This is a remote position.
About the role
We are a custom software development company looking for an Technical Account Manager who owns the client relationship end to end, from the first discovery call to the final delivery call. You will understand what clients need, shape a technical solution and proposal, close the deal, and stay the client's main point of contact while our development team builds it.
This is a techno-commercial role. You don't need to write code, but you must be technical enough to design solutions, talk architecture on a high level with clients and developers, and estimate effort credibly. You own the deal and its revenue, working closely with our sales team, and earn commission on the revenue you generate.
Key responsibilities
Discovery and requirement gathering
- Lead discovery calls with prospective clients to understand their business goals, pain points and requirements.
- Ask the right questions to uncover scope, constraints, budget, timelines and success criteria.
- Document requirements clearly as BRDs, user stories, feature lists or scope documents.
Solutioning and proposals
- Design the solution with internal tech leads and architects: technology stack, high-level architecture, modules and integrations.
- Prepare effort estimates, project timelines, milestone plans and pricing models (fixed price, T&M, dedicated team).
- Create proposals, SOWs, RFP responses and pitch decks, and present them to client stakeholders.
- Build wireframes or clickable prototypes where needed to explain the solution.
Deal closure
- Own the deal from first call to signed contract, working closely with the sales team.
- Handle client objections, negotiate scope, pricing and terms, and drive the deal to closure.
- Maintain the pipeline and deal records in the CRM and forecast revenue accurately.
Delivery and client management
- Hand over the project to the development team with clear scope, priorities and acceptance criteria.
- Act as the client's primary point of contact throughout development.
- Run client meetings at milestone deliveries, demos and other agreed checkpoints (not daily stand-ups).
- Manage change requests, scope changes and client expectations, and escalate risks early.
- Ensure deliveries meet the agreed scope, quality and timelines until final sign-off.
Account growth
- Identify upselling and cross-selling opportunities such as new modules, maintenance and support, cloud, QA or dedicated teams.
- Build long-term relationships that lead to repeat business, referrals and testimonials.
Must-have skills and experience
- 4–8 years in a custom software development or IT services company, in pre-sales, business analysis, solution consulting, technical account management or engagement management.
- Proven track record of running discovery calls and converting them into signed deals, ideally with international clients (US, Canada, UK, Europe, Middle East).
- Hands-on experience writing proposals, SOWs and estimates for web, mobile or enterprise software projects.
- Strong technical understanding of how software is built: web and mobile apps, APIs, databases, cloud (AWS, Azure or GCP), integrations and SDLC. Coding is not required.
- Working knowledge of Agile/Scrum delivery and the ability to work with developers, QA and project managers.
- Excellent spoken and written English, with confidence presenting to CXOs, founders and technical stakeholders.
- Strong negotiation, objection handling and expectation management skills.
- Comfortable working fully remote across time zones, including occasional calls outside Indian working hours.
- Bachelor's degree in Computer Science, IT, Engineering or a related field (or equivalent experience).
Good to have
- A background as a technical BA before moving into a client-facing role.
- Experience with tools such as Jira, Confluence, HubSpot or Salesforce, Figma or Balsamiq, and Miro.
- Familiarity with AI/ML, SaaS, e-commerce, fintech or healthtech projects.
- Certifications such as CSPO, PSPO, CBAP or a cloud practitioner certification.
- Experience responding to RFPs on platforms like Upwork, Clutch or through partner channels.
Success measures and what we offer
You will be measured on:
- Discovery-to-proposal and proposal-to-closure conversion rates.
- New revenue closed and total account revenue, including upsells and cross-sells.
- Client satisfaction and retention through delivery.
- Accuracy of estimates and scope (fewer disputes and unplanned overruns).
