Manager - Enterprise Sales / Key Accounts

Job Purpose

The role is responsible for driving enterprise business growth through strategic partnerships, client acquisition, and key account management for AI-Native Engineering solutions of TheNineHertz. The incumbent will focus on generating new business opportunities, building long-term enterprise relationships, and strengthening strategic alliances to expand the company's presence in the AI and digital transformation domain. The role requires strong expertise in enterprise sales, stakeholder management, and consultative solution selling while collaborating closely with internal delivery, product, and leadership teams to achieve revenue and growth objectives. Candidates with Product Management experience and exposure to AI-driven products/solutions will also be considered suitable for the role.

Role and Responsibilities / KRAs

• Strategic Account Management: Build trusted C-level and senior stakeholder relationships and execute structured account plans for long-term growth. Should've experience of managing accounts of >250K USD ARR
• Revenue & Pipeline Ownership: Build, qualify, and close a healthy pipeline across named-accounts on our AI-driven IT services with predictable forecasting. Experience in conducting regular MBRs and QBRs with customer stakeholders, with involvement of internal leadership in QBRs
• Solution-Led Selling: Translating business problems into value-driven solutions aligned with our end-to-end offerings across Web, Mobile, Software Engineering, Data & AI, and Agentic AI
• New Logo & Account Expansion: Acquire new enterprise customers and grow existing accounts through cross-sell, upsell, commercial negotiations and multi-phase program conversions.
• Market & Customer Insight: Provide continuous feedback on customer needs, AI adoption trends, and competitive landscape to refine GTM strategy.
• Demonstrated understanding of account economics, including Gross Margin optimization, profitability management, recurring revenue models (MRR/ARR), forecasting, and commercial performance tracking.
  
  

Job Impact

The role plays a critical part in driving enterprise revenue growth, strengthening strategic alliances, and expanding the company's AI and digital transformation business portfolio. The incumbent is expected to contribute significantly towards high-value deal closures, client retention, and long-term business expansion while representing the organization in strategic discussions with enterprise stakeholders and partners.

Qualifications And Experience Requirements

• MBA / PGDM from reputed institutes preferred.
• 3-5 years of experience in Enterprise Sales and Key Account Management
• Experience in AI, SaaS, digital transformation, or software services companies required.
• Strong understanding of AI-led solutions, enterprise technology services, and consultative selling approaches.
• Strong client interaction experience especially with US and European clients.
  
  

Knowledge / Skills / Attributes

• Strong enterprise sales and account management expertise in IT Services / SaaS / AI domain.
• Excellent negotiation, stakeholder management, and communication skills.
• Proven track record of closing high-value B2B deals.
• Strategic thinking with strong business acumen and growth mindset.
• Ability to build and maintain CXO-level relationships.
• Strong analytical and problem-solving skills with market-oriented thinking.
  
  

Additional Notes Interactions / Dependencies

• Internal: Sales, Delivery, Product, Marketing, Leadership, and Business Strategy teams.
• External: Enterprise clients, technology partners, staffing vendors and alliance stakeholders.
  
  

Primary: Business Development, Delivery, and Product teams.

Skills: account management,enterprise sales,sales