Account Director

Deltatre builds the technology and digital experiences behind the world's most-watched sports and media events. Our Account Management team looks after the long-standing relationships with the rights holders and broadcasters that rely on us, including the NFL, NBA, Sky Sports and Brit Box. These clients work at the intersection of sport, media and technology. They expect a partner who understands their business, anticipates their needs and brings the full range of Deltatre's capability to their challenges.

As Account Director, you will be the commercial owner of two to three of Deltatre's largest client accounts in North America. You are accountable for renewals, upsell and cross-sell, and you stay close to what we deliver for each client, working every day with our Sales, Product and Delivery teams. This is a hands-on individual contributor role, reporting to the VP of Account Management.

• 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 your clients and as the escalation point when something goes wrong
• Present to clients through regular on-site visits and business reviews to show the value we deliver and identify where we can do more for them

• Stay close to what we deliver for each client: the product, the delivery plan and the 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 your 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 your accounts, and bring them to the VP of Account Management and the Global Head of Account Management to shape the account plan

You have done this before: you have owned large enterprise accounts, stayed close to the detail of what was delivered, and grown the relationship over several years. In practice, that looks like this.

• 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
• Results you can quantify 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
• Ability to travel regularly for in-person client meetings
• A technical background, such as pre-sales, solutions engineering or technical project management
• Direct experience with rights holders, leagues or broadcasters
• Experience with live event or OTT streaming environments
• E…