About the Role:

We are looking for a proactive, performance-driven Key Account Manager (KAM) to own, retain, and expand relationships across our high-potential client portfolio. In this role, you will be responsible for engaging key client accounts, uncovering spending potential, driving platform adoption, and maximizing account revenue.

This position requires robust field presence, deep market awareness, analytical capability, and close cross-functional collaboration with internal product, tech, and sales operations teams.

What You Will Be Doing

- Portfolio Management

- Comprehensive Account Intelligence: Build granular profiles for all assigned employer accounts to capture total potential.
- Portfolio Segmentation: Classify employers based on total hiring wallet potential relative to their current spend on the WorkIndia platform.

- Servicing Accounts

- Contract Renewals & Pipeline Management: Take 100% ownership of current-cycle account renewals, securing timely contract continuations across the assigned portfolio.
- ROI-Led Selling: Articulate platform’s value proposition and measurable ROI to secure a larger share of the client’s overall recruitment budget.
- Product & Feature Upselling: Introduce new platform features and solutions, pitching right-fit packages that match evolving client requirements.
- Recruitment Enablement: Collaborate directly with client talent acquisition teams to optimize their hiring workflows, increasing platform usage and throughput.
- Revenue Success Indicator: Drive continuous growth in Net Revenue Realisation (NRR) across the portfolio.

- Churn Mitigation & Product Advisory

- Root Cause Analysis (RCA):



Conduct structured post-churn discussions with key client stakeholders on lapsed accounts to identify underlying churn drivers.
- Account Re-Engagement: Re-pitch adapted value propositions or newly launched platform capabilities that solve previously unmet client requirements.
- Internal Feedback Loop: Translate field insights, product feature gaps, and employer pain points into actionable recommendations for Product and Tech teams.

- Execution Rigor & SOP Adherence

- Commercial Policy Adherence: Follow standardized internal SOPs when offering customer benefits, commercial concessions, or custom service terms.
- CRM Discipline: Maintain accurate records, revenue pipeline status, and structured interaction histories across company CRM tools.

What You Will Need

Education & Experience

- Education: MBA in Marketing (preferred) or Bachelor's degree in Business, Marketing, or a related field.
- Experience: 2–5 years of proven experience in B2B Field Sales, Enterprise Account Management, or SaaS sales.

Knowledge, Skills & Abilities

- ROI-Led Selling: Demonstrated ability to pitch value and platform ROI rather than relying on price discounting to close deals.
- Stakeholder Influence: Strong capability to build relationships and influence executive decision-makers within client organizations.
- Analytical Capability: Ability to collect, analyze, and interpret recruitment metrics and revenue performance data.
- Ecosystem Awareness: Strong familiarity with and active staying power in the local market landscape.
- Cross-Functional Collaboration: Ability to partner effectively with Product, Tech, and Customer Operations teams to enhance customer experience.
- Mobility: Willingness and capability to travel extensively within the assigned region for field meetings and client engagements.
- Communication: Exceptional verbal, written, and presentation skills.

📌 Key Account Manager (Bengaluru)
🏢 WorkIndia
📍 Bengaluru