Key Account Manager

About the Role

As a Key Account Manager at Rubiscape, you will own a portfolio of named enterprise accounts and be the primary relationship holder responsible for driving platform adoption, expansion revenue, and executive alignment across the full Rubiscape suite — from RubiFlow data pipelines to RubiAI agentic decisioning. You will operate at the intersection of consultative sales, customer success, and business value delivery, working hand-in-hand with solution engineers and delivery teams to ensure your accounts realise measurable outcomes from their Rubiscape investment. This role is central to Rubiscape’s growth engine: expanding wallet share within existing Fortune 500 relationships while maintaining Net Revenue Retention (NRR) above 120%.

Key Responsibilities

· Own end-to-end account plans for 8–12 named enterprise accounts, covering expansion roadmaps, stakeholder maps, risk registers, and executive engagement calendars.

· Drive cross-sell and upsell of all six Rubiscape Studios (RubiFlow, RubiStudio, RubiSight, RubiAI, RubiThings, Business Workbench) by mapping platform capabilities to evolving business priorities.

· Facilitate quarterly business reviews (QBRs) with C-suite and VP-level stakeholders, presenting value realisation metrics, adoption benchmarks, and forward-looking roadmap alignment.

· Manage the complete commercial lifecycle — contract renewals, expansion orders, multi-year agreements — in close coordination with legal, finance, and executive sponsors.

· Maintain a healthy pipeline of expansion opportunities within the existing account base, forecasting accurately in CRM and contributing to monthly revenue closes.

· Act as the internal voice of the customer, channelling account-specific product feedback to the product and engineering teams to influence the Rubiscape roadmap.

· Collaborate with the Customer Success and Professional Services teams to ensure <90-day time-to-value on new studio deployments within existing accounts.

Requirements

· 4–7 years of enterprise B2B sales or account management experience, with at least 2 years managing named accounts in SaaS, analytics, data platforms, or enterprise software.

· Demonstrated track record of achieving NRR ≥120% through structured expansion motions within complex, multi-stakeholder enterprise environments.

· Ability to navigate and build relationships across multiple buying centres — IT, Data, Finance, Operations, and C-suite — within a single account.

· Strong commercial acumen: experience structuring multi-year enterprise contracts, managing renewal timelines, and negotiating favourable commercial terms.

· Proficiency with CRM tools (Salesforce or Zoho CRM) for pipeline management, forecasting, and account planning documentation.

· Bachelor’s degree in engineering, business, or a related field; MBA is an advantage.

Nice to Have

· Prior experience selling or managing accounts in BFSI, manufacturing, or government verticals where Rubiscape has established domain depth.

· Familiarity with Decision Intelligence, BI/analytics platforms, or MLOps concepts sufficient to hold credible technical conversations with data and analytics leaders.

· Experience with value-selling methodologies (MEDDIC, Challenger, or similar) applied to complex, multi-stakeholder deals.

· Exposure to multi-modal deployment models: SaaS, BYOC, on-premises, and hybrid cloud.