Why This Job is Featured on The SaaS Jobs
Enterprise account management roles remain a core lever for SaaS companies where durable revenue comes from expansion and retention, not just new bookings. This position is notable for its explicit farming-first orientation and its emphasis on senior stakeholder partnerships, making it closely aligned with how mature SaaS motions protect and grow recurring revenue inside complex customer organizations.
For a SaaS career, the role builds depth in the commercial operating system behind enterprise subscriptions: running structured QBRs/MBRs, translating usage and outcomes into renewal narratives, and identifying “whitespace” across teams and geographies. Exposure to metrics such as NRR, MRR, and funnel efficiency also signals work that is measurable and comparable across SaaS categories, strengthening transferable capability in revenue expansion and customer value management.
This role tends to suit professionals who prefer ownership of a defined book of business and who enjoy long-cycle relationship building alongside analytical rigor. It will fit someone comfortable engaging CXO, HR, and talent acquisition stakeholders, and who can coordinate internal teams to deliver outcomes while keeping conversations anchored in performance data and account plans.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Role: Account Manager- Enterprise Business
Role Overview:
We are looking for a high-impact Account Manager – Enterprise Business to own and grow a portfolio of strategic enterprise clients at apna. This is a farming-first role focused on driving growth within existing accounts, strengthening long-term partnerships, and maximizing client value rather than new logo acquisition. You will act as a trusted advisor to senior stakeholders and drive revenue expansion through deeper engagement, solutioning, and execution excellence.
Key Responsibilities
· Own and grow a portfolio of large enterprise and strategic accounts
· Build strong relationships with CXOs, HR leaders, and TA stakeholders
· Drive upsell, cross-sell, renewals, and overall account expansion
· Identify whitespace opportunities across teams, roles, and geographies
· Ensure high client satisfaction, retention, and long-term value creation
· Act as the primary point of contact and resolve complex client challenges
· Deliver strong hiring outcomes by collaborating with internal teams
· Track and improve key metrics such as NRR, MRR, and funnel efficiency
· Lead data-driven conversations, conduct Monthly Business Reviews and Quarterly Business Reviews with clients
· Position apna as a strategic partner through insights and execution excellence
Requirements
· 5+ years of experience in Enterprise Account Management, Client Success, or B2B Sales
· Experience managing large or strategic accounts
· Background in B2B, SaaS, or HRTech preferred
· Proven track record in account growth, retention, and expansion
Core Skills, Success Metrics and Ideal Profile
- Strong stakeholder management with CXO exposure and ability to influence senior leaders
- High commercial acumen with ownership of revenue growth and Net Revenue Retention
- Proven track record of driving upsell, cross-sell, renewals, and account expansion
- Excellent communication and ability to lead structured business reviews
- Experience managing INR 2 to 5 Cr plus account portfolios
- Ability to navigate complex, multi-stakeholder environments and drive outcomes
- Thrives in fast-paced, high-ownership roles
