Client Growth Manager - Robusta

Role Summary

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.

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 .

Lead full sales cycle execution

Prospecting and qualification

Proposal development

Commercial negotiations

Closing and contract finalization

Drive strategic industry penetration

1. 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

1. 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)

1. 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

1. 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)

1. 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

1. 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)

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

1. New Business Development

Identify, qualify, and pursue new business opportunities

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