Strategic Account Manager

Ways of Working - Mandate 3 : Employees to be located in their place of posting
/ respective office base location.

About Swiggy:

Swiggy is India’s leading on-demand delivery platform with a tech-first
approach to logistics and a solution-first approach to consumer demands. With a
presence in 500+ cities across India, partnerships with hundreds of thousands
of restaurants, an employee base of over 5000, a 2 lakh+ strong independent
fleet of Delivery Executives, we deliver unparalleled convenience driven by
continuous innovation. Built on the back of robust ML technology and fuelled by
terabytes of data processed every day, Swiggy offers a fast, seamless and
reliable delivery experience for millions of customers across India. From
starting out as a hyperlocal food delivery service in 2014, to becoming India’s
leading on-demand convenience platform today, our capabilities result not only
in lightning-fast delivery for customers, but also in a productive and
fulfilling experience for our employees.

Role:STRATEGIC ACCOUNT MANAGER

Overview

A Strategic Account Manager owns large regional or national restaurant
chains, typically 20+ outlets across multiple cities, often with sophisticated
operations teams. These accounts are enterprise-level: they require executive
alignment across regions, cross-functional coordination with Swiggy and
operations teams, and the ability to think strategically about long-term
partnerships.

Key Responsibilities

* Own enterprise accounts: Manage 20-30 multi-city chains, each with 20+
outlets generating annual revenue in crores. These accounts are the profit
center of the city
* Executive partnership: Your primary contacts are executives (franchisors,
regional VPs, founders). You are a trusted advisor shaping their Swiggy strategy
* Cross-functional leadership: Coordinate with Swiggy central team,
operations, and finance teams to deliver custom solutions, integrations, or
special programs for accounts
* Strategic planning: Develop 6 to 12-month growth plans with accounts.
Identify expansion opportunities across new cuisines, formats, and locations.
Position Swiggy as core to their growth
* Complex deal structuring: Negotiate high-value contracts, custom pricing,
exclusive arrangements, and value-add services. You have significant autonomy
on deal terms
* Enterprise QBRs: Present quarterly business reviews to boards or executive
teams. Your presentations need data, insights, and vision for the partnership
* Churn prevention: Monitor account growth obsessively. Identify red flags
early, escalate issues, and develop retention strategies for at-risk accounts
* Market expansion: Identify new restaurant groups entering your market or
new formats expanding. Lead high-touch outreach and land transformational
accounts
* Data mastery: Build predictive models for account health, identify leading
indicators of churn, develop ROI calculators for pitches, and forecast
quarterly revenue with accuracy
* Strategic travel: Travel to account locations and regional hubs 1-2 times
per quarter. Occasionally present at franchisee conferences or advisory boards
* Executive presence: Your interactions with restaurant executives and
internal Swiggy leadership reflect Swiggy's brand. You are a professional
partner, not a transactional salesperson

What We're Looking For

Experience & Background:

* 4+ years in enterprise account management, strategic sales, or business
development at high-growth tech companies
* Proven track record in closing and expanding deals, managing
multi-stakeholder relationships
* Exceptional Presentation Skills: The SAM must present enterprise business
reports, growth roadmaps, and commercial proposals with clarity, structure, and
high confidence. Grade-A executive communication is non-negotiable.
* Advanced Analytical Thinking: The role requires the ability to decode
complex problem statements from data, identify growth levers, diagnose
performance gaps, forecast revenue, and build structured business cases
independently.
* Ownership & Expansion Mindset: A strong go-getter attitude is essential —
someone who thinks beyond transactional account management and proactively
identifies expansion, innovation, and partnership opportunities.
* 30 to 40 in-Person restaurant partner meetings in a month
* MBA/PGDM preferred

We are an equal opportunity employer and all qualified applicants will
receive consideration for employment without regards to race, color, religion,
sex, disability status, or any other characteristic protected by the law"