About This Role
This individual contributor role focuses on commercially owning two to three of Deltatre's largest client accounts in North America. The Account Director is accountable for renewals, upsell, and cross-sell, working closely with Sales, Product, and Delivery teams to ensure client satisfaction and growth. The role suits a professional who understands the intersection of sport, media, and technology, and can anticipate client needs.
Responsibilities
- Be the internal owner of the commercial relationship for two to three of Deltatre’s largest client accounts
- Serve as the main day-to-day contact for clients and as the escalation point
- Present to clients through regular on-site visits and business reviews to show value and identify opportunities for growth
- Stay close to what is delivered for each client: the product, the delivery plan, and open issues
- Work with Delivery, Product, and Engineering teams to resolve client issues and keep commitments on track
- Explain client needs and priorities clearly to technical teams and to senior client stakeholders
- Own renewal, upsell, and cross-sell for accounts, with a clear view of each client’s business model, roadmap, and decision-making structure
- Deliver against defined KPIs for account growth, renewal performance, and upsell
- Contribute to revenue forecasting and account planning with accuracy and discipline
- Spot risks, opportunities, and whitespace in accounts, and bring them to the VP of Account Management and the Global Head of Account Management to shape the account plan
Requirements
- 6+ years in account management, client partnerships, or customer success in enterprise technology (sports tech, media tech, streaming, SaaS, or an adjacent industry)
- Experience owning a small number of large client accounts end to end, with accountability for renewal and growth
- Quantifiable results in renewals, upsell, and cross-sell, such as net revenue retention, renewal rate, and expansion
- A record of growing complex, multi-stakeholder accounts over several years
- Experience working day to day with delivery and technical teams, and comfort getting into the detail of what is delivered
- Experience building relationships with senior stakeholders at client organizations and presenting to them, including on-site business reviews
- Experience turning a client’s business model, roadmap, and decision-making structure into an account plan
- Working knowledge of contract structures and business cases that land with both a finance and a technology audience
- Experience contributing to revenue forecasts and account plans on a regular, accurate cadence
- Experience working where the product is complex and live operations leave little margin for error
