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 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.