Job Description

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

1. 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.

1. 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

1. 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.

1. 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.

1. 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.