Role Overview

The Manager – Enterprise Key Accounts & Other Revenues is responsible for driving revenue growth, retention, and expansion across strategic enterprise accounts, while leading the performance and scaling of other revenue streams. This role combines high-level account management with strong commercial ownership, ensuring a proactive approach to upselling, cross-selling, and overall client value maximization.

Key Responsibilities

1. Enterprise Key Account Management

• Serve as the primary relationship owner for assigned enterprise clients (e.g., Kenvue, HCL, Infinx, and other strategic accounts).
• Develop and execute account plans focused on retention, satisfaction, and revenue expansion.
• Identify and drive upsell and cross-sell opportunities across all service lines (workspace, pro-working, meeting rooms, and other revenue products).
• Lead business reviews (QBRs/MBRs) and maintain strong executive-level client relationships.
• Act as escalation point for complex client concerns, ensuring timely and effective resolution.

2. Revenue Growth & Commercial Strategy

• Own and deliver revenue targets across enterprise accounts and other revenue streams.
• Build and manage a strong expansion pipeline within existing accounts.
• Collaborate with Sales/BD teams to ensure seamless transition from closing to account growth.
• Track, analyze, and report performance metrics (revenue, renewals, upsell performance, client health).

3. Other Revenues Leadership

• Lead and drive the growth of Other Revenues, ensuring strong contribution to overall team performance.
• Champion a culture of upselling and cross-selling, embedding it across all client touchpoints and team interactions.
• Identify, package, and position additional products and services based on client needs.
• Develop and standardize commercial strategies, pricing frameworks, and go-to-market approaches for other revenue streams.
• Partner with internal stakeholders (Marketing, Operations, Product, and Client Services teams) to increase adoption and scalability.
• Continuously identify new revenue opportunities and optimize existing offerings.

4. Process & Performance Optimization

• Establish best practices for enterprise account management and other revenue growth.
• Improve internal processes for tracking, reporting, and forecasting revenue streams.
• Continuously assess client feedback and market insights to refine strategies.

Key Performance Indicators (KPIs)

• Revenue growth from enterprise accounts
• Renewal and retention rates of key accounts
• Upsell and cross-sell revenue contribution
• Other revenues growth and adoption rates
• Client satisfaction (NPS or equivalent)
• Expansion pipeline generation

Qualifications & Experience

• Strong background in account management, enterprise sales, or revenue leadership
• Proven track record in managing large, complex client accounts
• Experience in driving upsell/cross-sell and managing multiple revenue streams
• Strategic thinker with strong commercial acumen
• Excellent stakeholder management and communication skills

Success Profile

• Commercially driven with strong ownership of revenue outcomes
• Highly relationship-oriented with the ability to influence senior stakeholders
• Proactive in identifying growth opportunities beyond core offerings
• Able to balance strategic thinking with execution excellence