The B2B Key Account Manager (KAM) will own and grow strategic client accounts and enterprise relationships. You will be responsible for driving revenue, retention, and satisfaction across assigned accounts, acting as the single point of contact for key decision-makers. You will work cross-functionally with product, data science, underwriting, operations, and engineering teams to deliver value, solve problems, and co-create custom insurance solutions. You will not just manage accounts, you will lead relationships that shape how modern insurance is delivered in India and beyond.
Responsibilities
- Key person in managing the relationship with all existing clients and developing deep, trust-based relationships with CXOs, product leaders, and business heads.
- Act as a strategic advisor to clientsunderstand their long-term goals, and align our AI/tech solutions accordingly.
- Identify and close upsell and cross-sell opportunities within existing accounts.
- Work with clients to expand use cases across new product lines (e. g., RSA, extended warranty, embedded insurance, claims AI, etc. )
- Own the full revenue lifecycle from onboarding to renewals and share weekly/monthly reports with NPS score & present it to the Middle and Top Management team.
- Ensure smooth onboarding, integration, and implementation of our solutions.
- Collaborate with internal teams to manage delivery SLAs, resolve issues, and ensure ongoing client success.
- Analyse account-level performance, identify patterns/trends, and create growth roadmaps.
- Forecast account-level revenue and provide accurate projections to leadership.
- Provide feedback to product/tech teams on client needs and industry trends.
- Negotiate commercial terms, pricing models, and contract renewals.
- Ensure proper documentation, invoicing, collections, and contract compliance as per pre-defined TAT.
- Collection from each client within the predefined TAT.
Key KPIs
- Account revenue growth (YoY).
- Upsell / Cross-sell conversion rates.
- Client retention / Net Revenue Retention (NRR).
- Client satisfaction score (CSAT / NPS).
- Sales-to-implementation turnaround time.
Requirements
- 5-10 years of experience in B2B enterprise sales, key account management, or client success.
- Proven success in the Insurance, SaaS, Fintech, or Automotive industries.
- Strong understanding of insurance products (motor, health, warranty, etc. ) and insurance distribution models (POSP, embedded, broker, bancassurance).
- Experience in selling or managing AI/ML or tech-enabled platforms is a strong advantage.
- Strong problem-solving mindset with the ability to think consultatively and strategically.
- Excellent interpersonal, communication, and stakeholder management skills.
- Experience in handling RFPs, contract negotiation, and solution selling.
- Willing to travel extensively.
Preferred Background (Good To Have)
- MBA or relevant post-graduate qualification.
- Experience working with:
- Insurers (Life, Health, General)
- Brokers, TPAs
- Automotive OEMs and dealerships
- Digital lending or BNPL platforms
- Familiarity with enterprise tools like HubSpot/Salesforce, Jira, Google Suite, etc.
What You'll Gain
- Work at the intersection of AI, Insurance, and Digital Transformation.
- Opportunity to shape and scale partnerships with some of India's largest insurers and OEMs.
- Exposure to global markets and cross-border tech deployments.
- Performance-based incentives and ESOP opportunities.
- An entrepreneurial environment with fast career growth.
This job was posted by Harshita Arora from Roadzen.
