Key Accounts Lead - Mumbai

Job Description
Role :
Key Account Manager - Corporate Channel
Level :
Senior Manager
Reporting to :
Director - Corporate Channel
Location :
Mumbai
About the Function
MyBiz, a corporate travel management platform by MakeMyTrip provides a customizable, real
time self-booking system which seamlessly integrates into a company’s structure to deliver
convenience, transparency, savings and the power of choice.
Over last 5 years, they have on-boarded 50000+ prominent corporates which are availing the
benefits of our seamless platform, along with significant savings.
About the Role
As a KAM Lead for the MyBiz business at MakeMyTrip, this role will own and scale the
corporate account management charter across the North region. The role is responsible for
driving regional growth through strong client relationships, revenue expansion, and consistent
delivery of business outcomes across enterprise and mid-market accounts.
This role will lead and develop a high-performing KAM team, own end-to-end regional targets,
and ensure operational rigor across account management, renewals, and upsell. The focus will
be on building long-term partnerships with corporates, improving client satisfaction, and
driving disciplined execution while fostering a culture of ownership, collaboration, and
continuous improvement
What will you be doing
1. Strategic Leadership & Growth
Define and execute the regional corporate account strategy to deliver revenue growth,
profitability, and market share across the North region.
Translate overall business objectives into clear regional priorities, action plans, and
measurable KPIs.
Drive data-led decision-making by analysing market trends, competitive landscape,
customer behaviour, and funnel performance.
2. Team Leadership & Development
Lead, mentor, and scale a team of 8 Key Account Managers (KAMs) across the region.
Set clear performance expectations, targets, and incentive frameworks to drive consistent
outcomes.
Enable the team through structured training, sales playbooks, deal-closing frameworks, and
forecasting discipline.
Build a high-performance culture anchored in ownership, collaboration, and continuous
improvement.
3. Sales Delivery & Pipeline Management
Own the end-to-end sales cycle for mid to large enterprise accounts, from lead engagement
and solutioning to closure.
Ensure a healthy, predictable, and revenue-backed pipeline across MyBiz offerings, including
the Self-Booking Tool, managed travel services, and Travel & Expense solutions.
Identify and drive upsell, cross-sell, and renewal opportunities to maximize account value
and long-term revenue.
4. Client Relationship & Value Delivery
Act as the strategic relationship owner and escalation point for key corporate clients in the
region.
Drive high customer satisfaction through strong account governance, seamless onboarding,
and effective support coordination.
Partner closely with Product, Operations, Finance, Legal, and Delivery teams to ensure
smooth implementation and contractual adherence.
5. Market & Competitive Intelligence
Track regional market dynamics to identify emerging sectors, solution gaps, pricing trends,
and competitive moves.
Refine the regional go-to-market strategy on an ongoing basis using insights from market
data and performance metrics.
6. Cross-functional Collaboration
Work closely with Product and Supply teams to strengthen offerings and address evolving
client needs.
Partner with Finance to enable accurate forecasting, revenue tracking, and business
optimization.
Coordinate with Operations and Technology teams to ensure efficient onboarding, service
delivery, and issue resolution.
Engage with Legal teams to manage contract lifecycles, ensure compliance, and mitigate
commercial risk
Qualification & Experience:
Post-graduate from a reputed institute with 8–12 years of experience in corporate sales or
account management, including 2–3 years in a people leadership role.
Strong experience in B2B SaaS or tech-enabled platform sales; exposure to corporate travel
technology or enterprise solutions is preferred.
Demonstrated track record of consistently exceeding targets, scaling teams, and driving
regional growth.
Strong comfort with P&L ownership, pricing levers, funnel economics, and sales forecasting
Key Success Factors for the Role:
Business Acumen:
Strong commercial and strategic mindset with the ability to assess market
dynamics, revenue opportunities, and business risk.
Analytical Rigor:
Data-driven approach to tracking pipeline health, sales efficiency, and
revenue outcomes, with clear ownership of targets and productivity metrics.
Communication & Negotiation:
Clear and confident communicator with the ability to
influence and negotiate effectively at senior and CXO levels.
Execution Focus:
Strong bias for action with a consistent track record of delivering revenue
targets and improving sales cycle efficiency.
Customer Orientation:
Focus on long-term account growth and retention through value-led
solutions and strong client partnerships.
People Leadership:
Ability to build and scale high-performing teams through coaching,
accountability, and stakeholder collaboration.