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 (prospect