QBRs and building ROI presentations for clients
- Bachelor’s degree in Business, Marketing, or a related field

What you’ll learn in this role

- How to manage enterprise relationships in a complex product workplace where clients use the platform across multiple departments and workflows
- Commercial skills: renewal negotiation, expansion selling, pricing strategy, and revenue forecasting — all within an enterprise SaaS context
- Deep exposure to how large enterprises operate their legal and compliance functions, giving you a rare understanding of a high-value vertical

About Provakil

Provakil is a new-age legal operations management suite for enterprises. Provakil provides an integrated SaaS platform for legal teams to manage all aspects of legal operations including litigation, contracts, compliances, and intellectual property with customized workflows and analytics. We provide automatic data updates from 8000+ courts, trademark and patent registries, and other sources of public legal data. The platform is equipped with advanced ML/AI capabilities for intelligent document review, IP watch & search, case law research, and other use cases. Provakil is trusted by over 100 companies and 50 law.firms to manage different aspects of their legal operations.

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