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 Client Growth Manager is a strategic commercial role responsible for driving end-to-end revenue growth across an assigned industry vertical or geographic market. This role operates within an integrated Sales & Account Management model, owning both new business acquisition and existing account expansion under a unified revenue target.

The Client Growth Manager acts as the single commercial owner of their portfolio, accountable for revenue generation, client relationship management, and long-term value creation, while ensuring profitability and strategic alignment.

Key Responsibilities

1. Revenue Ownership (Primary Accountability)

• Own and deliver the total revenue target across assigned accounts and industry
• 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

2. New Business Development

• Identify, qualify, and pursue new business opportunities
• Lead full sales cycle execution:
• Prospecting and qualification
• Proposal development
• Commercial negotiations
• Closing and contract finalization

• Drive strategic industry penetration

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
• Optimize revenue mix and account profitability

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)

5. Industry Leadership & Positioning

• Develop deep expertise within 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

6. Governance & Reporting

• Provide structured reporting on:
• Revenue performance
• Margin performance
• Account risks
• Growth opportunities

• Ensure early identification of commercial or relationship risks
• Participate in executive reviews and governance forums
• Align on key milestones (renewals, checkpoints, business reviews)

7. Contractual & Commercial Accountability

• Own contract execution and 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

8. Internal Strategic Alignment

• Align with Product, PMO, and Delivery teams on strategic priorities
• Communicate client needs and commercial objectives
• Escalate risks and dependencies
• Maintain non-operational involvement (no execution ownership)

Requirements:
• Bachelor’s degree in Business, Marketing, Finance, or a related field (MBA is a plus)
• 5–10 years of experience in B2B sales, account management, or client growth roles
• Proven track record of achieving revenue targets across new business and account expansion
• Strong experience managing full sales cycles (prospecting → closing → renewal)
• Demonstrated ability to grow existing accounts through upselling and cross-selling
• Solid commercial acumen with experience in pricing, margin management, and contract negotiation
• Ability to build and manage senior stakeholder relationships and navigate complex organizations
• Experience working within a specific industry vertical (relevant to assigned portfolio)
• Strong analytical skills with ability to manage pipeline, forecasting, and performance tracking
• Excellent communication, negotiation, and executive presence