Key Account Manager — BFSI

Company Description SmarterStart (smarterstart.in) is an AI-first workforce and compliance platform for India's frontline — starting with collection agents in banking. We help banks and their collection agencies hire, train and supervise agents at scale: skill assessments before onboarding, byte-sized compliance training aligned to RBI recovery-agent norms, AI-driven QA on every customer call, and voice/video analytics that turn each interaction into coaching. The result for the bank is a compliance-ready field force with audit-grade evidence; for the agent, a verified skill record they can carry into better work.
Our mission is to align employers' demand for a well-trained, compliance-ready workforce with the aspirations of Indian citizens for sustainable livelihoods. Founded by Sumeet and Puja, we also partner with colleges to widen the talent pool for frontline work. Our anchor account is a leading private-sector bank.
Role Description Land SmarterStart inside the bank and grow it. You'll take the account from pilot to enterprise rollout, owning the relationship, the commercials and the delivery — including working directly with our dev team to ship what the bank needs. Think account manager + delivery lead, not a pure farmer. You'll work day-to-day with the COO and have direct access to the CBO and founders for bank-level escalations and deal calls.
Land
• Map the bank's collections, compliance, vendor-management and tech stakeholders; take us from pilot/POC to a signed enterprise contract
• Run the pilot: success criteria, weekly reviews, proof-of-value deck
• Own empanelment, InfoSec/VAPT questionnaires, data-handling agreements
Expand
• Roll out across agencies, circles and LOBs; drive adoption (onboarding, training completion, QA coverage)
• Upsell adjacent modules — assessment, training, call QA, voice/video analytics
• Own renewals, pricing, invoicing; build internal champions who'll pull us into new units
Deliver
• Translate bank requirements into clear specs and priorities for the dev team
• Run sprint-level coordination on account items: integrations (dialer/LMS/CRM), SFTP/API data flows, custom reports, compliance-driven changes
• Manage UAT with the bank, release comms and post-release issue triage
• Be the single owner of "what the bank asked for, what we promised, what shipped" — and report it weekly to the COO
Qualifications
• 6–10 years across BFSI SaaS / fintech, with at least two large private-bank account taken from pilot to scale
• Knows collections ops
• Has worked closely with engineering: writes clear requirement docs, runs UAT, comfortable in Jira/Notion, can hold their own with a bank's IT team
• Handles compliance/audit/InfoSec conversations without hand-holding
• Structured, commercial, thick-skinned; manages expectations both ways
Strong account management experience, including managing key accounts and building long-term client relationships in BFSI or related sectors.
Proficiency in business planning and analytical skills to interpret data, build account plans, and track performance against targets.
Demonstrated customer service orientation with the ability to handle client queries, manage expectations, and deliver timely resolutions.
Familiarity with enterprise or B2B SaaS solutions, workforce management, or compliance platforms is preferred.
Excellent communication, presentation, and stakeholder management skills.
Ability to work collaboratively with cross-functional teams and manage multiple priorities.
Bachelor’s degree in Business, Management, Finance, or a related field; MBA or equivalent postgraduate qualification is an advantage.
Prior experience managing BFSI accounts in India and understanding of regulatory and compliance environments is highly beneficial.

Work arrangement
No