Customer Success & Growth Leader

Account growth
is a craft.

Acquisition. Onboarding. Renewals. Cross-sell and upsell. Six years, $1M+ quota, 200+ accounts across APAC, NAMER, and EMEA.

Account Director Account Executive Account Strategist CSM Renewal Specialist
See the deals Download Resume
Ruben Sharma
105%
NRR
$1M+
Annual quota
100%+ FY23 and FY24
$15K to $180K
Single account TCV
12x expansion
105%
Net Revenue Retention
100+ accounts
Track Record

Where I built this.

LinkedIn
Microsoft Corporation
Account Director · SMB and Mid-Market · APAC
$1M+
Annual Quota
100%+
FY23 and FY24
200+
Accounts

Sold Talent Solutions, LinkedIn Learning, and Marketing Solutions to APAC SMB and Mid-Market. Full-cycle AE motion across hiring, L&D, and employer branding. Deals up to $80K ACV through multi-stakeholder C-suite negotiation.

LinkedIn office LinkedIn coffee LinkedIn
Nightfall AI
AI Cybersecurity
CSAM · SMB and Commercial · NAMER
$700K-$850K
ARR Book
105%
NRR

AI-powered DLP and AI Governance to CISOs and IT Directors. Specializing in MCP security as enterprises adopt agentic AI. Closed $15K to $180K TCV expansion.

Earlier Career
Hero Vired
Asst. Manager · 105%+ attainment · Built enterprise GTM from zero
upGrad
Corporate Relations · 500+ company pipeline
Click Labs
BDR Intern · 1st of 120 to close 3 deals · CEO challenge
Featured Deals

Two deals. Two lessons.

Nightfall AI · NAMER · 2025
$15,000 ARR
↓
$180K
TCV · Multi-Year
"My job was not to be the hero. It was to be the conductor."
The account went completely silent. Closed at 12x.
  • The signal: Account at $15K ARR. Expansion in motion. Then complete silence for weeks.
  • The research: Mapped the org on LinkedIn instead of sending follow-ups. New Director of IT had joined with a mandate to review the entire security stack.
  • The play: Reached out directly. Reframed from her perspective, not the deal's. Got 20 minutes on the calendar.
  • The close: Fresh discovery, two-week POV with live data, brought leadership in at the right moment. Multi-year contract. $180K TCV.
Multi-threadingPOV closeRe-qualification
LinkedIn · APAC · 2023
$8,000 ARR
↓
$35K
Multi-Product · 2-Year
"Data changes the conversation. Every time."
They thought it was a hiring problem. The data said otherwise.
  • Setup: Flat $8K renewal. One product. Standard conversation.
  • The dig: Pulled Talent Insights before the call. Found 50%+ attrition flowing directly to their largest competitor.
  • The reframe: "You don't have a hiring problem. You have a leaky bucket." Restructured the conversation around retention.
  • Result: 2-year contract, 3 products, $35K. Attrition dropped 20 points within months.
SPIN discoveryData-led reframeMulti-product
AI-Enabled Selling

I don't just use AI. I build with it.

Two agents built with Claude. No code. Both in production, used daily by the full Nightfall CS team.

01 / RENEWAL AGENT
CSM Renewal Dashboard
Runs every morning. Scores the 90-day pipeline, flags at-risk accounts, surfaces expansion opportunities, pulls action items from Fathom, Gmail, and Slack, and posts a prep brief to Slack one hour before every customer call. Shared across the entire CS team.
90-day pipeline scoring Call sentiment analysis Overdue action items 9 AM Slack brief Pre-call prep 14+ expansion opportunities
CSM Renewal Dashboard
Claude + Cowork Salesforce Notion Slack Gmail Fathom
02 / PROSPECTING AGENT
LinkedIn Research and Outreach Agent
Type a company name. Claude's browser agent searches LinkedIn, identifies the right stakeholders - CISO, IT Director, Head of Engineering - and returns a ranked contact list in a live artifact. You approve, it sends personalised connection requests. The same multithread logic behind the $180K deal, now on demand.
Company research on demand Stakeholder identification Approval-gated outreach Contact recovery Persistent approval log
LinkedIn Outreach
Claude Browser Agent LinkedIn Live Artifacts
Sales Methodology

The frameworks.

BANT
Qualification
Fast qualification on high-volume SMB books. The opening filter on every engagement.
Click Labs
SPIN
Discovery
The structured discovery that drove the $8K to $35K cross-sell. Still core at Nightfall.
LinkedIn · Nightfall
MEDDIC
Enterprise
Metrics, Economic Buyer, Decision Criteria, Pain, Champion. Multi-stakeholder enterprise closes.
upGrad · Hero Vired
VEF
Value Framework
LinkedIn's 6-stage framework. Drove up to 5% RIG across strategic APAC accounts.
LinkedIn
SS
Solution Selling
Match DLP and AI Governance capabilities to specific customer compliance requirements.
Nightfall AI
CS
Consultative
The foundation at both LinkedIn and Nightfall. Diagnose before prescribing.
LinkedIn · Nightfall
Career Journey

How I got here.

2024 to Now
Nightfall AI
Customer Success Account Manager
SMB and Commercial · NAMER
$700K–$850K ARR · 105% NRR · $15K to $180K expansion
2022 to 2024
LinkedIn
Account Director
SMB and Mid-Market · APAC
$1M+ quota · 100%+ FY23 and FY24 · 200 accounts
2021 to 2022
Hero Vired
Assistant Manager
Corporate Relations · New Delhi
2nd hire · Enterprise GTM from zero · 105%+ attainment
2020 to 2021
upGrad
Corporate Relations Associate
Edtech · Chandigarh
500+ company outbound pipeline
2019
Click Labs
BDR Intern
Hyperlocal Tech · 2019
Joined as developer intern · 1st of 120 to close 3 deals · CEO challenge
🏆
May 2022 · Inaugural List
Outplay SDR 30 Under 30 - India
Named to the inaugural list. Jury: John Barrows, Kevin Dorsey, Scott Leese. Recognition for outperforming a 120-person sales cohort.
Life Outside the Numbers

The person behind the quota.

ATV
Weekend mode
Off-road. No signal. Full send.
LinkedIn team
LinkedIn team
How we bonded outside the office.
Coffee
The ritual
Coffee first. Always.
Dogs
Weakness
Cannot say no to a dog.
Kerry
County Kerry
Found mountains, not cities.
Drive
Empty roads
Best ideas come here.
Folk dance
Indian folk dance
Competed through college. Still going.
I dance Indian folk, salsa, and bachata.
Still learning. Never stopping.
Dance taught me the same thing sales did. You put in the reps, or you are always half a beat behind.
Get in touch

Looking for the right next role.

Account Director, AE, Account Strategist, or senior CSM at an AI-native or technical SaaS company. Available from early 2026.

@
Email
rubensharma9690@gmail.com
in
LinkedIn
linkedin.com/in/rshares
+
Phone
+91 96908 15967
↓
Resume
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