Senior Client Growth Manager - Robusta

Robusta assists organizations in transitioning to a digital-first approach, crafting unforgettable experiences for their customers. We provide strategy, design, product, and technology services to prominent businesses and brands, utilizing our go-to-market expertise to facilitate seamless customer experiences and enhance conversion rates.

About the Role

TheSenior Client Growth Manageris a strategic commercial leadership role responsible for drivingend-to-end revenue growththrough new business acquisition, account expansion, and client retention.

The role owns anindividual revenue targetwhile alsoleading, mentoring, and coaching a team of Client Growth professionalsto achieve their commercial objectives. The Senior Client Growth Manager is responsible for building strong senior-level client relationships, identifying growth opportunities, managing the sales cycle, and ensuring revenue and profitability targets are met.

This role requires a strong balance ofhands-on commercial ownership and people leadership, with a focus on driving both personal and team performance.

Key Responsibilities

1. Revenue Ownership (Primary Accountability)

• Own and deliver anindividual revenue targetacross assigned accounts and industry vertical.
• Manage a balanced revenue mix:
• New business (new logos)
• Upselling & cross-selling
• Renewals and expansions
• Ensuregross margin adherencethrough disciplined pricing strategies.
• Maintain accurateforecasting and pipeline visibility.
• Build and execute annual industry growth plans.
• Maintain a healthy pipeline coverage ratio.
• Identify opportunities to maximizerevenue, profitability, and account value.

2. New Business Development

• Identify, qualify, and pursuenew business opportunitieswithin the assigned market.
• Lead the fullsales cycle, including:
• Prospecting and qualification
• Proposal development
• Commercial negotiations
• Closing and contract finalization
• Develop and maintain a strong pipeline of qualified opportunities.
• Drivestrategic industry penetrationand new-logo acquisition.
• Build relationships with senior decision-makers and key stakeholders within target organizations.

3. Account Growth & Expansion

• Own a defined portfolio of accounts as theAccount Growth Owner.
• Identify and driveupsell and cross-sell opportunities.
• Lead renewals, contract extensions, and commercial expansions.
• Develop strategic account plans to maximizeclient lifetime value.
• Optimize revenue mix and account profitability.
• Identify opportunities to expand the company's services and solutions across existing accounts.

4. Client Relationship Ownership

• Act as theexecutive-level single point of contact (SPOC)for clients.
• Build and maintain long-term, trusted relationships with key stakeholders.
• Understand clientstrategic priorities and business objectives.
• Own client satisfaction, retention, and growth.
• Manage stakeholder mapping and account dynamics.
• Lead escalations and conflict resolution.
• Represent thevoice of the client internally, without owning delivery execution.

5. Team Leadership & Coaching

• Lead, mentor, and coach a team ofClient Growth and Account Management professionals.
• Set clearteam objectives, KPIs, and performance expectationsaligned with overall revenue goals.
• Support team members in developing and executingnew business and account growth strategies.
• Provide regular coaching, feedback, and performance guidance to improve commercial effectiveness.
• Review team pipelines, forecasts, account plans, and revenue performance to identify gaps and opportunities.
• Support team members in navigatingcomplex negotiations, client escalations, and strategic opportunities.
• Foster a high-performance, collaborative, andrevenue-focused culture.
• Support the hiring, onboarding, development, and performance evaluation of Client Growth team members.
• Lead by example by maintainingindividual ownership of a revenue targetwhile driving overall team performance.

6. Industry Leadership & Positioning

• Develop deep expertise within the assignedindustry vertical.
• Identify market trends, risks, and emerging opportunities.
• Position the company'svalue propositioneffectively.
• Act as the commercial authority for the assigned industry.
• Identify strategic opportunities for market expansion and revenue growth.

7. Governance & Reporting

• Provide structured reporting on:
• Individual and team revenue performance
• Margin performance
• Pipeline and forecasting
• Account risks
• Growth opportunities
• Team KPIs and performance
• Ensure early identification of commercial or relationship risks.
• Participate inexecutive reviews and governance forums.
• Align on key milestones, including renewals, checkpoints, and business reviews.

8. Contractual & Commercial Accountability

• Own contract execution and commercial sign-offs.
• Ensure contracts align withrevenue and margin objectives.
• Secure approvals for billing milestones.
• Act as an escalation point for collections in coordination with Finance.
• Lead commercial negotiations and ensure favorable business outcomes.

9. Internal Strategic Alignment

• Align withProduct, PMO, and Delivery teamson strategic priorities.
• Communicate client needs and commercial objectives internally.
• Escalate risks and dependencies.
• Maintainnon-operational involvement, with no direct delivery execution ownership.
• Ensure alignment between client expectations, commercial objectives, and delivery capabilities.

Requirements

• Bachelor’s degree inBusiness, Marketing, Finance, or a related field(MBA is a plus).
• 10–15 years of experiencein B2B sales, account management, client growth, or a similar commercial role.
• Proven track record of achievingindividual revenue targetsacross new business acquisition and existing account expansion.
• Proven experienceleading, mentoring, and coaching a teamof sales, account management, or client growth professionals.
• Experience managingteam performance and revenue targetswhile maintaining personal ownership of an individual commercial target.
• Strong experience managing thefull sales cycle: prospecting → qualification → proposal → negotiation → closing → renewal.
• Demonstrated ability to grow existing accounts throughupselling and cross-selling.
• Solid commercial acumen with experience inpricing, margin management, forecasting, and contract negotiation.
• Ability to build and managesenior stakeholder relationshipsand navigate complex organizations.
• Experience working within a specificindustry verticalrelevant to the assigned portfolio.
• Strong analytical skills with the ability to managepipeline, forecasting, revenue performance, and team KPIs.
• Proven ability to develop and executeaccount and industry growth strategies.
• Excellentcommunication, negotiation, leadership, coaching, and executive presence.
• Strong ability to balanceindividual commercial ownership with team leadership and performance management.