WorkIndia
Website:
workindia.in
Job details:
About the Role
Build the next growth engine from our existing customer base.
We are looking for a business leader to own SMB, Mid-Market & Enterprise revenue expansion — driving retention, increasing ARPU, growing wallet share, and systematically moving accounts from Normal → Key → Named.
This is a builder role for someone who can turn our existing customer base into a significant, scalable growth engine by building the strategy, team, processes and operating rhythm required to drive predictable revenue expansion.
What You Will Be Doing
- Build and scale the Farming engine across SMB, Mid-Market & Enterprise from the ground up.
- Drive retention, ARPU, wallet share and account expansion across the existing customer base.
- Create a systematic Normal → Key → Named account progression.
- Deliver 150%+ NRR across Key & Named accounts.
- Build the segmentation, processes, playbooks, pipeline discipline and operating rhythm to make farming predictable and scalable.
- Identify and unlock cross-sell, upsell and expansion opportunities across customer segments.
- Partner closely with Product & Field Sales to create and execute expansion opportunities.
- Build a strong understanding of customer economics, whitespace and growth potential to prioritize accounts effectively.
- Own revenue and P&L outcomes, not just customer relationships or servicing.
- Build and coach a high-performing team that evolves from operational servicing to strategic revenue ownership.
What You Will Need
- 10–12+ years of experience in B2B SaaS, FinTech, Payments or High-Tech Marketplaces, across Field Sales, Enterprise Account Management, Customer Growth or Account Expansion.
- Proven track record of exceeding revenue targets and driving 150%+ NRR across large SMB, Mid-Market or Enterprise customer portfolios.
- Strong P&L and commercial acumen, with a deep understanding of customer and business unit economics.
- Strong systems thinking, with experience building account segmentation, expansion frameworks, pipeline discipline and operating mechanisms.
- High-energy, hands-on commercial leader and dealmaker who can build from scratch and drive teams toward strategic revenue ownership.
- Strong relationship orientation with the patience to build and compound customer value over time.
- Excellent negotiation and stakeholder management skills across multiple customer and internal stakeholders.
- A builder mindset — someone who can transform an existing customer base into a scalable, high-growth business.
Location: HSR layout in Bangalore
Click on Apply to know more.
