Account Manager (SMB)

Own a high-volume Launch portfolio — renewals, upsells, and day-to-day relationships across a large book of startup and early-stage SMB accounts, prioritising by risk and value rather than treating every account the same way

Run the renewal pipeline end to end — track renewals well ahead of expiry, forecast accurately, and close on time; a slow renewal is the fastest way to lose a low-touch account

Negotiate commercial terms with confidence — pricing, discounts, and contract length, knowing when to hold firm and when to flex, especially on multi-year commitments

Spot and close expansion opportunities — accounts ready to add frameworks (SOC 2 to ISO 27001, GDPR, HIPAA) or upgrade plans, pitched naturally within renewal conversations

Get ahead of payment and billing risk — step in early on failed payments or lapsed billing before it turns into churn, one of the biggest causes of loss in this segment

Work the system, not just the relationship — use CRM workflows, templates, and playbooks to manage volume efficiently, keeping renewal stage, risk flags, and outcomes logged in real time

Partner cross-functionally with Customer Success, Sales, Finance, and the audit team to unblock renewals, resolve billing disputes, and report regularly on portfolio health

2–4 years in account management, customer success, renewals, or sales, ideally in SaaS — experience in security, compliance, or GRC software is a plus, not a requirement

A confident, direct negotiator — comfortable discussing price and terms without getting defensive or over-discounting

Strong organisational discipline — able to juggle a large number of accounts at different stages without letting things slip, working off dashboards and structured playbooks rather than ad hoc outreach

A clear, concise communicator, written and verbal — this is fast, high-volume outreach, not long relationship-building calls

Analytical enough to read account data — usage, payment status, renewal date — and decide what to prioritise each day

Resilient and proactive — comfortable with pushback, price objections, and the occasional lost account, and flags risk before it shows up in a report

Curious about compliance and security — or willing to get up to speed quickly on SOC 2 and ISO 27001 to be a credible main point of contact for lean teams without their own compliance staff

Work wherever you are: We are 100% remote, so you get to choose if you want to work from home, a cafe, the hills, or the beach

Co-working, on the house: If co-working is your jam, we offer a generous annual allowance

We care about your learning: We are invested in seeing you grow and commit USD 1,000 annually to help you level up your skills

We count your spark, not your leaves: Unlimited leave so you can reset when you need to

Your Safety Net, Woven In: Health insurance with coverage up to INR 10 lakh for you and your family, accident protection of an additional INR 10 lakh, and life insurance worth 3x your annual salary

Workspace setup of your dreams: We chip in INR 35,000 to help you build a setup that works for you