Job Title: Head of Global and Strategic Accounts (SA)
Location: Malaysia or Singapore
Reports to: Chief Revenue Officer (CRO), APAC
About the Role
We are seeking a highly driven and commercially astute leader to manage a team of Global & Strategic Account Managers (GSAs). This role will oversee a portfolio of Anchanto’s largest and most strategic Fortune 500 clients across APAC. You will lead a team of four GSAs, ensuring strong commercial outcomes, strategic account growth, and exceptional customer experience.
The ideal candidate brings deep experience in eCommerce, logistics, SaaS account management, and enterprise-level stakeholder engagement, along with proven success in leading high-performing account teams.
This is a quota-carrying leadership role with annual team revenue targets and eligibility for performance-based incentives.
Key Responsibilities
- Leadership & Team Management
- Lead, mentor, and develop a team of four Global Strategic Account Managers, ensuring consistent performance, capability growth, and target achievement.
- Set clear goals, monitor progress, and provide regular feedback, coaching, and performance reviews.
- Drive operational discipline across the team — forecasting accuracy, CRM hygiene, quarterly account plans, and pipeline management.
- Foster a collaborative, high-ownership culture focused on accountability and results.
- Hands-on Key customer Management
- Be responsible and accountable for Anchanto Top Segment by managing the customer, relationship, commercials directly
- Lead personally and through delegation the strategic revies, account plans, commercials renewals and upsells of Anchantos top2% revenue
- Manage this along with the top 80% of revenue from our top 20% customers
- Strategic Account Growth (Top 5% Global & Strategic Accounts)
- Oversee the commercial growth of a portfolio worth USD 10–15 million, managed collectively by your GSA team.
- Guide GSAs in building Yearly & Quarterly Account Plans with defined revenue objectives, risk planning, and expansion strategies.
- Support the team in renewal negotiations, upsell/cross-sell motions (products, modules, features, services) and enterprise-grade commercial proposals.
- Ensure alignment of account strategies with the CRO, Country Head, and overall business priorities.
- Executive Customer Engagement
- Strengthen C-suite and Director-level relationships across strategic accounts in partnership with the GSAs.
- Participate in and/or lead high-impact Quarterly Business Reviews (QBRs) with key clients.
- Intervene in critical situations to ensure customer confidence, influence expansion opportunities, and maintain strong executive alignment.
- Act as an escalation point for complex commercial or operational issues.
- Operational Excellence & Delivery Oversight
- Partner with Customer Support, Delivery, Product, and Operations teams to ensure seamless handovers, stable performance, and high customer satisfaction.
- Monitor account health metrics across the team — adoption, usage trends, NPS, renewals, and churn risks — ensuring proactive mitigation plans.
- Oversee revenue hygiene including invoicing, collection follow-ups, renewal timelines, and contract compliance.
- Ensure escalations are resolved with urgency, clarity, and cross-functional alignment.
Qualifications & Experience
- 10–15 years of total experience in enterprise account management, customer success, or B2B SaaS commercial roles, preferably within eCommerce, logistics, supply chain, or related tech domains.
- Minimum 3–5 years of experience managing an account management or customer success team.
- Must have strong experience managing large enterprise accounts and global brands — including customers like L’Oréal — with proven success driving strategic growth and complex stakeholder engagement.
- Proven success in handling large global accounts, influencing CxO stakeholders, and leading multi-million-dollar books of business.
- Strong commercial acumen with experience in renewals, enterprise pricing, negotiations, and strategic planning.
- Excellent leadership, communication, and stakeholder management abilities.
- Based in Malaysia or Singapore, with willingness to travel for client engagements across APAC.