About the RoleWe are looking for a senior commercial leader to own a portfolio of strategic BFSI accounts - primarily large banks, insurers, and financial services firms. This is not a traditional account management role. You are the executive sponsor, the commercial owner, and the trusted advisor to senior client stakeholders simultaneously.
You will carry a net revenue retention and expansion quota, with direct accountability for renewals, upsell, and new use-case development across your assigned book of business. You will partner with a cross-functional team - including delivery, value engineering, and solutions - to ensure customers realize measurable business outcomes from their investment in Skan, and you will serve as the primary voice of the customer internally.
The ideal candidate has managed large enterprise accounts at a B2B SaaS company or a leading Agentic provider, has deep familiarity with BFSI operating environments, and can hold credible conversations with COOs, CIOs, and CFOs about AI, automation, and transformation strategy. This is not a relationship-manager role - this is a quota-carrying commercial role where you are accountable for outcomes.
Key ResponsibilitiesAccount Strategy & Governance- Develop and execute multi-year account plans for each customer, aligning Skan's capabilities to the client's business objectives, transformation priorities, and operating model.
- Lead quarterly business reviews (QBRs) that connect Skan's impact to enterprise priorities and surface expansion opportunities across business units and geographies.
- Maintain executive sponsor relationships at the COO, CIO, CFO, and Chief Transformation Officer level, ensuring Skan is embedded in the client's strategic agenda.
Renewal & Expansion- Own the commercial relationship end-to-end: forecast accuracy, contract negotiation, on-time renewals, and conversion of expansion opportunities.
- Identify and develop upsell and cross-sell opportunities across new business units, geographies, and use cases - including claims automation, underwriting ops, compliance, and loan processing.
- Carry a net revenue retention (NRR) and new ARR expansion quota across your assigned book of business.
Customer Outcomes & Risk Management- Partner with the cross-functional account team - delivery, value engineering, solutions - to ensure consistent and measurable value delivery against customer success criteria.
- Proactively identify and mitigate account risk: adoption gaps, stakeholder transitions, competitive pressure, or delivery concerns.
- Maintain high customer satisfaction, strong platform adoption, and sustained engagement throughout the customer lifecycle.
- Escalate and resolve issues quickly, working cross-functionally to protect and strengthen the customer relationship.
Internal Advocacy & Cross-Functional Alignment- Represent customer needs internally, influencing product, marketing, and services priorities to strengthen Skan's BFSI enterprise offering.
- Partner with the partnerships team to identify and activate GSI and SI co-delivery opportunities within your accounts.
Key Metrics for Success- Net Revenue Retention (NRR): Primary metric; target 150%+ NRR across assigned book of business.
- Expansion ARR: Net new ARR generated from upsell, cross-sell, and new use-case development within existing accounts.
- Executive Engagement: Depth and frequency of C-suite relationships maintained per account.
- QBR Cadence & Quality: Quarterly business reviews delivered on schedule with documented ROI evidence and forward-looking expansion plans.
Ideal Candidate Profile- 10+ years of experience in strategic account management or enterprise customer leadership at a B2B SaaS company or leading Agentic provider.
- Proven track record of managing and growing large enterprise accounts with Fortune 500 BFSI clients - banks, insurers, asset managers, or diversified financial services firms.
- Demonstrated success engaging and influencing C-suite executives (COO, CIO, CFO, Chief Transformation Officer) at global financial institutions, with experience navigating complex enterprise buying and governance environments.
- Strong commercial acumen, including experience structuring, negotiating, and closing large enterprise agreements and managing accurate revenue forecasts.
- Deep familiarity with BFSI operating environments and transformation priorities - claims, underwriting, loan operations, compliance, and back-office automation are areas you can speak to credibly.
- Conversant in AI and data concepts; able to credibly engage technical stakeholders on models, data flows, and platform architecture at a working level.
- Process intelligence, agentic AI, RPA, or automation domain experience strongly preferred.
Why Join Skan AI?- Be part of a category-creating company building the full agentic lifecycle.
- Own some of the most strategic BFSI enterprise relationships in the market, with a direct line to the C-suite at the world's largest financial institutions.
- Join a passionate, global team united by curiosity, integrity, and impact.
- In-office and remote work mix with global exposure.
- Competitive compensation and equity opportunities.
CompensationThe salary for this role is $325-375K OTE on a 60/40 split + uncapped commissionsBenefits- 100% coverage of Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Unlimited Paid Time Off (Vacation, Sick & Public Holidays)
- Short Term & Long-Term Disability
- Work From Home
- Stock Option Plan
