National Key Accounts Director

Gurgaon, Haryana
Permanent
Full-time

2 months ago

Job Description:Role OverviewAs the Director – Key Account Management, you will be responsible for driving strategic growth and executive engagement across a portfolio of our largest enterprise customers. Partnering closely with the Customer Success team in a 2-in-a-box model, you will lead the commercial and strategic charter — focusing on account expansion, executive relationships, and co-creating transformation roadmaps. Your role will be pivotal in unlocking the full value potential for the customer and revenue potential for the company.Key ResponsibilitiesStrategic Account Ownership

Own and manage the commercial strategy for a portfolio of top-tier enterprise accounts.
Build and maintain long-term relationships with CHROs, CIOs, CFOs, and transformation leaders.
Create and execute joint account plans aligned with the customer’s HR transformation roadmap.

Business Growth & Expansion

Identify whitespace and drive cross-sell/upsell of additional modules, services, and integrations.
Collaborate with Product & Solutioning to design solution-based proposals backed by ROI cases.
Influence commercial discussions around renewals, pricing, and enterprise agreements.

Executive Relationship Management

Serve as the senior point of contact for all strategic discussions and escalations.
Conduct executive business reviews (EBRs) and strategy sessions with C-level stakeholders.
Establish sponsorship at the executive level and maintain ongoing alignment with business priorities.

Account Planning & Governance

Lead annual/bi-annual strategic planning sessions with internal and external stakeholders.
Co-own the customer success plan along with the Director – Customer Success.
Track KPIs like revenue growth, share of wallet, strategic maturity, and executive engagement index.

Risk & Opportunity Management

Act early on churn signals, competitive threats, or leadership changes at the customer’s end.
Work alongside Customer Success to ensure adoption risks are escalated and addressed proactively.

Internal Collaboration

Partner with Product, Marketing, Customer Success, and Leadership teams to align customer needs with roadmap and services.
Be the customer’s voice internally, advocating for features, enhancements, and long-term investments.

Ideal Candidate ProfileExperience

15+ years in enterprise account management, customer strategy, customer success or consultative sales in SaaS based HRMS or enterprise payroll software.
Proven success managing multi-million-dollar enterprise accounts.
Experience navigating complex sales cycles and C-level stakeholders.

Skills & Competencies

Strong commercial acumen with the ability to articulate business value.
Executive presence with excellent stakeholder management skills.
Strategic thinker with a customer-first mindset.
High accountability, self-driven, and collaborative.
Strong presentation, communication, and storytelling ability.

Qualifications

Bachelor's degree required; MBA or equivalent is a plus.
Experience in HRTech or working with CHRO/CIO personas is a strong advantage.

Success Metrics

Account revenue growth (YoY)
Cross-sell / upsell conversion
Executive engagement index
Renewal and retention support
Strategic roadmap execution

PeopleStrong

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