Strategic Account Director

About the Role

The Strategic Account Director is
Rubiscape’s most senior individual contributor in the field, responsible for
owning and growing the company’s most strategically significant enterprise
relationships — Fortune 500 accounts, public sector mandates, and global
organisations where Rubiscape is positioned as a platform-of-record for
Decision Intelligence. Operating at board and C-suite level, you will co-create
multi-year digital transformation roadmaps, negotiate enterprise platform
agreements, and orchestrate a cross-functional account team spanning pre-sales,
delivery, product, and executive leadership. This role carries significant
revenue responsibility and directly shapes Rubiscape’s long-term competitive
positioning in India’s enterprise data and AI market.

Key Responsibilities

·         Serve as the executive sponsor
and primary relationship owner for 4–6 strategic accounts, each with an ARR
potential exceeding ₹5 Cr, building trusted-advisor relationships at board,
MD/CEO, CTO, and CDO level.

·         Design and drive multi-year
account growth strategies that position Rubiscape as the enterprise standard
for Decision Intelligence — spanning all six studios and multiple business
units within each account.

·         Lead enterprise platform
negotiations including multi-year ELA (Enterprise Licence Agreements), OEM
partnerships, and strategic co-development arrangements with senior procurement
and legal stakeholders.

·         Orchestrate a virtual account
team (Solution Architects, Customer Success Directors, Delivery Leads,
Executive Sponsors) to deliver a seamless, high-touch experience across the
full customer lifecycle.

·         Drive account NRR ≥140% through
platform consolidation strategies, displacing legacy point solutions with
Rubiscape’s integrated platform and quantifying the 5× TCO advantage in
business case terms.

·         Represent Rubiscape at industry
forums, customer advisory boards, and executive roundtables, building market
credibility and sourcing strategic referral pipeline.

·         Provide executive-level insight
into competitive dynamics, pricing strategy, and product gaps directly to the
Rubiscape leadership team, influencing the annual go-to-market strategy.

Requirements

·         12+ years of enterprise
technology sales experience, with at least 5 years managing strategic or global
accounts at ₹10 Cr+ ARR in data, analytics, AI, or cloud platforms.

·         Demonstrated track record of
closing and growing transformational, multi-year platform deals at Fortune 500,
large PSU, or global MNC accounts operating in India.

·         Executive-level presence and
communication skills: experienced in board-level presentations, CXO advisory
conversations, and multi-year roadmap facilitation.

·         Deep commercial expertise in
ELA structuring, volume-based pricing, risk-sharing commercial models, and
partner-led revenue constructs.

·         Proven ability to build and
lead virtual account teams across pre-sales, delivery, product, and C-suite,
driving alignment and accountability across diverse stakeholders.

·         Bachelor’s or Master’s degree;
MBA from a premier institution strongly preferred.

Nice to Have

·         Prior P&L or sales
leadership experience managing a portfolio of strategic accounts with direct
team management responsibility of junior account managers or CSMs.

·         Expertise in one or more of
Rubiscape’s key verticals — BFSI (fraud, risk, regulatory), manufacturing
(predictive maintenance, supply chain), or public sector (governance analytics,
smart infrastructure) — sufficient to credibly advise on domain-level transformation.

·         Experience structuring
government or defence sector platform agreements, including air-gapped
deployment requirements and security clearance-level data governance.

·         Board-level network within
India’s top 500 enterprises or public sector institutions that can accelerate
strategic account introductions.