GoodSpace
Website:
goodspace.ai
Job details:
About the Role
The BFSI Account Manager is a field sales professional responsible for managing, growing, and renewing a portfolio of banking, financial services, and insurance clients within the Managed Services vertical. You will be the primary point of contact for your assigned accounts, owning the relationship from the first site deployment through multi-year renewals and account expansion. This is a quota-carrying role with significant earning upside tied directly to site additions, new logo wins, and ARR growth.
Key Responsibilities
- Own an assigned portfolio of BFSI accounts — be accountable for revenue, renewals, and growth - Achieve individual quarterly and annual revenue targets across Capex and Monthly Rental income streams
- Develop account plans for top 5 accounts — expansion roadmap, white-space analysis, stakeholder map
- Identify and pursue new site opportunities within existing accounts (branch rollouts, ATM deployments, new infrastructure)
- Achieve assigned site addition targets — typically 800 – 1,200 new monitored sites per year
- Prospect, qualify, and close new BFSI logos within assigned geography or vertical sub-segment
- Build relationships at multiple levels: branch operations, IT/infrastructure, procurement, and CXO - Drive empanelment / vendor registration with PSU banks, private banks, insurance companies, and NBFCs
- Attend client pre-bid meetings, site surveys, and technical presentations
- Respond to RFPs, RFIs, and tenders — coordinate with Pre-Sales on solution design and commercial strategy
- Conduct quarterly business reviews (QBRs) with key accounts — share SLA performance reports, uptime data
- Act as the single point of escalation for client issues — coordinate with Command Center and Operations for resolution
- Identify at-risk accounts (low NPS, open escalations, contract expiry) and lead retention conversations
- Ensure renewals are initiated 60 – 90 days in advance with rate revision discussions where applicable
- Collect client feedback and channel it into product and service improvement discussions internally
- Maintain accurate CRM records — account status, deal stages, activities, contacts, and revenue forecasts
- Submit weekly pipeline reports and monthly revenue forecasts to Sales Head
- Coordinate with Project Delivery team for smooth handover of won accounts to implementation
- Work with Command Center to ensure SLAs are being met for your accounts and flag any systematic issues
Requirements
- 4 – 8 years of B2B field sales in technology products or services
- At least 2 years selling to BFSI clients (banks, NBFCs, insurance, AMCs)
- Proven track record of meeting or exceeding revenue quota
- Experience managing multi-stakeholder relationships in enterprise accounts
- Strong communication, negotiation, and commercial proposal writing skills
- Graduation / Post-graduation; technical or management background preferred
Preferred Qualifications
- Prior experience in physical security, surveillance, IoT, or managed services sales
- Working knowledge of BFSI procurement processes, rate contracts, and L1 tenders
- Existing relationships with IT Heads or Infra teams at banks or insurance companies
- Experience with CRM tools for deal tracking and pipeline management
- Hindi + English fluency; regional language a bonus for zonal roles
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