Account Director

The Opportunity

We are looking for an Account Director who will be accountable for the strategic health, growth and delivery performance of a portfolio of priority client accounts. The role combines senior client partnership with commercial ownership and cross-functional leadership, translating client priorities into clear opportunities, programmes and measurable outcomes. The Account Director builds trusted senior relationships, grows revenue sustainably, protects margin and client experience, and ensures the right Chesamel capabilities are mobilised behind each opportunity. The role is expected to reduce dependency on executive intervention by creating strong account governance, clear ownership and disciplined follow-through.

A successful Account Director creates a portfolio that grows because clients actively choose to deepen the partnership. Senior relationships are strong, opportunities are visible and converted, delivery is healthy, commercial performance is understood, and the account team can execute confidently without unnecessary executive intervention.

What You Will Own

Client & Market Impact

Build deep, senior relationships and ensure Chesamel is understood as a strategic partner rather than a transactional supplier.

• Own the strategic relationship plan for allocated accounts, including stakeholder mapping, relationship strength, influence and whitespace.
• Act as a credible senior partner to clients, understanding their objectives, operating context, pressures and future priorities.
• Lead purposeful business reviews, QBRs and strategic account conversations with clear outcomes and follow-through.
• Translate client challenges into structured programmes, solutions and success measures.
• Maintain high client confidence through proactive communication, expectation management and early resolution of issues.
• Represent Chesamel externally with executive presence, judgement and a strong understanding of the client's business.

Commercial & Revenue Growth

Create sustainable account growth by identifying, shaping and converting opportunities that are valuable for the client and commercially sound for Chesamel.

• Own commercial performance across allocated accounts, including revenue, gross margin, pipeline, forecast and renewal outlook.
• Identify and convert upsell, cross-sell and expansion opportunities across Chesamel's capabilities, including embedded talent, Modern, Communities of Excellence, AgentCraft / AI-enabled delivery and learning solutions where relevant.
• Lead the development of proposals, scopes of work, commercial models and client investment cases.
• Maintain disciplined opportunity and account data in HubSpot, with clear stages, values, next actions and probability.
• Partner with Finance and delivery leads on pricing, resourcing, margin, forecast and commercial risk.
• Use case studies, outcome data and delivery proof to create the next client conversation and deepen account penetration.

Operational Agility & Excellence

Ensure client promises are converted into high-quality, governed and scalable delivery without the Account Director becoming the day-to-day project manager.

• Set the account operating rhythm, governance standards, escalation routes and decision rights.
• Ensure effective handoff from opportunity to solution, resourcing, delivery and measurement.
• Maintain oversight of portfolio delivery health, client commitments, budget, risk and dependencies across multiple workstreams.
• Ensure delivery teams are clear on scope, outcomes, success measures, service expectations and stakeholder needs.
• Anticipate delivery or relationship risk early and mobilise the right internal support before issues become client escalations.
• Continuously improve account ways of working so delivery becomes more efficient, repeatable and scalable.

Leadership, Capability & Community

Build a high-accountability client team that operates with pace, commercial awareness and AI-enabled ways of working.

• Lead, coach and hold Senior Account Managers / Account Managers to account for client, commercial and delivery outcomes.
• Create clear ownership so routine decisions and actions are resolved at the right level rather than escalating upwards.
• Collaborate across Growth, Talent, People, Operations, Finance, Modern, AI / Digital and specialist communities.
• Champion AI-enabled ways of working that improve quality, productivity and client value while retaining human judgement and oversight.
• Contribute to account playbooks, tools, case studies and reusable IP that improve client delivery across Chesamel.
• Role-model Chesamel's values of Community, Accountability and Momentum.

What You Bring

Experience

• Minimum 5+ years in senior account, client partnership, consultancy, agency, technology or professional services roles.
• Demonstrable ownership of complex B2B / enterprise accounts with material commercial responsibility.
• Track record of growing accounts through senior relationships, consultative selling, cross-sell and expansion.
• Experience overseeing multi-workstream delivery and resolving complex client, operational and commercial issues.
• Experience leading and developing account teams and working through cross-functional delivery models.
• Experience with large technology organisations or Google environments is advantageous, but not essential.

Knowledge & Skills

• Pragmatic problem-solving skills and the ability to apply bold, creative thought to address partner challenges.
• Strong strategic account planning, stakeholder mapping and relationship management.
• High commercial literacy, including revenue, margin, pricing, forecasting and proposal development.
• Excellent written and verbal communication, including senior presentations, proposals and business reviews.
• Strong HubSpot / CRM discipline and confidence using data to manage performance.
• Confident working with generative AI and digital tools to improve productivity, insight and client outcomes.
• Able to translate complexity into clear priorities, owners, decisions and next steps.

Personal Style

• Client-first without becoming client-led: able to challenge constructively and protect commercial and delivery integrity.
• High ownership, low ego and comfortable working in an agile, evolving environment.
• Commercially ambitious while maintaining quality and long-term partnership trust.
• Calm under pressure, decisive with incomplete information and proactive about risk.
• Naturally collaborative, inclusive and generous with knowledge.