Key Account Director

A factory automation company (Funded Startup) · India

Responsibilities:

About the role

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: new 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 (new plants, divisions, use cases)

• Renewal rate and executive relationship score across portfolio

KPIs / Success Metrics

• Revenue growth from key accounts
• Account retention rate
• Pipeline coverage (e.g., 3–4X)
• Customer satisfaction (CSAT/NPS)
• Deal closure rate

Please share resumes with ishita@marketscope.in