Description
Swiggy is India's leading on-demand delivery platform with a tech-first approach to logistics and a solution-first approach to consumer demands. With a presence in 500+ cities across India, partnerships with hundreds of thousands of restaurants, an employee base of over 5000, a 2 lakh+ strong independent fleet of Delivery Executives, we deliver unparalleled convenience driven by continuous innovation.
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
Additional Information
- 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.
- Ownership & Expansion Mindset: A strong go-getter attitude is essential , someone who thinks beyond transactional account management and proactively identifies expansion, innovation, and partnership opportunities.
- 30 to 40 in-Person restaurant partner meetings in a month
- MBA/PGDM preferred