Senior Client Growth Manager - Robusta

Robusta assists organizations in transitioning to a digital-first approach, crafting unforgettable experiences for their customers. We provide strategy, design, product, and technology services to prominent businesses and brands, utilizing our go-to-market expertise to facilitate seamless customer experiences and enhance conversion rates.

About The Role The Senior Client Growth Manager is a strategic commercial leadership role responsible for driving end-to-end revenue growth through new business acquisition, account expansion, and client retention.

The role owns an individual revenue target while also leading, mentoring, and coaching a team of Client Growth professionals to achieve their commercial objectives. The Senior Client Growth Manager is responsible for building strong senior-level client relationships, identifying growth opportunities, managing the sales cycle, and ensuring revenue and profitability targets are met.

This role requires a strong balance of hands-on commercial ownership and people leadership , with a focus on driving both personal and team performance.

Key Responsibilities 2. New Business Development 3. Account Growth & Expansion 4. Client Relationship Ownership 5. Team Leadership & Coaching 6. Industry Leadership & Positioning 7. Governance & Reporting 8. Contractual & Commercial Accountability 9. Internal Strategic Alignment

• Revenue Ownership (Primary Accountability)

• Own and deliver an individual revenue target across assigned accounts and industry vertical

• Manage a balanced revenue mix:

• New business (new logos)

• Upselling & cross-selling

• Renewals and expansions

• Ensure gross margin adherence through disciplined pricing strategies

• Maintain accurate forecasting and pipeline visibility

• Build and execute annual industry growth plans

• Maintain a healthy pipeline coverage ratio

• Identify opportunities to maximize revenue, profitability, and account value

• Identify, qualify, and pursue new business opportunities within the assigned market

• Lead the full sales cycle, including:

• Prospecting and qualification

• Proposal development

• Commercial negotiations

• Closing and contract finalization

• Develop and maintain a strong pipeline of qualified opportunities

• Drive strategic industry penetration and new-logo acquisition

• Build relationships with senior decision-makers and key stakeholders within target organizations

• Own a defined portfolio of accounts as the Account Growth Owner

• Identify and drive upsell and cross-sell opportunities

• Lead renewals, contract extensions, and commercial expansions

• Develop strategic account plans to maximize client lifetime value

• Optimize revenue mix and account profitability

• Identify opportunities to expand the company's services and solutions across existing accounts

• Act as the executive-level single point of contact (SPOC) for clients

• Build and maintain long-term, trusted relationships with key stakeholders

• Understand client strategic priorities and business objectives

• Own client satisfaction, retention, and growth

• Manage stakeholder mapping and account dynamics

• Lead escalations and conflict resolution

• Represent the voice of the client internally, without owning delivery execution

• Lead, mentor, and coach a team of Client Growth and Account Management professionals

• Set clear team objectives, KPIs, and performance expectations aligned with overall revenue goals

• Support team members in developing and executing new business and account growth strategies

• Provide regular coaching, feedback, and performance guidance to improve commercial effectiveness

• Review team pipelines, forecasts, account plans, and revenue performance to identify gaps and opportunities

• Support team members in navigating complex negotiations, client escalations, and strategic opportunities

• Foster a high-performance, collaborative, and revenue-focused culture

• Support the hiring, onboarding, development, and performance evaluation of Client Growth team members

• Lead by example by maintaining individual ownership of a revenue target while driving overall team performance

• Develop deep expertise within the assigned industry vertical

• Identify market trends, risks, and emerging opportunities

• Position the company's value proposition effectively

• Act as the commercial authority for the assigned industry

• Identify strategic opportunities for market expansion and revenue growth

• Provide structured reporting on:

• Individual and team revenue performance

• Margin performance

• Pipeline and forecasting

• Account risks

• Growth opportunities

• Team KPIs and performance

• Ensure early identification of commercial or relationship risks

• Participate in executive reviews and governance forums

• Align on key milestones, including renewals, checkpoints, and business reviews

• Own contract execution and commercial sign-offs

• Ensure contracts align with revenue and margin objectives

• Secure approvals for billing milestones

• Act as an escalation point for collections in coordination with Finance

• Lead commercial negotiations and ensure favorable business outcomes

• Align with Product, PMO, and Delivery teams on strategic priorities

• Communicate client needs and commercial objectives internally

• Escalate risks and dependencies

• Maintain non-operational involvement, with no direct delivery execution ownership

• Ensure alignment between client expectations, commercial objectives, and delivery capabilities

Requirements

• Bachelor's degree in Business, Marketing, Finance, or a related field (MBA is a plus)
• 10-15 years of experience in B2B sales, account management, client growth, or a similar commercial role
• Proven track record of achieving individual revenue targets across new business acquisition and existing account expansion
• Proven experience leading, mentoring, and coaching a team of sales, account management, or client growth professionals
• Experience managing team performance and revenue targets while maintaining personal ownership of an individual commercial target
• Strong experience managing the full sales cycle: prospecting → qualification → proposal → negotiation → closing → renewal
• Demonstrated ability to grow existing accounts through upselling and cross-selling
• Solid commercial acumen with experience in pricing, margin management, forecasting, and contract negotiation
• Ability to build and manage senior stakeholder relationships and navigate complex organizations
• Experience working within a specific industry vertical relevant to the assigned portfolio
• Strong analytical skills with the ability to manage pipeline, forecasting, revenue performance, and team KPIs
• Proven ability to develop and execute account and industry growth strategies
• Excellent communication, negotiation, leadership, coaching, and executive presence
• Strong ability to balance individual commercial ownership with team leadership and performance management