Senior Client Growth Manager - Robusta

Job description

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.
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 .