The Role
The Commercial Account Manager will manage existing commercial accounts, driving revenue growth through upsells and renewals, ensuring account health, and collaborating with cross-functional teams.
Summary Generated by Built In
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The Commercial Account Manager is responsible for managing a book of existing commercial customers. The role will drive revenue growth via upsells, cross-sells, and renewals through direct sales and partnership development. The goal is to expand usage and make sure every customer is on a path to success.
This is a hybrid role based in Hyderabad, India, with minimum 4 days a week in the office.
Revenue Growth & Expansion
- Own a book of existing commercial accounts across APJ, delivering quota per quarter
- Identify upsell and cross-sell opportunities within your existing customer base — and execute on them
- Run structured account reviews and business value conversations that connect Matillion's roadmap to customer outcomes
- Build multi-threaded relationships within accounts, moving beyond the single champion to engage technical, commercial, and executive stakeholders
- Accurately forecast your pipeline and commit to monthly and quarterly revenue targets
Customer Retention & Health
- Proactively monitor account health signals and intervene early when risk is identified
- Drive renewal cycles end-to-end — from early identification of risk, through commercial negotiation, to signature
- Act as the voice of the customer internally — surface feedback, escalate issues, and hold teams accountable for resolution
Market Product Intelligence
- Develop a strong understanding of the data integration and cloud data landscape — including competitive positioning
- Feed market intelligence back to Product, Marketing, and Sales leadership to sharpen our GTM strategy
- Stay ahead of customer use cases and connect them to Matillion's evolving product capabilities
Cross-functional Collaboration
- Work closely with Solutions Architects on technical discovery and value demonstrations
- Collaborate with Marketing on account-based campaigns and customer stories from the India market
- Build strong working relationships with all teams within Matillion: Sales, Marketing, Product, Partner
Essential skills
- Demonstrable experience within a sales focused role (SRD, AM, CSM, or renewal-focused sales role) within a SaaS or technology business
- Proven track record of hitting or exceeding sales targets
- Strong commercial acumen — comfortable navigating contract negotiations and renewal conversations
- Stakeholder management skills — excellent interpersonal skills; able to build trust with multiple different people within an account.
- Strong written and verbal communication skills. Can land messages and value with confidence
- Proficiency with CRM tools (Salesforce preferred) and sales methodologies (MEDDIPICC preferred)
- Experience selling into or managing accounts APJ — understanding of the enterprise and mid-market commercial landscape in the region
- Foundational understanding of cloud data, AI and/or SaaS technology and their pricing models.
Personal capabilities
- Customer obsessed. You don't wait for customers to raise a problem. You find it first and solve it.
- Bias for action. You move fast even without all of the relevant information.
- Resilient and self-sufficient. You operate well in ambiguity. You don't need to be told what to do twice.
At Matillion, we’re here to do something hard - change the way the world works with data, and build a great company along the way. Big, bold goals aren’t for the faint-hearted, and we don’t shy away from them. But we don’t do it alone. No egos, no politics - just great people working together, guided by our six core values;
- Confidence without arrogance
- Working with integrity
- Customer obsessed
- Innovate and demand quality
- Bias for action
- We care
We operate a flexible working culture that promotes work-life balance, with benefits including:
- Company Equity
- 27 days paid time off
- 12 days of Company Holiday
- 5 days paid volunteering leave
- Group Mediclaim (GMC)
- Enhanced parental leave policies
- MacBook Pro
- Access to various tools to aid your career development
More about Matillion
Thousands of enterprises including Cisco, London Stock Exchange Group, EDF and Slack trust Matillion for a wide range of use cases from insights and operational analytics, to data science, machine learning and AI. We are a truly global workforce, dual headquartered in Manchester, UK and Denver, Colorado, with expanding offices in Hyderabad, India, along with valuable remote colleagues around the world.
We are keen to hear from prospective Matillioners, so even if you don't feel you match all the criteria please apply and a member of our Talent Acquisition team will be in touch. Alternatively, if you're interested in Matillion but don't see a suitable role, please email [email protected].
Find out more about life on #TeamGreen here.
Matillion is an equal opportunity employer. We celebrate diversity and we are committed to creating an inclusive environment for all of our team. Matillion prohibits discrimination and harassment of any type. Matillion does not discriminate on the basis of race, colour, religion, age, sex, national origin, disability status, genetics, sexual orientation, gender identity or expression, or any other characteristic protected by law.
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The Company
What We Do
We help teams get data business-ready, faster, accelerating time-to-value and increasing the impact data can have. Our platform helps organisations that want to be data-driven to connect their data, shape it into business-ready formats, and get all this done faster with the cloud. We have a series of services that help teams load, transform, synchronise, and orchestrate their data, built on top of a cloud that ties everything together from end to end.
Why Work With Us
Matillion has fostered a culture that is collaborative, fast-paced, ambitious, and transparent; an environment where people genuinely care about colleagues and communities. We have 6 values by which we live and breathe. We are collaborative, passionate, honourable, and genuinely care about each other and the communities in which we live and work.
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