Associate Director/Director - Account Management

Build the future of banking.

Zeta is a next-generation banking technology company providing cloud-native, fully stackable processing and core banking platforms for issuers. With a focus on scalability, compliance, and innovation, Zeta empowers financial institutions to modernize their technology infrastructure and deliver secure, seamless digital banking experiences.

Our impact runs at real-world scale. Today, over 25 million cards are live on Zeta-powered platforms across 7 countries, supported by a passionate team of 1,700+ Zetanauts across India, the US, EMEA, and Asia. Backed by SoftBank Vision Fund, Mastercard, and other reputed strategic investors, we reached a valuation of $2 billion in 2025.

Our focus is on establishing product lines that focus on key outcomes by addressing real customer pain points, modernizing legacy systems, and strengthening core fundamentals. As a result, our systems and platforms support a wide range of banking and payments capabilities, including:

1. Tachyon, our cloud-native banking stack built for population-scale systems

2.Cipher, our unified authentication platform for secure, high-volume banking environments

3. Digital Credit as a Service, enabling banks to launch credit lines on UPI

4. Elena, our intelligent and conversational AI platform for banking

5. Pixel, India’s first digital-native credit card, launched in partnership with HDFC Bank, for whom we also revamped their PayZapp mobile app: Winner of the Celent Model Bank Award for Payments Innovation 2024

6. Sparrow, the leading card experience for non-prime cardholders in the US…and more across cards, payments, lending, and core banking.

We are an engineering-first organization that values ownership, bias for action, and long-term thinking. Together, we solve some of the hardest problems in banking tech. Our culture is built around trust, collaboration, and creating the conditions for you to drive impact proportionate to your potential. Reinforcing our commitment to creating an inclusive and supportive workplace, we have been consistently recognized as a Great Place to Work.

If you want to build cutting-edge banking tech that enables banks to serve millions reliably, securely, and at a population scale, Zeta is your playground.

If you would like to learn more about how we have grown and evolved over the years, watch our journey here. You can also explore our website and follow us on LinkedIn, Instagram,YouTube, and X.

About The Role

We are looking for a Senior Account Management professional to own the relationship, contractual, and commercial health of one or more of our key clients based in the US. This is a senior, high-ownership role for someone who can operate as the single accountable point for an account across its full lifecycle - from commercial strategy and contract execution to renewal, expansion, and long-term partnership growth.

The role sits within the Account Management organization and reports to the VP of Account Management. Day to day, it works in tight partnership with Engagement Leaders, who own delivery execution, so that commercial commitments and delivery outcomes stay aligned and the client experiences one coordinated team. 

Responsibilities

Account Relationship Ownership 

Serve as the primary commercial and executive point of contact for assigned key clients, building trusted relationships at senior and decision-maker levels. 

Develop and maintain a deep understanding of each client’s business, priorities, and decision-making structure, and translate that into account strategy. 

Own the account plan: relationship map, growth roadmap, risks, and the path to renewal and expansion. 

Contracting 

Lead contract negotiations across master agreements, schedules, statements of work, and amendments, partnering with Legal to balance commercial intent and risk. 

Own key commercial terms - pricing, SLAs, scope, and renewal mechanics - and drive them to signature. 

Ensure delivered work is contracted, invoiced, and revenue-recognized on time, closing gaps between what is delivered and what is papered. 

  Commercial Management 

Own the commercial relationship and the account view: pricing strategy, margin, ARR growth 

Identify and close expansion and net-new opportunities within assigned accounts. 

Lead pricing strategy for new scope and renewals, including building the internal business case and securing approvals. 

Cross-functional Collaboration 

Partner closely with Engagement Leaders to ensure commercial commitments are deliverable and delivery realities are reflected commercially; jointly own client success. 

Coordinate Product, Finance, Legal, and Delivery into a single account-facing team. 

Run governance forums (e.g., QBRs, executive reviews) that connect commercial strategy to delivery outcomes. 

Escalation and Risk 

Act as the primary commercial escalation point for the account; resolve or route relationship, contractual, and delivery-impacting issues. 

Surface account risks early to leadership with a clear recommendation and mitigation path. 

What Success Looks Like 

Strong, durable executive relationships at assigned accounts. 

Clean contractual posture: no material delivered-but-uncontracted or      uninvoiced work.       

Predictable, growing ARR with healthy margin on owned accounts. 

Tight, low-friction partnership with Engagement Leaders and a unified client experience. 

Skills

Enterprise account ownership and relationship management

Commercial contract negotiation

Pricing, margin, and P&L judgment

Executive-level communication and stakeholder credibility

Cross-functional influence without direct authority

Operating across relationship, commercial, contractual, and technical dimensions

Experience and Qualification

12-15 years of experience owning large, complex enterprise client relationships, ideally in a B2B technology, platform, or financial services / payments context.  

Demonstrated track record of leading commercial negotiations and structuring / closing contracts of meaningful size and complexity.  

Strong commercial acumen: pricing, margin, P&L thinking, and the judgment to balance growth against risk.  

Excellent executive-level communication and the credibility to be the senior face of the company to senior client stakeholders.  

Proven ability to influence and orchestrate cross-functional teams (Delivery, Product, Legal, Finance) without direct authority.  

Comfort operating across a broad surface area - relationship, commercial, contractual, and technical - and at pace. 

Equal Opportunity   Zeta is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applicants from all backgrounds, cultures, and communities to apply and believe that a diverse workforce is key to our success