Account Director

📋 Sales/Account Management 🏬 Manager/Player Coach Location: London Hybrid (2 / 3 days in the office) native has been building for 10 years, but we're still very much a startup: fast-moving, ambitious, and building with intent. We're creating the infrastructure that connects students, Students’ Unions, universities, and advertisers through a managed marketplace. Our goal is to deliver for students by increasing student engagement while enabling Students’ Unions to secure sustainable funding. For advertisers, we offer meaningful, measurable routes to student audiences. The more aligned these incentives are, the more defensible and scalable our business becomes. The Opportunity We're hiring a Account Director who leads a team of three to four account managers while personally owning a focused book of around 10 to 15 higher-value accounts. It is a hands-on, hybrid role: you coach and manage the team day to day while modelling consultative selling on your own clients. native's account base has largely been sold transactionally, often a single space at freshers' fairs, so most clients have had a great experience but have never been shown the wider opportunity. Some have not been contacted for the best part of a year. This role exists to change that, shifting the team from transactional selling to consultative, relationship-led growth, and growing accounts the way the Lady Garden charity campaign scaled from ac.£20K activation to a c.£300K partnership. Performance Objectives Success in this role is defined by outcomes, not activity. In the first 6 to 12 months the Account Director will: Take full ownership of the team. Directly manage, coach and develop the three to four account managers so they no longer need day-to-day oversight from the Head of Account Management, with structured 1:1s, clear standards and ownership of performance. Shift the team from transactional to consultative selling. Embed a regular client- contact cadence (for example monthly relationship calls), account planning and organic opportunity-spotting, replacing reactive, freshers-only contact. Grow a personal book of c.10–15 higher-value accounts. Model the consultative approach first-hand, growing accounts from £5K bookings to £100K+ in annual bookings over time. Lift team performance and share of wallet. Increase retention, repeat spend and average deal value across the team's book, with visible movement of accounts up the value ladder. Raise the talent bar. Assess a mixed-ability team, upskill those with potential, and support fair, decisive performance management of those who are not at the required level, alongside the Head of Account Management What you’ll be working on As a Account Director, you’ll be responsible for... Lead, coach and develop a team of three to four account managers, balancing pace with quality. Own and grow a personal book of c.10–15 higher-value accounts (below the enterprise tier, which sits elsewhere in the…