What this seat exists to do

Upsell. Everything else in this document is in service of that.

AGL sells the company ONE, our managed transport operation, into accounts currently running ION as a commute tech platform, and sells additional ION modules such as Workplace and Shuttle into accounts running a subset. Relationship depth, product stickiness and

business-case work is the means. Expansion revenue is the measure.

The AGL carries a number of accounts they did not win. In adjacent industries this is called organic growth, scope expansion or share of wallet. If that phrase does not describe work you have already done, this is not your seat.

What you will own

Upsell and cross-sell into the installed base. Identify the expansion opportunity inside each account, qualify it, build the case, and carry it to close alongside the client sponsor. Maintain a live pipeline across the whole book.

ARPU growth. Grow revenue per account through module attach, seat, site and user expansion, price revision at renewal, and movement up the packaging tiers.

Develop relationships on three fronts. Multi-threading is the expectation; a single-threaded account is an account at risk.

Product stickiness. Drive adoption depth so the company is embedded in the client's workflow rather than a replaceable vendor. Protect the account against consolidation and RFP recompete.

Business-case construction. Build the upsell case in terms the sponsor can take internally for budget approval: cost, employee experience, compliance, effort saved. Build the internal case for features the client needs, sized well enough for Product to act on: which accounts, what revenue, what happens without it.





Written and verbal communication. You write the proposals, the review decks and the sponsor-facing notes. Nobody writes them for you.

What this role is not

Each AGL is supported by a Technical Account Manager (TAM)who works with Product, Technology and Support to close out client technical requirements and resolve issues. So deep technical ownership, escalation firefighting and ticket management are not what this seat is for. If your record is built on SLA compliance, escalation management and issue resolution, however solid, you are describing the TAM seat, and we would rather talk to you about that one.

You do need to be credible on the product: able to hold a solution conversation with a sponsor and translate a requirement into something TAM can act on. You do not need to be the person who resolves it.

Who we are looking for

Experience: 6–8 years, with at least 3 years in client-facing enterprise account management or B2B account sales.

Non-negotiable:

- You have carried a growth or expansion number on accounts you inherited, not only on logos you opened
- You have sold a recurring service or subscription construct, not one-time projects
- You have sold to administration, workplace, facilities, HR or GCC site leadership at Indian enterprise or captive organisations, not to procurement alone
- You have owned a structured client governance rhythm: monthly or quarterly business reviews you built and presented, not attended

What will not work here:

A pure new-logo hunting record: you will be bored by the fourth month. A pure renewal or retention record: you will not have built a commercial case under pressure.

📌 Account Growth Lead (Bengaluru)
🏢 Soch Street
📍 Bengaluru