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
The Senior Client Growth Manager is a strategic commercial leadership role responsible for driving end-to-end revenue growth through new business acquisition, account expansion, and client retention.
The role owns an individual revenue target while also leading, mentoring, and coaching a team of Client Growth professionals to 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 of hands-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 an individual revenue target across assigned accounts and industry vertical.
- Manage a balanced revenue mix:
- New business (new logos)
- Upselling & cross-selling
- Renewals and expansions
- Ensure gross margin adherence through disciplined pricing strategies.
- Maintain accurate forecasting and pipeline visibility.
- Build and execute annual industry growth plans.
- Maintain a healthy pipeline coverage ratio.
- Identify opportunities to maximize revenue, profitability, and account value.
2. New Business Development
- Identify, qualify, and pursue new business opportunities within the assigned market.
- Lead the full sales cycle, including:
- Prospecting and qualification
- Proposal development
- Commercial negotiations
- Closing and contract finalization
- Develop and maintain a strong pipeline of qualified opportunities.
- Drive strategic industry penetration and 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 the Account Growth Owner.
- Identify and drive upsell and cross-sell opportunities.
- Lead renewals, contract extensions, and commercial expansions.
- Develop strategic account plans to maximize client 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 the executive-level single point of contact (SPOC) for clients.
- Build and maintain long-term, trusted relationships with key stakeholders.
- Understand client strategic priorities and business objectives.
- Own client satisfaction, retention, and growth.
- Manage stakeholder mapping and account dynamics.
- Lead escalations and conflict resolution.
- Represent the voice of the client internally, without owning delivery execution.
5. Team Leadership & Coaching
- Lead, mentor, and coach a team of Client Growth and Account Management professionals.
- Set clear team objectives, KPIs, and performance expectations aligned with overall revenue goals.
- Support team members in developing and executing new 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 navigating complex negotiations, client escalations, and strategic opportunities.
- Foster a high-performance, collaborative, and revenue-focused culture.
- Support the hiring, onboarding, development, and performance evaluation of Client Growth team members.
- Lead by example by maintaining individual ownership of a revenue target while driving overall team performance.
6. Industry Leadership & Positioning
- Develop deep expertise within the assigned industry vertical.
- Identify market trends, risks, and emerging opportunities.
- Position the company's value proposition effectively.
- 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 in executive 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 with revenue 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 with Product, PMO, and Delivery teams on strategic priorities.
- Communicate client needs and commercial objectives internally.
- Escalate risks and dependencies.
- Maintain non-operational involvement, with no direct delivery execution ownership.
- Ensure alignment between client expectations, commercial objectives, and delivery capabilities.
Requirements
- Bachelor’s degree in Business, Marketing, Finance, or a related field (MBA is a plus).
- 10–15 years of experience in B2B sales, account management, client growth, or a similar commercial role.
- Proven track record of achieving individual revenue targets across new business acquisition and existing account expansion.
- Proven experience leading, mentoring, and coaching a team of sales, account management, or client growth professionals.
- Experience managing team performance and revenue targets while maintaining personal ownership of an individual commercial target.
- Strong experience managing the full sales cycle: prospecting → qualification → proposal → negotiation → closing → renewal.
- Demonstrated ability to grow existing accounts through upselling and cross-selling.
- Solid commercial acumen with experience in pricing, margin management, forecasting, and contract negotiation.
- Ability to build and manage senior stakeholder relationships and navigate complex organizations.
- Experience working within a specific industry vertical relevant to the assigned portfolio.
- Strong analytical skills with the ability to manage pipeline, forecasting, revenue performance, and team KPIs.
- Proven ability to develop and execute account and industry growth strategies.
- Excellent communication, negotiation, leadership, coaching, and executive presence.
- Strong ability to balance individual commercial ownership with team leadership and performance management.