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 Rubiscapes 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

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.

Bachelors 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.

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