About Mitigata

Mitigata is India's first AI-native, full-stack cyber resilience company. Most businesses buy security, compliance, and insurance as three separate products from three separate vendors. We bring all three onto one platform, so a single partner can assess a client's risk, help prevent a breach, prove compliance, and cover the financial loss if an incident occurs.

Founded in 2023 and headquartered in Bengaluru, we are a team of 175+ serving 800+ customers across 25+ industries and 6+ countries, including India, the USA, the UAE, the UK, and Singapore. Our broking arm, Mitigata Insurance Brokers Pvt. Ltd., is licensed by IRDAI. We are backed by Bessemer Venture Partners, Nexus Venture Partners, Titan Capital, WEH Ventures, and Point One Capital, along with founder-angels including Anupam Mittal (Shaadi.com) and Nitish Mittersain (Nazara).

What we do:

- Intelligence (Gordon AI): our AI command centre and 24/7 AI Security Operations Center, monitoring and responding across the full stack
- Security: attack surface monitoring, VAPT, threat intelligence, in-house incident response (DFIR), and a marketplace of 500+ security vendors
- Compliance: GRC automation and audit support through Gordon GRC, across ISO, SOC 2, PCI-DSS, DPDPA, GDPR, RBI, SEBI, IRDAI, and more
- Insurance: cyber and other major liability lines, placed faster and priced better because our own security data informs the underwriting

Because these layers share data, each one strengthens the others: security insights inform underwriting, a stronger compliance posture can lower premiums, and the insurance relationship supports incident response. Join us in building the first line of defence for Digital India, with products built in India for the world.

Key Account Manager

Location: Bengaluru | Experience: 5 to 8 years | Level: Manager or Senior Manager; final title based on experience

Role Overview:

You will own and grow a portfolio of Mitigata's existing customers. This is a farming role: your job is to deepen relationships, protect renewals, and expand each account across our security, compliance, and insurance offerings. Most customers start with one layer of our platform. You will help them see where the other layers reduce their risk and cost, and turn that into measurable expansion revenue.

Key Responsibilities:

- Own a portfolio of existing customers end to end, with clear targets for expansion revenue, net revenue retention, and renewals.
- Build an account plan for each key customer that maps their current footprint, open risks, compliance deadlines, insurance renewal dates, and whitespace across Intelligence, Security, Compliance, and Insurance.
- Identify and close upsell and cross-sell opportunities,



for example moving a VAPT customer to continuous attack surface monitoring and the Gordon AI SOC, or bringing a cyber insurance client onto Gordon GRC.
- Use triggers such as audits, regulatory changes, funding rounds, incidents, and policy renewals to open timely, relevant expansion conversations.
- Build multi-threaded relationships with CISOs, CTOs, CFOs, risk and compliance heads, and founders, so no account depends on a single contact.
- Run quarterly business reviews that show customers the value delivered, the risk reduced, and what to prioritise next.
- Own renewals and contract expansions, including pricing, negotiation, and paperwork, with support from solutioning and finance.
- Work with presales, delivery, SOC, GRC, and insurance teams to scope expansions and make sure what we sell is delivered well.
- Track account health, usage, and escalations; flag churn risk early and lead the recovery plan.
- Keep pipeline, forecasts, and account records accurate in the CRM.
- Share customer feedback and expansion patterns with product and marketing.

Key Skills & Qualifications: Must-Have Requirements

- 5 to 8 years in B2B account management, enterprise sales, or customer success with a revenue target, including 3+ years in a farming or expansion-focused role.
- A proven record of growing existing accounts, backed by numbers such as expansion revenue, NRR, or cross-sell wins.
- Experience selling cybersecurity, IT services, SaaS, or insurance to mid-market or enterprise customers in India.
- Confidence leading commercial conversations with senior technical and business stakeholders.
- Strong account planning, forecasting, and CRM discipline.
- The ability to explain technical value in clear business terms.

Good to Have

- Exposure to two or more of: managed security services (SOC/MDR), VAPT, GRC programmes, and cyber or liability insurance.
- Existing relationships with CISOs or risk leaders in BFSI, fintech, healthcare, or technology.
- Experience growing accounts through channel partners, MSSPs, or insurance brokers.
- IRDAI broker or POSP certification, or security certifications such as CompTIA Security+ or ISO 27001 Foundation.
- Experience in a high-growth startup.

What We Look For

Every role needs strong skills in its craft. Beyond that, the people who thrive at Mitigata tend to share a few traits:

- You care about the problem.



Protecting businesses and people motivates you, and the impact of your work matters to you.
- You think from first principles. You question assumptions and reason through new problems instead of relying only on how things have always been done.
- You take ownership. You care about the outcome, not just the task, and step in where you are needed.
- You act with integrity. You are candid about mistakes and handle confidential information with care. Our clients trust us in their most difficult moments.
- You learn quickly. Threats, regulations, and our products change often. We value how fast you grow as much as where you are today.

How We Hire Our process is structured and built to respect your time. It typically includes a recruiter conversation, a hiring manager conversation, and 3 to 5 interviews, one of which is a practical work sample based on real problems. We aim to reach a decision within 2 to 3 weeks of your first conversation and will keep you informed at every stage.

Every candidate is assessed on the same criteria, whatever their background. We handle your personal information with the same care we apply to our clients' data: we collect only what we need and share it only with the people involved in your application.

Why Join Mitigata?

Protecting the businesses that power India's digital economy.

- Work that matters. Cyber incidents hit real organisations, from hospitals disrupted by ransomware to directors facing liability claims to startups whose funding is put at risk after a breach. Your work helps protect their systems, their finances, and their reputation.
- A distinctive model. We combine cybersecurity, compliance, and liability insurance in one company, because protection works best when prevention and coverage go together.
- Room to build. We are building an AI-native platform and one of India's most comprehensive AI-driven Security Operations Centers, with real scope to solve problems from first principles.
- Growth that follows impact. We are early and growing quickly, so scope often expands faster than headcount. People who learn quick and take ownership see their responsibilities grow with them.
- Startup pace, institutional foundations. IRDAI-licensed, backed by leading investors, and trusted by 800+ customers, while still moving at the speed of a startup.
- Competitive compensation, ESOPs, and the opportunity to contribute to work with national impact.

If you want your work to protect the people and businesses behind India's growth, we would love to hear from you. Build for protection. Build for Bharat ?? To Apply: Send your resume to [email protected] with the subject line "Key Account Manager -

Life at Mitigata

Regards

Vignesh G

📌 Key Account Manager (Bengaluru)
🏢 Mitigata™ - Full-Stack Cyber Resilience
📍 Bengaluru