Strategic Account Director

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.

·         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.

·         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.

·         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.