Senior Team Lead, Enterprise Accounts (R-16784)
Mumbai - India
Sales /
Employee: Full Time /
On-site
Why We Work at Dun & Bradstreet
Dun & Bradstreet unlocks the power of data through analytics, creating a better tomorrow. Each day, we are finding new ways to strengthen our award-winning culture and accelerate creativity, innovation and growth. Our 6,000+ global team members are passionate about what we do. We are dedicated to helping clients turn uncertainty into confidence, risk into opportunity and potential into prosperity. Bold and diverse thinkers are always welcome. Come join us! Learn more at dnb.com/careers.
Designation: Senior Team Lead, Enterprise Accounts
Team: Enterprise Account Management
Team Reporting: National Sales Head
Location: BKC, Mumbai
Job Overview:
The Leader - Enterprise Account Manager will be responsible for managing and guiding a team of Enterprise Account Managers to maximize revenue growth through upselling and cross-selling to key enterprise accounts. This role requires a strategic, customer-focused leader who demonstrates strong relationship-building capabilities with C-level executives (CXO) and can ensure that the team consistently meets or exceeds sales targets. The leader will focus on increasing the lifetime value of key accounts by delivering tailored solutions and fostering long-term partnerships. Additionally, they will be responsible for monitoring the periodic performance of Account Managers and aligning team efforts with business growth objectives.
Key Responsibilities
- Lead a team of Enterprise Account Managers and take ownership of achieving and exceeding assigned revenue targets
- Implements proven sales and marketing strategies by analyzing trends, market mapping, competitor analysis to enable effective decisioning and forecasting of sales numbers
- Develop and execute a customer/account led strategy based on opportunity size, customer requirement and D&B’s strategic priorities
- Build and maintain strong, trusted relationships with C-level executives (CXO) within key enterprise accounts to foster long-term partnerships
- Act as a trusted advisor to senior client stakeholders, understanding their business needs and aligning solutions that drive mutual value
- Serve as an escalation point for critical issues and challenges, demonstrating strong problem-solving skills in managing high-level client relationships
- Establish KPIs and metrics to monitor the success of upselling and cross-selling activities across enterprise accounts
- Regularly review the performance of the Account Managers, providing detailed reports on sales pipeline, forecasts, and overall team performance to senior management
- Identify trends, risks, and opportunities within the account portfolio to refine and adjust account strategies as needed
- Partner with other departments such as product development, marketing, and customer success to ensure seamless delivery and implementation of solutions
- Collaborate with internal stakeholders to drive the adoption of new products and services within enterprise accounts
- Lead, mentor, and develop a team of Enterprise Account Managers, ensuring individual and team sales goals are met or exceeded
- Monitor the periodic performance of Account Managers and provide regular coaching, feedback, and development plans
- Conduct performance reviews, setting clear goals and KPIs to track and improve team performance in account management and revenue growth
- Create an environment orientated to trust, open communication, creative thinking & cohesive team effort
Key Requirements
- Master’s degree in business, Marketing, or a related field; MBA preferred
- 10+ years of experience in enterprise account management or sales leadership roles, preferably in B2B or technology industries
- Proven ability to build and maintain strong relationships with C-level executives (CXO) and other senior client stakeholders
- Demonstrated experience leading and developing high-performing sales teams
- Strong understanding of upselling, cross-selling, and managing complex, long-term client relationships
- Excellent negotiation, communication, and presentation skills, with the ability to influence and engage at executive levels
- Strategic thinker with a data-driven approach to problem-solving and decision-making
- Strong Influencing and collaboration skills to leverage relationships across stakeholders to successfully drive results
Primary External Interactions
- Decision makers (CXO’s) at MNCs, Large Indian Corporates, PSU’s and Banks
Primary Internal Interactions
- Operations Team, Finance, HR, Facility, IT Infrastructure, Heads of Other SBU
Competencies
- Strong interpersonal and Presentation skills
- Sound Business Acumen and Market knowledge
- Result-oriented with a strong drive to exceed sales targets
- Strong leadership and team management capabilities
- Exceptional relationship-building skills at the CXO level, with a focus on long-term partnership growth
- Excellent analytical, organizational, and time management skills
All Dun & Bradstreet job postings can be found at https://www.dnb.com/about-us/careers-and-people/joblistings.html and https://jobs.lever.co/dnb. Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.
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