Key Account Manager- Alliances at High-Growth Fintech Startup · Mumbai · 3 - 8 years · ₹10L - ₹12L / yr · Posted 15 Mar 2022
Our client is an innovative Fintech company that is revolutionizing the business of short term finance. The company is an online lending startup that is driven by an app-enabled technology platform to solve the funding challenges of SMEs by offering quick-turnaround, paperless business loans without collateral. It counts over 2 million small businesses across 18 cities and towns as its customers. Its founders are IIT and ISB alumni with deep experience in the fin-tech industry, from earlier working with organizations like Axis Bank, Aditya Birla Group, Fractal Analytics, and Housing.com. It has raised funds of Rs. 100 Crore from finance industry stalwarts and is growing by leaps and bounds.
What you will do:
- Coordinating the involvement of additional departments (cross functional), including sales, customer service and management resources if necessary, in order to meet partner performance objectives and partners’ expectations
- Meeting assigned targets for profitable sales volume and strategic objectives in the partner accounts
- Proactively assessing, clarifying, and validating partner needs on an ongoing basis
- Identifying, advising and assisting in implementing new or improved products, processes and procedures
- Leading solution development efforts that best address merchant and partner needs, while coordinating the involvement of all necessary departments
- Identifying key new partners and securing the relationship
- Taking care of all commercial and contractual negotiations with the partners
- Closing partnership agreements while properly balancing company goals, speed, and economic potential in delivering actual results
- Ensuring efficient and effective boarding and implementation of new partners, working closely with the partner’s sales and technical organization
- Taking designated targets for new accounts and getting them added to the pool target to deliver in the planned and promised timelines
- Preparing weekly, monthly, and quarterly report of performance and presenting it to the Vertical Head
Desired Candidate Profile
What you need to have:- MBA with Minimum 3 yrs+ proven track record in partner relationship management or Key Accounts Management
- Alliance or Lending experience is a plus
- Ability to articulate complex issues clearly to partners, management and internal departments
- Continuous learning mentality and eagerness to challenge/ improve current processes
- Creative and strategic thinking with problem solving attitude
- Strong sales orientation – driven by results – and commercial awareness
- Self-motivation and ability to handle stressful situations and failure
- Good initiatives on getting leads and partner
- Excellent MS Excel skills and confidence in timely reporting
- Excellent communications with superior written, verbal, presentation and interpersonal skills
Shubham Vishwakarma
Full Stack Developer - Averlon
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As a Key Account Manager (KAM) in 2026, the role has shifted from being a "relationship manager" to a "strategic growth architect." You are now expected to use AI-driven insights to predict client needs and act as a consultant rather than just a vendor.
Below is a modern, professional Job Description for a KAM.
Job Title: Key Account Manager (KAM)
Role Overview:
We are looking for a Key Account Manager to oversee and nurture our most valuable client relationships. In this role, you aren't just a point of contact; you are a strategic partner. Your goal is to deeply understand the client’s business objectives and align our solutions to help them achieve long-term success. You will manage a high-value portfolio, ensuring retention, identifying expansion opportunities, and driving mutual profitability.
Key Responsibilities:
- Strategic Partnership: Build and maintain long-term, trusting relationships with "big player" clients, acting as their primary advocate within our company.
- Account Growth (Upselling/Cross-selling): Identify "white space" opportunities within existing accounts to introduce new products or services that solve specific client pain points.
- Predictive Problem Solving: Use data analytics and AI tools to monitor account health and proactively resolve issues before they escalate.
- Contract Negotiation: Lead complex negotiations for contract renewals and pricing agreements, ensuring terms are beneficial for both parties.
- Cross-Functional Leadership: Collaborate with Marketing, Product, and Support teams to ensure seamless delivery and tailored solutions for your key accounts.
- Market Intelligence: Stay ahead of industry trends and competitor moves to provide your clients with consultative insights that position them for success.
Required Skills & Qualifications :
- Relationship Management: Proven ability to manage large-scale accounts and build rapport with C-suite stakeholders.
- Commercial Acumen: Strong understanding of P&L, budgeting, and financial forecasting.
- Analytical Thinking: Proficiency in using CRM software (Salesforce, HubSpot) and AI-driven dashboards to interpret customer data.
- Negotiation & Persuasion: Expert-level communication skills with a track record of closing high-stakes deals.
- Adaptability: Ability to pivot strategies in a fast-paced, digital-first market
Strong Key Account Management / Customer Success Profiles
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Mandatory (Experience) – Must have 2+ years of hands-on experience in Key Account Management / Customer Success, with atleast 2+ years in managing complex, high-value client relationships and delivering measurable growth/retention targets.
3
Mandatory (Skill 1) – Must have strong commercial acumen, negotiation, and strategic problem-solving, with a clearly analytical, data-driven approach to managing accounts.
4
Mandatory (Skill 2): Must have proven experience in renewals, retention, upsell, cross-sell, and expansion within assigned accounts
5
Mandatory (Skill 3): Must have experience handling contract renewals, pricing discussions, and negotiation ownership
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Mandatory (Skill 4) – Must have startup / lean-team experience and demonstrated ability to handle high pace and high account volume
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Mandatory (Tool) – Proficiency with CRM tools, project management, and data analysis.
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Mandatory (Industry) – Must come from a product-based tech company in the D2C commerce-enablement ecosystem (checkout/payments, fintech, engagement/retention SaaS, WhatsApp commerce, loyalty, logistics, or commerce ops), with direct hands-on experience in D2C retention and account expansion.
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Mandatory (Market) – Must have exposure to the Indian market, with at least the most recent 2 years spent working in the Indian market. Purely global/international market experience will not be considered.
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Mandatory (Note) – CTC is inclusive of 20 percent variable
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Preferred (Background) – Engineering / technical background, or strong technical fluency explicitly valued by the client
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Preferred (Functions) – Hands-on with QBRs, account strategy/forecasting (revenue, retention, satisfaction), and upsell/cross-sell-led account expansion.
The Mission: TestMu AI
TestMu AI (formerly LambdaTest) is an AI-native platform moving software testing beyond automation into the era of agentic intelligence.
We provide end-to-end AI agents that manage the entire Quality Engineering lifecycle.
- Full-Stack AI Agents: Autonomously plan, author, and execute tests.
- Comprehensive Coverage: Supporting web, mobile, and enterprise apps.
- Real-World Testing: Scale execution across real devices and browsers.
- Continuous Optimization: Self-learning agents that enhance testing depth
What You’ll Own (and Ace)
You're not here to manage. You're here to lead, grow, and wow. Join a company that’s redefining how the world tests software. At LambdaTest, you’ll drive impact at scale and thrive in a high-growth, innovation-first environment.
You’ll Thrive Here If You Have
✅ Account Management Experience:
- 7-12 years of experience in Account Management within SaaS or enterprise technology.
✅ Account Management Skills:
- Proven success in managing large and complex accounts, including C-level stakeholder engagement.
- Strong relationship-building skills combined with commercial acumen.
- Proficiency in CRM tools (e.g., HubSpot, Salesforce) and Excel for account planning.
✅ Bonus Skills:
- Knowledge of DevOps, QA tools, or cloud infrastructure is a plus.
Your Mission
🤝 Relationship Management
- Own key accounts and be their go-to point of contact
- Deep dive into usage patterns, feedback loops, and business needs
- Deliver insights that help clients scale smarter
📈 Business Growth
- Identify and close upsell/cross-sell opportunities
- Drive account renewals, expansions, and product adoption
- Focus on managing and growing Enterprise Accounts with significant revenue potential and intricate stakeholder relationships.
🎯 Performance + Coordination
- Track and report account performance regularly
- Collaborate with internal teams (Sales, CS, Product) to unlock value
- Resolve blockers and challenges without waiting to be asked
What Your Day Looks Like at LambdaTest
- Every day is dynamic, fast-paced, and full of opportunities to make an impact:
- Morning huddle to align goals with your pod
- Strategic calls with enterprise clients to drive engagement
- Deep dive into client metrics to identify new value opportunities
- Syncs with product, sales, and CS to resolve blockers and deliver exceptional service
- Time for learning, mentorship, and driving innovation in client strategies
- Wrap with a performance review and prep for a stronger tomorrow
Meet Your Mentors
Saahil Menoki - VP of Sales, A scale-driven SaaS leader with zero tolerance for mediocrity. Expect mentorship, autonomy, and high-growth momentum.
Growth Timeline at TestMu AI
Your role isn’t a stop, it’s a launchpad.
Here's an overview of what growth looks like here based on your performance:
Perks That Matter
- Comprehensive Health Insurance: 100% premium covered for you + family (spouse, kids, parents), with cashless claims, maternity, and annual check-ups.
- Meals On Us: Fresh, daily lunch and dinner served at the office.
- Cab Facility: Safe, GPS-enabled transport for eligible shifts, home-office-home.
- POD Engagement Budgets: Quarterly team-building budgets to bond, celebrate, and collaborate.
- Flexible Work Culture: Hybrid setup, flexible hours, and WFH reimbursements based on role/team.
Why TestMu AI?
- Real impact, global scale
- A launchpad for leadership
- Inclusive, learning-obsessed culture
- Top-tier perks: Full health cover (incl. parents), fresh meals, safe commute, WFH support
This isn’t just a job. It’s where your career takes flight.
Apply now and start building what’s next.
Apply for this job
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Full Stack Developer - Averlon