Key Account Manager

Talent Vision Services
Bengaluru, Karnataka

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Job details

Full-time
2 days ago

Qualifications

Sales
E-Commerce
Master's degree
APIs
Martech
Account management

Full job description

Account Manager, Online Merchants & Digital Platforms

Reporting To: SVP – Enterprise Sales & Partnerships

Role Objective

Own end-to-end merchant acquisition and GMV growth across online-first accounts , from digitally-native D2C and eCommerce brands to large digital platforms and marketplaces. You will identify, onboard and scale InstaCred's online checkout EMI integrations, helping merchants unlock revenue they are currently leaving on the table at checkout while building a high-quality, compounding book of business on the B2B2C platform.

What Are We Not Looking For?

Account managers who wait for inbound , this role requires aggressive outbound hunting discipline
Sellers whose default pitch is rate comparison or MDR negotiation , we compete on GMV outcomes, not basis points
Candidates from non-merchant-facing roles with no direct quota ownership experience
People who need large team support or pre-built playbooks, this is a builder role with high autonomy and high accountability

Key Responsibilities

Hunting , New Merchant Acquisition (50%)

Identify and qualify prospects across two tracks: (1) D2C and eCommerce-first brands in consumer electronics, home & living, fashion, fitness, EdTech and adjacent verticals; (2) large digital platforms , travel, marketplaces, edtech super-apps, health & wellness and financial services aggregators
Lead end-to-end sales conversations calibrated to the stakeholder , founders, CMOs, Heads of Growth and VP Product at D2C brands; VP and C-suite at platforms
Build and present outcome-led commercial proposals , framed around conversion uplift, AOV growth and incremental GMV , covering MDR, platform fee and revenue share terms; negotiate and close agreements
Build multi-stakeholder relationships across business, product and technical teams at platform accounts
Own accounts from first contact through technical integration go-live and first transaction

Farming , Portfolio GMV Growth (20%)

Drive GMV growth from existing accounts through increased checkout penetration, lender mix optimization and new use case activation
Identify upsell opportunities , CRM module, telesales layer, additional lender activation, white-label modules for platform accounts
Lead structured GMV performance reviews and executive-level QBRs anchored in merchant revenue outcomes, not product updates
Proactively flag and resolve integration or commercial issues before escalation
Identify PG-mediated platform relationships that can be converted to direct integrations and surface these to leadership

Pipeline, CRM & Market Intelligence (10%)

Maintain accurate and up-to-date CRM records across all active prospects and accounts , stages, next actions, deal values and expected close dates
Ensure pipeline data integrity for weekly forecasting and leadership reporting
Log all merchant interactions, commercial discussions and integration milestones in CRM in a timely manner
Capture and feed structured market intelligence into CRM , competitor pricing signals, feature gaps and recurring merchant objections , as a regular practice, not ad hoc

Forecasting & Reporting (10%)

Submit accurate weekly pipeline and forecast updates to SVP with commentary on deal progression, risks and blockers
Track and self-report on KPIs , activations, GMV, pipeline coverage , without being prompted

Merchant Onboarding Coordination (10%)

Coordinate with technical, product and operations teams to ensure smooth integration go-lives , own the merchant experience end-to-end, not just the commercial close
Maintain a clear post-sale handoff process so CS, tech and ops teams have full context on merchant commitments and expectations

What Success Looks Like?

KPIs:

New merchants and platform accounts activated per quarter
GMV from new accounts (first 90 days post go-live)
Existing portfolio GMV growth quarter on quarter
Average revenue per account
Pipeline coverage ratio (3x quarterly target minimum)

Experience & Skills Required

Backgrounds from MarTech, SaaS or growth infrastructure businesses are strongly welcomed , fintech or payments exposure is a plus, not a prerequisite
Direct experience selling to D2C and eCommerce brands and/or large digital platforms or marketplaces
Demonstrated ability to engage CMO, Head of Growth and VP Product personas at D2C and digital-first brands; credible at VP and C-suite level for platform accounts
Sells on outcome and ROI, not features , comfortable building a business case in a merchant's growth or revenue language
Prior experience selling to CMO, CRO or Head of Growth personas is as valuable as fintech sales experience , we care about buyer fluency, not sector label
Comfortable with APIs, webhooks and growth infrastructure concepts at a functional level
Strong understanding of online checkout flows, payment integrations and merchant tech stacks
Demonstrated ability to manage both short-cycle transactional deals and complex, multi-stakeholder platform sales concurrently
Disciplined pipeline management and strategic account planning skills

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