Manager - Enterprise Sales

Role Overview:

A result-oriented Enterprise Account Manager with experience in driving revenue growth, strengthening strategic partnerships, and managing large enterprise portfolios across India in the F&B and Retail technology ecosystem. Proven track record in acquisition, retention, upselling, cross-selling, and delivering business outcomes through data-driven strategies, superior client service, and cross-functional collaboration.

Key Responsibilities:

Strategic Account & Partnership Management

• Spearhead end-to-end enterprise account management for large brands across India, ensuring growth.
• Manage all partnership inbound and outbound initiatives with brands, agencies, and regional business partners to strengthen the ecosystem and unlock new revenue channels.
• Successfully acquire and onboard high-value enterprise clients, including national QSRs, 5-star hospitality groups, and large chain accounts, expanding market footprint.
• Built and negotiated strategic commercial partnerships and joint GTM plans with key ecosystem players.

Revenue Growth, Upsell & Cross-Sell

• Drive revenue expansion by identifying upsell and cross-sell opportunities across product lines, including POS, CRM, Loyalty, Inventory, Task Management, and Integrations.
• Enhance share of wallet within enterprise accounts by positioning new solutions and value-added modules aligned to client needs.
• Achieve high renewal rates and reduced churn through proactive engagement and value-based account planning.

Data-Driven Business Growth

• Leverage data insights to analyse account performance, customer behaviour, adoption metrics, and campaign ROIs to drive continuous improvement and expansion.
• Build weekly and monthly performance scorecards, business reviews, and growth plans to ensure measurable client success outcomes.

Client Marketing & Brand Growth Initiatives

• Develop integrated marketing & growth strategies with clients to improve brand visibility, customer engagement, and operational efficiency across digital channels and on-ground activations.
• Design co-branded marketing campaigns with enterprise partners to drive demand generation and joint brand positioning.

Cross-Functional Collaboration

• Coordinate with Product, Operations, Training, Marketing, and Tech/Integration teams to ensure seamless onboarding, implementation, and product adoption for enterprise accounts.
• Support product innovation by identifying industry needs and customer feedback, collaborating with R&D/Product teams to shape new features and technology roadmaps.

Operational Excellence & Customer Success

• Lead the onboarding and integration lifecycle for enterprise accounts, including POS deployment, menu engineering, SOP digitisation, and system training.
• Deliver structured product training, hygiene compliance programs, and performance reviews to improve client experience and solution utilisation.
• Streamline operations and escalations management to ensure consistent customer satisfaction and SLA delivery.

Desired Skills & Qualifications:

• Bachelors degree in Business, Technology, or equivalent field; MBA Mandatory.
• 6-9 years of experience in account management, enterprise client servicing, or B2B SaaS sales.
• Proven track record of managing high-value enterprise accounts with measurable business outcomes.
• Excellent communication, negotiation, and relationship management skills.
• Strong problem-solving attitude and ability to work cross-functionally.
• Knowledge of SaaS, F&B technology, or enterprise solutions is a strong plus.
• Comfortable handling senior stakeholders with a consultative engagement style.