Strategic Account Manager

Overview

A Strategic Account Manager owns large regional or national restaurant chains, typically 20+ outlets across multiple cities, often with sophisticated operations teams. These accounts are enterprise-level: they require executive alignment across regions, cross-functional coordination with Swiggy and operations teams, and the ability to think strategically about long-term partnerships.

Key Responsibilities

• Own enterprise accounts: Manage 20-30 multi-city chains, each with 20+ outlets generating annual revenue in crores. These accounts are the profit center of the city
• Executive partnership: Your primary contacts are executives (franchisors, regional VPs, founders). You are a trusted advisor shaping their Swiggy strategy
• Cross-functional leadership: Coordinate with Swiggy central team, operations, and finance teams to deliver custom solutions, integrations, or special programs for accounts
• Strategic planning: Develop 6 to 12-month growth plans with accounts. Identify expansion opportunities across new cuisines, formats, and locations. Position Swiggy as core to their growth
• Complex deal structuring: Negotiate high-value contracts, custom pricing, exclusive arrangements, and value-add services. You have significant autonomy on deal terms
• Enterprise QBRs: Present quarterly business reviews to boards or executive teams. Your presentations need data, insights, and vision for the partnership
• Churn prevention: Monitor account growth obsessively. Identify red flags early, escalate issues, and develop retention strategies for at-risk accounts
• Market expansion: Identify new restaurant groups entering your market or new formats expanding. Lead high-touch outreach and land transformational accounts
• Data mastery: Build predictive models for account health, identify leading indicators of churn, develop ROI calculators for pitches, and forecast quarterly revenue with accuracy
• Strategic travel: Travel to account locations and regional hubs 1-2 times per quarter. Occasionally present at franchisee conferences or advisory boards
• Executive presence: Your interactions with restaurant executives and internal Swiggy leadership reflect Swiggy's brand. You are a professional partner, not a transactional salesperson

What We're Looking ForExperience & Background:

• 4+ years in enterprise account management, strategic sales, or business development at high-growth tech companies
• Proven track record in closing and expanding deals, managing multi-stakeholder relationships
• Exceptional Presentation Skills: The SAM must present enterprise business reports, growth roadmaps, and commercial proposals with clarity, structure, and high confidence. Grade-A executive communication is non-negotiable.
• Advanced Analytical Thinking: The role requires the ability to decode complex problem statements from data, identify growth levers, diagnose performance gaps, forecast revenue, and build structured business cases independently.