The Role
Generate new business and close high-value digital marketing retainers while growing strategic client accounts. Responsibilities include prospecting, discovery, pitching, proposals, negotiation, closing, account reviews, retention, upselling, cross-selling, pipeline management, CRM reporting, and revenue forecasting. The role engages senior decision-makers and coordinates with performance marketing, content, creative, and strategy teams to deliver tailored solutions and achieve monthly and quarterly revenue targets.
Summary Generated by Built In
Sales & Key Account Manager
About the Role
We're looking for a high-performance Sales & Key Account Manager to generate new business, close high-value digital marketing retainers, and grow strategic client accounts.
This is a hunter + farmer role where you'll own the journey from prospecting and qualification to pitching, negotiation, closing, retention, and account growth. You'll work closely with Performance Marketing, Content, Creative, and Strategy teams to understand client needs and sell the right digital marketing solutions.
What You'll Do
· Build and manage a self-generated pipeline of prospective clients across relevant industries, company sizes, marketing spends, and business potential.
· Identify and engage decision-makers such as Founders, CEOs, CMOs, Marketing Heads, and Business Heads.
· Generate new business through cold calling, LinkedIn prospecting, email outreach, referrals, networking, industry events, professional networks, strategic partnerships, and account-based prospecting.
· Conduct discovery meetings to understand business objectives, marketing performance, customer acquisition challenges, digital marketing budgets, growth targets, and existing agency relationships.
· Present customized digital marketing solutions based on client business needs.
· Prepare proposals and commercial presentations in coordination with the internal team.
· Lead commercial discussions, negotiate, and close high-value digital marketing retainers.
· Maintain an accurate and updated sales pipeline and ensure timely follow-ups throughout the sales cycle.
· Build strong relationships with key decision-makers across existing strategic accounts.
· Conduct regular account reviews and understand client business objectives beyond individual campaigns.
· Identify opportunities for upselling and cross-selling across performance marketing, content, creative, additional campaigns, and new digital channels.
· Identify churn risks early and work with internal delivery teams to address client expectations and support renewals.
· Work closely with Performance Marketing, Content, Creative, and Strategy teams to coordinate client requirements and deliver the right solutions.
ROLE PURPOSE
We are looking for a high-performance Sales & Key Account Manager responsible for generating new business, closing high-value digital marketing retainers, and growing strategic client accounts.
The person will be expected to:
Prospect → Qualify → Pitch → Propose → Negotiate → Close → Retain → Upsell The agency will provide digital marketing expertise and delivery support, but lead generation and business development will primarily be the responsibility of the Sales & Key Account Manager.
Primary Business Target
Revenue Target: ₹20-40 Lakhs/month retainer
Average Client Retainer: ₹4 Lakhs/month
The long-term objective is to build and maintain approximately 10-20 clients at the average retainer level, while continuously replacing churn and increasing revenue through upselling and cross-selling.
Must-Have
· Bachelor's degree in any discipline.
· 3–7 years of experience in B2B sales, digital marketing, advertising, media, professional services, or agency sales.
· Proven experience in selling services rather than only products.
· Strong understanding of digital marketing.
· Excellent verbal and written communication skills.
· Strong presentation, negotiation, follow-up, and closing skills.
· Ability to engage with business owners, CMOs, Marketing Heads, and other senior decision-makers.
· Comfortable working with revenue targets and managing multiple client accounts.
· Experience using CRM tools and sales reporting systems.
Good to Have
· MBA/PGDM in Sales or Marketing.
· Existing network of business owners or marketing professionals.
· Experience selling digital marketing retainers.
· Experience with performance marketing or lead-generation services.
· Experience managing high-value accounts.
· Experience working in a digital agency environment.
Success in This Role
· Consistently achieve monthly and quarterly new business revenue targets.
· Build a healthy pipeline of qualified opportunities and convert them into new clients.
· Improve average deal value and generate strong gross margin.
· Grow existing strategic accounts through upselling and cross-selling.
· Maintain strong client retention and renewal rates.
· Maintain accurate CRM records, follow-up discipline, pipeline coverage, and revenue forecasts.
· Build and maintain approximately 10–20 clients at the target average retainer level while continuously replacing churn and increasing account revenue.
Why CustomerLabs?
Welcome to the Average Kootam — A place where you’re trusted to own your work, make decisions, learn from the experience, and keep moving forward. You’ll know what you’re working towards, have the freedom to grow into bigger responsibilities, and see the impact of what you do. Teams here don’t work in isolation Sales, Marketing, Design, Engineering, and others work closely, challenge ideas, and build better things together. And when we’re not building, we make time to learn, connect, have fun, and bring the whole Kootam together.
Wanna know more about us? Connect with us:
We're active on LinkedIn, Instagram talking about what we do at CustomerLabs.
Would you like to know our stories? Catch up on what we’re up to on the LinkedIn page of our HR Team - Devarshini, Aswin, Kunguma! Take a sneak peek at our behind the scenes fun at our team-run Instagram page.
Want to bypass all this and get a coffee with us at our office? Let us know here!
Requirements
Skills Required
- Bachelor's degree in any discipline
- 3–7 years of experience in B2B sales, digital marketing, advertising, media, professional services, or agency sales
- Proven experience selling services rather than only products
- Strong understanding of digital marketing
- Excellent verbal and written communication skills
- Strong presentation, negotiation, follow-up, and closing skills
- Ability to engage with business owners, CMOs, Marketing Heads, and senior decision-makers
- Ability to work with revenue targets and manage multiple client accounts
- Experience using CRM tools and sales reporting systems
- MBA or PGDM in Sales or Marketing
- Existing network of business owners or marketing professionals
- Experience selling digital marketing retainers
- Experience with performance marketing or lead-generation services
- Experience managing high-value accounts
- Experience working in a digital agency environment
Am I A Good Fit?
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The Company
What We Do
CustomerLabs is a B2B SaaS company providing a customer data and first-party data operations platform for marketers. Its technology captures, transforms, unifies, and activates customer signals from websites, apps, servers, CRMs, and commerce systems, then sends them to advertising and analytics platforms. The company helps e-commerce, lead-generation, and agency teams improve attribution, audience matching, personalization, privacy controls, and campaign performance.
