Aakash Kapoor
Professional Summary
Results-oriented Enterprise SaaS professional with over 8 years of experience in building customer relationships and driving business growth. Expertise in collaborating with enterprise clients and cross-functional teams to identify challenges and leverage insights for impactful solutions. Focused on enhancing adoption rates and unlocking revenue potential through strategic alignment of people, products, and business objectives.
Work History
- Led enterprise account lifecycle, aligning onboarding, adoption, and renewal plans with customer business goals.
- Drove cross-functional customer success and product adoption by aligning Finance, HR, Product, and Operations stakeholders to resolve enterprise challenges and improve customer outcomes, achieving 80% average product adoption for the travel platform and 120% on the expense platform. 100% customer retention across a $24M enterprise portfolio.
- Generated $100K in incremental enterprise revenue by identifying expansion opportunities, analysing customer needs, and aligning Navan’s travel and expense solutions with business objectives, translating customer insights into measurable commercial growth.
- Scaled product enablement across enterprise teams by delivering launch trainings and refresher trainings to approximately 240 participants on an average for a $2M enterprise rollout, strengthening product readiness and supporting consistent adoption across customer teams.
- Evaluated market trends and identified emerging opportunities to guide strategic decision-making.
- Conducted target market research to scope industry competition and identify advantageous market trends.
- Owned client adoption and business value through solution alignment to customer goals.
- Delivered strategic consultancy to enhance client account growth and support sustainable success.
- Improved customer retention by 15% through personalized post-sales support and client training to maximize ROI for platform services.
- Collaborated with marketing team to build and optimize high-performing campaigns to improve average order value performance.
- Created tailored success plans and provided continuous strategic advisory services to support increased product adoption and usage.
- Implemented sales processes, incentive performance management, and CRM logic to improve conversions and audit accuracy.
- Generated revenue of INR 2,00,00,000/month while managing a team of over 100 employees.
- Contributed to a 50% increase in customer satisfaction by analyzing client needs, optimizing onboarding processes, and providing ongoing consultative support.
- Trained 80 Managers on the leadership module which resulted in a 50 % increase in effective team management skills.
- Aligned customer goals with BYJU'S offerings through collaboration with internal stakeholders, enhancing customer retention and satisfaction.
Education
BTech | Civil Engineering
MBA | Business Administration And Management
Skills
Accomplishments
Management Consulting Blue Chapter (Career upskilling platform with a focus on global outlook) Global Fellow – Strategy Consulting - (An initiative by Ex- Mckinsey, INSEAD alumni) (May'22-Jun'22)
● Identified Total addressable market (TAM) &Serviceable obtainable market (SOM) by market research which helped in making financial projections and operational decisions.
● Defined a go to market strategy and proposed initial market footprint for all the sustainable products in the offering.
● Devised health 3.0 use cases specifically focused on mHealth, Analytics & Gamification use cases with the firm belief of leveraging technology to create more efficient & effective products.
Additional Information
Publication
Kapoor A, B. Raghavendra K. Holla, Anant S, Mohammad A, Periwal A (2016) 'Time:Cost:Productivity: Quality Analysis Of Precast Concrete Systems' Proceedings of Volume 3 Issue 5, International journal of innovative science, engineering and technology ( ISSN – 2348 7968)
Timeline
A Little More About Me
I am passionate about turning customer insights into business growth. With nearly a decade of professional experience, I enjoy building relationships, uncovering opportunities, and connecting people, products, and commercial outcomes. Currently pursuing my Executive MBA at IIM Kozhikode, I mentor talent and DJ, which keeps me curious, creative, and constantly learning.