Account director

Deltatre S.p.A.; Toronto; On-site; CAD 160,000 - 200,000; Full time

Job summary

Deltatre seeks an Account Director to own two to three large NA client accounts, driving renewals, upsell and cross-sell with Sales, Product and Delivery teams. This is a hands-on role, reporting to the VP of Account Management, with regular travel for client engagements.

You will stay closely aligned with product delivery, explain client needs to technical teams, and shape account plans for sustained growth across North America.

Qualifications

• 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
• 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

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 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

Skills

Account management

Client partnerships

SaaS

Enterprise tech

Multi-stakeholder

Job description

We are the tech company behind the media and sporting moments that matter.

Over four decades, Deltatre has grown to employ more than 1,000 experts worldwide.

We're trusted by the biggest broadcasters, telcos, media companies, sport governing bodies, leagues, and federations.

Our products, innovation, dependability, and people continue to redefine how the value of live and on-demand sport, film, TV, and news content is maximized across streaming, digital, data, graphics, officiating, and through marketplace strategy and growth services.

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 BritBox. 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.

Responsibilities

Account Ownership

• 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

Delivery Partnership

• 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

Commercial Ownership

• 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

Account Insight

• 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

Required

• 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

Valued

• 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
• Experience in a role that combined selling and account management
• Experience working in a global team across time zones

Who Thrives Here

This is an individual contributor role in a global Account Management team. You own your accounts, report to the VP of Account Management and work closely with the Global Head of Account Management. You shape the plan for your accounts; strategy for the region and the business is set by the senior team. Many of our North American clients are in the New York area, and you will meet them in person regularly.

You get into the detail: you know what we deliver for each client and you hear about a problem before the client has to raise it. You prefer long-cycle relationship work to new-logo hunting, and your best experiences have taken an account from contract signature to a multi-year partnership. If you see this role as a first step toward a larger scope, tell us. We want to hear it.

Process and what to expect

The salary range for this role is set in between CAD 160,000 and CAD 200,000, plus Commission.

Interview Stages

• Introductory conversation with Talent Acquisition – get to know each other, talk through your client experience, and ask us anything about Deltatre and the role.
• Conversation with the Global Head of Account Management – how the role fits into the wider portfolio and strategy.
• Conversation with the VP of Account Management – a day-to-day view of the role and the North American client base.
• 30-minute final conversation with the Chief Revenue Officer.

If any of these formats would be difficult for you, tell us – we adjust regularly and can usually accommodate.

Accessibility and accommodation questions are welcome at any stage. Tell us what would work for you.