Own and execute upsell and expansion across existing self-service accounts and inbound opportunities to drive MRR growth. Qualify, manage, and close expansion deals, maintain pipeline hygiene and forecasts, and collaborate with Customer Success, Marketing, Product, and Finance to ensure smooth execution and handoffs.
ABOUT THE COMPANY
Teikametrics is revolutionizing retail through our patented Artificial Retail Intelligence platform. Our proprietary orchestration layer functions as prompt intelligence, verticalizing AI for Amazon, Walmart, TikTok, and emerging marketplace use cases. For more information, visit www.teikametrics.com.
ABOUT THE ROLE
We are looking for a high-performing Individual Contributor to own and execute upsell and expansion initiatives across existing self-service customer accounts and inbound opportunities. This role directly drives current MRR expansion and net-new MRR growth by converting qualified opportunities from the Self-service customer base, LTS conversions, marketing/demo leads, Free trial customers and inbound requests into closed revenue.
This role operates as part of a dedicated growth pod focused on commercial expansion. While Customer Success retains ownership of ongoing account health, delivery, and retention, this role owns the full commercial lifecycle of upsell and expansion opportunities - from qualification through close.
The ideal candidate combines strong deal execution, value-based selling, strategic thinking, and partnership skills, and is comfortable owning revenue outcomes end-to-end in a fast-moving, quota-driven environment with performance expectations calibrated by level.
**Candidates based in Bangalore are preferred
HOW YOU’LL SPEND YOUR TIME:
Revenue Ownership
- Own a defined upsell and expansion quota (quota size and scope vary by level and business phase) across ARI offerings with a strong focus on predictable performance and consistent attainment.
- Drive current MRR growth through upsell, cross-sell, and expansion within an assigned book of customer accounts (book size and complexity vary by level).
- Generate net-new MRR by converting inbound, demo, and marketing-sourced opportunities.
- Build, manage, and close a healthy upsell pipeline with strong conversion discipline and deal velocity.
Lead & Funnel Execution
- Manage and convert qualified opportunities originating from the self-serve customer base, LTS conversions, marketing-qualified leads, demo requests, free trial customers and inbound inquiries, with inbound vs proactive mix varying by role level.
- Ensure timely follow-ups, structured discovery, strong qualification, and disciplined deal progression.
- Maintain high standards of pipeline hygiene, forecasting accuracy, and CRM discipline.
Deal Strategy & Execution
- Lead value-driven discovery conversations aligned to customer business objectives and growth priorities.
- Own solution positioning, pricing discussions, commercial negotiations, and close execution within approved decision authority and discounting limits based on role level.
- Identify whitespace and expansion opportunities within existing customer portfolios.
- Structure expansion opportunities to balance customer value, commercial outcomes, and operational readiness, with deal complexity expectations calibrated by seniority.
Cross-Functional Collaboration
- Partner closely with Customer Success, Sales, Marketing, Product, and Finance to ensure efficient deal execution and seamless customer experience.
- Align with Customer Success on opportunity qualification, timing, and post-close handoff to ensure continuity of account ownership.
- Provide structured feedback on lead quality, objections, packaging opportunities, and process improvements, with expectations for influence and operating contribution increasing with seniority.
- Support pilots, demos, and proof-of-value conversations as needed.
Customer Engagement
- Act as a trusted commercial advisor during the expansion lifecycle, connecting solutions to measurable customer outcomes.
- Drive clear, value-based conversations with customer stakeholder levels (manager, director, executive) varying by role level and deal complexity.
- Maintain strong professionalism, responsiveness, and executive presence throughout the sales process.
WHO YOU ARE
- 5+ years of experience in B2B SaaS sales, account expansion, revenue growth, or partnerships in an individual contributor role (range to be calibrated per hiring level).
- Demonstrated success in upsell, cross-sell, or expansion-led revenue motions.
- Experience handling inbound, marketing-sourced, and sales-assisted opportunities.
- Proven track record of quota ownership with attainment expectations scaled by seniority and ramp phase.
- Strong deal ownership and closing skills with comfort carrying a quota-driven target.
- Ability to conduct structured discovery and articulate value-based solutions.
- Strategic thinking balanced with strong execution rigor.
- Data-driven approach to pipeline management, forecasting, and performance tracking.
- Proactively driving AI adoption to enhance decision-making, streamline workflows, and unlock scalable growth opportunities across accounts.
Success Metrics
- Upsell and expansion MRR targets calibrated by role level and quota assignment
- Net-new MRR expectations based on territory / book maturity and role seniority
- Pipeline conversion rates and deal velocity
- Forecast accuracy and CRM hygiene
- Quality of cross-functional execution expectations scaled by seniority
WE'VE GOT YOU COVERED
- Every Teikametrics employee is eligible for company equity
- Remote Work Flexibility - Work from home or from our offices, with flexible remote options
- Broadband reimbursement
- Group Medical Insurance – Coverage of INR 7,50,000 per annum for a family
- Crèche benefit
Press Reference about Teika
Teikametrics’ Marketplace Optimization Platform, Announces Artificial Retail Intelligence (ARI): An AI-Powered Tool Designed to Drive Cross-Marketplace Success
The job description is representative of typical duties and responsibilities for the position and is not all-inclusive. Other duties and responsibilities may be assigned in accordance with business needs. We are proud to be an equal opportunity employer. A background check will be conducted after a conditional offer of employment is extended. #LI-Remote
Top Skills
AI
Artificial Retail Intelligence (Ari)
CRM
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