Key Account Management - Nurturing

About the Opportunity:
Role:
Key Account Manager - Nurturing
Level
: Deputy Manager / Manager
Location:
Gurgaon
Reporting to
: Director - Corporate Channel
About the Function:
Happay, a part of the MakeMyTrip Group, is a leading spend management platform that
empowers businesses with end-to-end visibility and control over their expenses. Our unified
solution simplifies business spend across travel, expense, payments, and procurement
enabling real-time insights and automation at scale for enterprises. The Sales function at
Happay is responsible for driving enterprise sales across India. The team focuses on strategic
customer acquisition, revenue growth, and expanding market presence by partnering with
large and mid-market enterprises to deliver tailored spend management solutions.
About the Role:
This role involves owning a portfolio of mid-to-large enterprise and SME accounts on the
Happay platform and drive targeted cross-sell of Happay to the existing myBiz corporate
travel customer base. This is a quota-carrying individual contributor role that demands a
blend of consultative account management, commercial sharpness, and a strong instinct for
identifying growth opportunities within an existing book of business.
The incumbent will drive regular engagement with senior Finance, HR, and Procurement
stakeholders at client organizations — building multi-threaded relationships, conducting
structured business reviews, and proactively positioning Happay in the myBiz customer base.
The role also requires close coordination with internal teams on product adoption, renewals,
and escalation management.
What will you be doing:
Account Ownership & Relationship Management:
Drive day-to-day business performance, ensuring delivery on key P&L metrics.
Track KPIs regularly and take corrective actions to meet revenue and growth targets.
Conduct deep dives into traffic, pricing, and competitor data to identify actionable insights and improve pricing strategies.
Understand customer behavior and demand trends to collaborate with supply, marketing, and product teams for conversion optimization.
Define and execute both short-term initiatives and long-term growth strategies in alignment with overall business goals.
Portfolio Growth & Cross-Sell Execution:
Analyze large datasets to uncover meaningful trends and generate insights that drive business decisions.
Build and run business experiments to validate hypotheses and test new initiatives.
Conduct scenario modeling and forecasting to support strategic planning.
Own reporting for the category and create automated dashboards and tools to track business performance.
Customer Success & Platform Adoption:
Proactively identify growth opportunities and lead high-impact projects from concept to execution.
Collaborate with cross-functional teams—Product, Tech, Supply, Marketing, and Finance—to execute projects seamlessly.
Monitor progress through structured project tracking and data-backed evaluations.
Commercial Negotiations & Renewals:
Work closely with key internal stakeholders to align on priorities and drive execution.
Communicate effectively across teams, manage multiple workstreams, and deliver under tight timelines.
Qualification & Experience:
MBA or equivalent post-graduate degree from a reputed institute preferred; strong
undergraduate background in Business, Engineering, or Commerce.
4–8 years of overall experience, with at least 2 years in B2B account management,
customer success, or enterprise sales in a SaaS or technology product environment.
Demonstrated track record of managing a revenue-bearing portfolio with consistent
achievement of retention and expansion targets.
Prior experience in expense management, fintech, HRMS, ERP, procurement tech, or
corporate travel SaaS is a strong advantage.
Proficiency in MS Excel (data analysis, pivot tables, account MIS) and MS PowerPoint
(executive presentations, QBR decks).
Proven ability to navigate complex enterprise buying cycles and multi-stakeholder
organizational environments.
Key Success factors for the role:
Commercial Mindset: Ability to identify, structure, and close revenue expansion
opportunities within existing accounts — hunter mentality applied within the base.
Deep understanding of SaaS sales methodologies and enterprise-level buying cycles.
Strong communication, negotiation, and stakeholder management skills.
Prior experience in fintech, spend management, or related enterprise solutions.
Strong customer references and a well-established professional network within the
industry.
High ownership mindset with the ability to manage ambiguity, handle a large portfolio,
and deliver results in a high-velocity environment.
Deep curiosity about the customer's business context; ability to map pain points to
platform capabilities and articulate ROI clearly.