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Ashlin E.

Strategic Account Manager | Driving Customer Retention, Renewals, Expansion & Revenue Growth | SaaS B2B | QBRs & Lifecycle Ownership

Pune District

8+ years of work experience

Avalara
May 20241 yr 2 mosJun 2025

India

• Owned a portfolio of 1,500+ mid-market and enterprise accounts, managing full renewal and expansion revenue lifecycle. • Managed $3.5M+ ARR, achieving 88% renewal rate and 25% YoY expansion growth through upsell and cross-sell initiatives • Built and executed territory and account plans, identifying whitespace opportunities and increasing wallet share • Led end-to-end sales cycles including discovery, solution positioning, pricing, negotiation, and deal closure • Delivered value-based sales conversations with finance, tax, and operations leaders, aligning solutions to business outcomes • Maintained 95%+ forecast accuracy through disciplined pipeline management in Salesforce • Conducted QBRs and executive reviews, influencing multi-year renewals and long-term contracts. • Partnered cross-functionally with CS, Product, Finance, and Legal to accelerate deal cycles and improve customer experience • Proactively identified churn risks, improving retention and contributing to higher customer satisfaction (NPS +15 points) • Consistently met/exceeded quarterly revenue targets across renewals and expansion.
Allied Market Research
Oct 20236 mosMar 2024

Pune District

• Owned end-to-end account management and revenue growth across global enterprise clients (EMEA, APAC, US) • Led consultative sales cycles, positioning market intelligence solutions to CXOs and business leaders • Drove renewals and expansion revenue through upsell/cross-sell and contract extensions • Managed proposal-to-close lifecycle, including pricing, negotiation, and deal execution • Built and executed account growth strategies, increasing penetration within existing accounts • Maintained accurate pipeline and forecasts using Salesforce and Zoho CRM • Leveraged Apollo.ai, LinkedIn Sales Navigator for stakeholder mapping and multi-threaded engagement • Resolved escalations and mitigated risks to protect revenue and strengthen client relationships • Delivered high retention and repeat business through value-led selling.
Allied Market Research
Oct 20236 mosMar 2024

Owned end-to-end account management and revenue growth across global enterprise clients (EMEA, APAC, US). Led consultative sales cycles, positioning market intelligence solutions to CXOs and business leaders. Drove renewals and expansion revenue through upsell/cross-sell and contract extensions. Managed proposal-to-close lifecycle, including pricing, negotiation, and deal execution. Built and executed account growth strategies, increasing penetration within existing accounts. Maintained accurate pipeline and forecasts using Salesforce and Zoho CRM. Leveraged Apollo.ai, LinkedIn Sales Navigator for stakeholder mapping and multi-threaded engagement. Resolved escalations and mitigated risks to protect revenue and strengthen client relationships. Delivered high retention and repeat business through value-led selling.
Sphinx Worldbiz Limited
Oct 20221 yr 1 moOct 2023

Pune District

• Led renewal and expansion revenue motions for enterprise accounts, ensuring strong retention and growth • Managed and coached a team of 10 CSMs, aligning them to revenue targets and account growth KPIs • Owned renewal forecasting and pipeline visibility in collaboration with sales leadership • Conducted executive business reviews, influencing renewal and upsell decisions • Identified expansion opportunities through usage insights and customer maturity mapping • Delivered product demos and solution positioning to support expansion deals • Partnered with cross-functional teams to ensure successful delivery and revenue realization • Improved retention and reduced churn through structured account management frameworks.
Hubilo
Oct 20201 yr 11 mosAug 2022

India(Remote)

• Managed a portfolio of 140+ mid-market and enterprise accounts, supporting renewals and expansion opportunities • Led onboarding and adoption strategies, driving product usage and customer value realization • Identified upsell and cross-sell opportunities, contributing to improved Net Revenue Retention (NRR) • Conducted QBRs and ROI discussions to reinforce value and support renewal decisions • Collaborated with sales to drive expansion pipeline and close growth opportunities • Tracked account health, renewal timelines, and expansion signals using CRM tools • Built strong stakeholder relationships, ensuring high retention and long-term account growth.
Hubilo
Oct 20201 yr 11 mosAug 2022

Managed a portfolio of 140+ mid-market and enterprise accounts, supporting renewals and expansion opportunities. Led onboarding and adoption strategies, driving product usage and customer value realization. Identified upsell and cross-sell opportunities, contributing to improved Net Revenue Retention (NRR). Conducted QBRs and ROI discussions to reinforce value and support renewal decisions. Collaborated with sales to drive expansion pipeline and close growth opportunities. Tracked account health, renewal timelines, and expansion signals using CRM tools. Built strong stakeholder relationships, ensuring high retention and long-term account growth.
ADP
May 20153 yrs 11 mosMar 2019

Pune District

Managed end-to-end U.S. Health & Welfare benefits administration with high accuracy across multiple client groups. Handled enrollments, terminations, QLEs, and payroll-impact changes as per SLAs and plan rules. Conducted audits across systems, carriers, and payroll to resolve discrepancies and ensure data integrity. Ensured compliance with ERISA, IRS, HIPAA, and related regulations with audit-ready documentation. Supported Open Enrollment setup, testing, and execution for seamless rollout. Delivered Tier 2 support resolving complex benefits, eligibility, and coverage issues. Managed carrier file transmissions and resolved interface failures with technical teams. Collaborated cross-functionally with HR, Payroll, and vendors for issue resolution. Supported 401(k) processes including contributions, eligibility, and reconciliations. Improved processes via SOPs and training, reducing errors and enhancing team efficiency.

Education

Alagappa University

Bachelor of Commerce, Business/Commerce, General

Alagappa University

20112 yrs2013
Seventh Day Adventist Higher Secondary School

Seventh Day Adventist Higher Secondary School

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Headline

Strategic Account Manager | Driving Customer Retention, Renewals, Expansion & Revenue Growth | SaaS B2B | QBRs & Lifecycle Ownership

About

At Avalara, I drive end-to-end account growth by building and expanding strategic partnerships with mid-market and enterprise customers. I own customer engagement from onboarding through adoption, renewal, and expansion, using a consultative sales approach to align Avalara’s solutions with customer business objectives. By leading value-based conversations, driving product adoption, and maintaining executive alignment, I consistently influence retention, expansion, and long-term revenue growth. Previously, as a Client Account Management Consultant at Allied Market Research, I managed global accounts and developed account growth strategies rooted in deep discovery of customer goals and market challenges. I partnered with clients as a trusted advisor, positioning research solutions to solve business problems, identifying upsell and cross-sell opportunities, and supporting contract renewals—contributing directly to revenue growth and long-term customer relationships.

Location

Pune District

Work experience

Account Manager at Avalara, May 2024 - Jun 2025 · 1 yr 2 mos, India, • Owned a portfolio of 1,500+ mid-market and enterprise accounts, managing full renewal and expansion revenue lifecycle. • Managed $3.5M+ ARR, achieving 88% renewal rate and 25% YoY expansion growth through upsell and cross-sell initiatives • Built and executed territory and account plans, identifying whitespace opportunities and increasing wallet share • Led end-to-end sales cycles including discovery, solution positioning, pricing, negotiation, and deal closure • Delivered value-based sales conversations with finance, tax, and operations leaders, aligning solutions to business outcomes • Maintained 95%+ forecast accuracy through disciplined pipeline management in Salesforce • Conducted QBRs and executive reviews, influencing multi-year renewals and long-term contracts. • Partnered cross-functionally with CS, Product, Finance, and Legal to accelerate deal cycles and improve customer experience • Proactively identified churn risks, improving retention and contributing to higher customer satisfaction (NPS +15 points) • Consistently met/exceeded quarterly revenue targets across renewals and expansion.

Client Account Management - Consultant at Allied Market Research, Oct 2023 - Mar 2024 · 6 mos, Pune District, • Owned end-to-end account management and revenue growth across global enterprise clients (EMEA, APAC, US) • Led consultative sales cycles, positioning market intelligence solutions to CXOs and business leaders • Drove renewals and expansion revenue through upsell/cross-sell and contract extensions • Managed proposal-to-close lifecycle, including pricing, negotiation, and deal execution • Built and executed account growth strategies, increasing penetration within existing accounts • Maintained accurate pipeline and forecasts using Salesforce and Zoho CRM • Leveraged Apollo.ai, LinkedIn Sales Navigator for stakeholder mapping and multi-threaded engagement • Resolved escalations and mitigated risks to protect revenue and strengthen client relationships • Delivered high retention and repeat business through value-led selling.

Account Manager at Allied Market Research, Oct 2023 - Mar 2024 · 6 mos, Owned end-to-end account management and revenue growth across global enterprise clients (EMEA, APAC, US). Led consultative sales cycles, positioning market intelligence solutions to CXOs and business leaders. Drove renewals and expansion revenue through upsell/cross-sell and contract extensions. Managed proposal-to-close lifecycle, including pricing, negotiation, and deal execution. Built and executed account growth strategies, increasing penetration within existing accounts. Maintained accurate pipeline and forecasts using Salesforce and Zoho CRM. Leveraged Apollo.ai, LinkedIn Sales Navigator for stakeholder mapping and multi-threaded engagement. Resolved escalations and mitigated risks to protect revenue and strengthen client relationships. Delivered high retention and repeat business through value-led selling.

Manager of Customer Success at Sphinx Worldbiz Limited, Oct 2022 - Oct 2023 · 1 yr 1 mo, Pune District, • Led renewal and expansion revenue motions for enterprise accounts, ensuring strong retention and growth • Managed and coached a team of 10 CSMs, aligning them to revenue targets and account growth KPIs • Owned renewal forecasting and pipeline visibility in collaboration with sales leadership • Conducted executive business reviews, influencing renewal and upsell decisions • Identified expansion opportunities through usage insights and customer maturity mapping • Delivered product demos and solution positioning to support expansion deals • Partnered with cross-functional teams to ensure successful delivery and revenue realization • Improved retention and reduced churn through structured account management frameworks.

Senior Client Success Manager at Hubilo, Oct 2020 - Aug 2022 · 1 yr 11 mos, India(Remote), • Managed a portfolio of 140+ mid-market and enterprise accounts, supporting renewals and expansion opportunities • Led onboarding and adoption strategies, driving product usage and customer value realization • Identified upsell and cross-sell opportunities, contributing to improved Net Revenue Retention (NRR) • Conducted QBRs and ROI discussions to reinforce value and support renewal decisions • Collaborated with sales to drive expansion pipeline and close growth opportunities • Tracked account health, renewal timelines, and expansion signals using CRM tools • Built strong stakeholder relationships, ensuring high retention and long-term account growth.

Customer Success Manager at Hubilo, Oct 2020 - Aug 2022 · 1 yr 11 mos, Managed a portfolio of 140+ mid-market and enterprise accounts, supporting renewals and expansion opportunities. Led onboarding and adoption strategies, driving product usage and customer value realization. Identified upsell and cross-sell opportunities, contributing to improved Net Revenue Retention (NRR). Conducted QBRs and ROI discussions to reinforce value and support renewal decisions. Collaborated with sales to drive expansion pipeline and close growth opportunities. Tracked account health, renewal timelines, and expansion signals using CRM tools. Built strong stakeholder relationships, ensuring high retention and long-term account growth.

Sr. Customer Associate – Benefits Implementation at ADP, May 2015 - Mar 2019 · 3 yrs 11 mos, Pune District, Managed end-to-end U.S. Health & Welfare benefits administration with high accuracy across multiple client groups. Handled enrollments, terminations, QLEs, and payroll-impact changes as per SLAs and plan rules. Conducted audits across systems, carriers, and payroll to resolve discrepancies and ensure data integrity. Ensured compliance with ERISA, IRS, HIPAA, and related regulations with audit-ready documentation. Supported Open Enrollment setup, testing, and execution for seamless rollout. Delivered Tier 2 support resolving complex benefits, eligibility, and coverage issues. Managed carrier file transmissions and resolved interface failures with technical teams. Collaborated cross-functionally with HR, Payroll, and vendors for issue resolution. Supported 401(k) processes including contributions, eligibility, and reconciliations. Improved processes via SOPs and training, reducing errors and enhancing team efficiency.

Education

Bachelor of Commerce, Business/Commerce, General, Alagappa University

Seventh Day Adventist Higher Secondary School