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Senior Vice President, Global Account Management
Integral Ad Science
New York, NY, United States
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The Senior Vice President, Global Account Management, as a member of the Revenue Management Team, will be responsible for building a strong and scalable foundation and developing and driving company-wide best practices and processes for Account Management. The SVP Account Management will play a key role in helping to sustain IAS’ hyper growth and enable the company to reach the next level. In this role, you’ll be overseeing our Account Management team globally, fostering them to help drive organic business growth and ensuring our clients are getting the most they can out of our platform. You’ll work alongside senior leaders, help establish best practices for Account Management, and have some fun with the team along the way.
Specifically, the ideal candidate will own the following responsibilities:
• Bring operational rigor to the business and help streamline and enhance processes identifying opportunities for continuous improvement
• Manage a team of 3 Regional VPs (Americas, EMEA and APAC) - total team size of ~50
• Implement best practices that drive continued growth, helping IAS solidify itself as a best-in-class company
• Be a strategic business partner to the CRO. In addition, work closely with functions across the organization to create a strong and collaborative partnership that will ensure continued success.
• Create a thoughtful, repeatable process around the entire customer lifecycle and customer experience to ensure continued success, customer retention and ultimately revenue growth
• Work in partnership with CRO to oversee company-wide policy and programs relating to Account Management, quality of service and experience, and operational excellence
• Manage a base of $142.5 million and achieve growth of 30%+
• Increase renewal rates and reduce churn
• Expand revenue in accounts through cross-sell and up-sell in partnership with sales team
• Influence future lifetime value through higher product adoption, customer satisfaction and overall health scores
• Drive new business growth through greater advocacy and referenceability
• Define segmentation of customer base and varying strategies
• Align with Marketing around marketing to existing clients
• Align with Product around driving product roadmap
• Align with Client Services to ensure seamless implementation and client expectations
• Align with Account Executive Teams around cross-sell and up-sell and focus on selling with a retention focus
• Align with Sales Strategy and Operations around measurement and forecasting
• Create company-wide customer feedback loop
Qualifications & Experience:
• Strong operational DNA, an understanding of what it takes to successfully scale a SaaS business
• Demonstrated history of ‘rolling up his/her sleeves’ to drive significant and impactful change
• Experience scaling a business quickly and helping it mature by establishing operational excellence and repeatable processes
• Demonstrated ability to bring operational consistency to the customer journey, leading to an outstanding customer experience and high levels of customer satisfaction
• Entrepreneurial mindset, but brings operations experience within software organizations at scale
• Record of meaningful contribution to a Company’s strategic direction, and most importantly, executing on that strategy
• Understanding of how to successfully manage a portfolio of solutions
• Global outlook with the ability to replicate processes worldwide
• Gravitas and pedigree needed to lead a growing global team
Education/Certifications and Personal Characteristics:
• Undergraduate degree required; Advanced degree desirable
• Leadership-oriented, authentic, and team-focused
• Will be an evangelist for IAS (both internally and externally) and inspire change
• Live IAS’s core values: ensure Account Management, focus on results, and strive for excellence
• High level of energy, dedication, and an unrelenting drive to succeed and win
• Values cross-functional management and a fast-pace, low-politics type of environment
• A dynamic forward-thinking executive. Transparent, collaborative and not afraid to make hard decisions and make changes
• A professional with the intellect and the executive presence to become a true business partner across the corporate and field functions – someone who is capable of contributing to broader business conversations beyond his/her functional expertise
• Excellent communicator, both written and verbal
• A reputation for unquestionable ethics and integrity
• Values diversity and treats all people with respect and dignity
About Integral Ad Science
Integral Ad Science (IAS) is a global technology and data company that builds verification, optimization, and analytics solutions to empower the advertising industry to effectively influence consumers everywhere, on every device. We solve the most pressing problems for brands, agencies, publishers, and technology companies by verifying that every impression has the opportunity to be effective, optimizing towards opportunities to consistently improve results, and analyzing digital’s impact on consumer actions. Built on data science and engineering, IAS is headquartered in New York with global operations in ten countries. Our growth and innovation have been recognized in Inc. 500, Crain’s Fast 50, Forbes America’s Most Promising Companies, and I-COM’s Smart Data Marketing Technology Company. IAS was also named to Crain’s Best Places to Work in NYC for the past four years, Great Companies to Work For in NYS, and AdAge's list of Best Places to Work in the US the past two years.
Equal Opportunity Employer:
IAS is an equal opportunity employer, committed to our diversity and inclusiveness. We will consider all qualified applicants without regard to race, color, nationality, gender, gender identity or expression, sexual orientation, religion, disability or age. We strongly encourage women, people of color, members of the LGBTQIA community, people with disabilities and veterans to apply.
Attention agency/3rd party recruiters: IAS does not accept any unsolicited resumes or candidate profiles. If you are interested in becoming an IAS recruiting partner, please send an email introducing your company to recruitingagencies@integralads.com. We will get back to you if there's interest in a partnership.