Senior Key Account Manager

Emeritus · Mumbai, India

Company Overview

Emeritus is committed to teaching the skills of the future by making high-quality education accessible and affordable to individuals, companies, and governments worldwide. We partner with more than 50 top-tier universities across the United States, Europe, Latin America, Southeast Asia, India, and China. Our portfolio includes short courses, degree programs, professional certificates, and senior executive programs that have transformed the lives of over 250,000 learners in 80+ countries.

Our unique model combines state-of-the-art technology, curriculum innovation, and hands-on instruction from leading faculty, mentors, and coaches. Founded in 2015, Emeritus, part of the Eruditus Group, employs 2,000+ people globally with offices in Mumbai, New Delhi, Shanghai, Singapore, Palo Alto, Mexico City, New York, Boston, London, and Dubai. Following our $650 million Series E funding in August 2021, we are valued at $3.2 billion and backed by Accel, SoftBank Vision Fund 2, the Chan Zuckerberg Initiative, Leeds Illuminate, Prosus Ventures, Sequoia Capital India, and Bertelsmann.

Role Summary

The Senior Manager – Key Account Management will play a pivotal role in driving client success and business growth for Emeritus AI Labs, the AI innovation business line under Emeritus. This strategic, client-facing role combines enterprise account management, business growth, and ownership of solution implementation.

The role is responsible for managing strategic client relationships, identifying growth opportunities, and ensuring the successful implementation of AI-powered solutions by partnering closely with Product, Technology, Operations, and other cross-functional teams. Acting as the primary point of contact for university or enterprise clients, the candidate will understand client objectives, translate business needs into implementation plans, and ensure seamless execution that delivers measurable business value.

Success in this role requires strong commercial acumen, executive stakeholder management, and the ability to balance strategic relationship management with hands-on program execution in a fast-paced, rapidly evolving environment.

Key Responsibilities

• Own the end-to-end relationship for a portfolio of strategic client (University/enterprise) accounts from onboarding through long-term growth and solution implementation.
• Build trusted relationships with executive stakeholders through regular engagement, business reviews, and strategic planning.
• Understand client business objectives and recommend AI-powered learning and business solutions.
• Drive account growth through cross-selling, upselling, renewals, and strategic account planning.
• Lead implementation of client solutions by coordinating Product, Engineering, Operations, and Delivery teams.
• Serve as program owner for client implementations, managing milestones, risks, timelines, and dependencies.
• Partner with Product Managers and Engineering teams to translate customer requirements into scalable product enhancements.
• Drive governance through implementation reviews, status meetings, issue resolution, and executive communications.
• Proactively identify delivery risks and resolve issues before they impact customer success.
• Monitor account health, commercial performance, implementation progress, and customer satisfaction metrics.
• Act as the voice of the customer by sharing market insights and influencing the product roadmap.
• Support commercial negotiations and long-term strategic planning with senior leadership.

Required Qualifications

• Bachelor's degree required; MBA or equivalent postgraduate qualification preferred.
• 8–12 years of experience in Key Account Management, Customer Success, Enterprise Sales, Strategic Relationship Management, or similar roles.
• Experience managing enterprise clients in SaaS, AI, EdTech, Technology, Consulting, or Learning Solutions.
• Demonstrated success managing large strategic accounts and driving revenue growth.
• Strong executive communication, presentation, stakeholder management, negotiation, and analytical skills.
• Experience working across global time zones in a fast-paced environment.

Preferred Experience

• Experience leading enterprise AI, SaaS, EdTech, or technology solution implementations.
• Strong project/program management capabilities.
• Experience working closely with Product Management and Engineering teams in agile environments.
• Ability to manage ambiguity while balancing strategic thinking and operational execution.

What We're Looking For

• Client-centric and consultative mindset.
• Exceptional relationship-building and interpersonal skills.
• Commercial acumen with a growth mindset.
• Strong ownership and bias for action.
• Adaptability, resilience, and ability to thrive in ambiguity.
• Passion for AI, innovation, and transforming enterprise learning.

Why Join Emeritus AI Labs?

Emeritus AI Labs is at the forefront of building AI-powered solutions that transform learning and business outcomes. This role offers the opportunity to work with global enterprise clients, shape strategic partnerships, lead strategic implementations, and contribute to the growth of an innovative business line within Emeritus. If you enjoy solving complex client challenges, driving business growth, and thriving in a high-growth environment, this role offers an exciting opportunity to make a meaningful impact.