Responsibilities
- Executive relationship management – serve as the Samba Client lead and strategic advisor for middle management to VP stakeholders across your book of business of 7+ accounts.
- Cross-functional orchestration – lead complex, multi-quarter engagements involving Product, Engineering, Data, Legal, and Sales teams.
- Strategic account planning – execute multi-year success plans aligned with client business transformation initiatives for your book of business.
- Cross-departmental alignment – partner with Sales, Product, and Marketing leadership to ensure seamless customer experience and revenue optimization.
- Data-driven insights – support reporting frameworks and business intelligence capabilities to drive strategic decision-making.
- Drive expansion strategy – identify and execute systematic approaches to account growth, including whitespace analysis and expansion planning.
- Renewal excellence – lead complex, high-stakes renewal negotiations and ensure predictable revenue retention.
- Commercial partnership – collaborate closely with Sales leadership on enterprise deals, transitions, and strategic account development.
- Executive Engagement: Conduct bi-annual strategic business reviews with 100% of Tier 1 accounts, including C-level participation.
- Renewal Excellence: Maintain >98% gross dollar retention across Your portfolio.
Requirements
- Minimum 5+ years in Customer Success roles with minimum 2+ years serving as the direct client lead, preferably in enterprise B2B, SaaS, Ad-Tech environments.
- Enterprise account management expertise – personal experience managing $1M+ ARR accounts and leading complex, multi-stakeholder engagements.
- Executive presence and gravitas – comfortable presenting to and influencing C-level executives and boards on strategic initiatives and business outcomes.
- Data analytics and business intelligence expertise – specific emphasis on Data Analytics, Cloud, Collaboration, or Identity solutions with ability to drive technical and business value conversations.
- Commercial sophistication – experience with complex contract negotiations, multi-million dollar renewals, and strategic partnership development.
- Cross-functional leadership – proven ability to influence and coordinate across Product, Engineering, Sales, and Marketing teams without direct authority.
- Deep domain knowledge in DaaS, SaaS, and IaaS business models (TV and Streaming), including data collaboration, identity resolution, and cloud ecosystems.
- Scaling expertise – experience managing concurrent portfolios of 7+ enterprise accounts totaling $2M+ in ARR.
- Process and systems thinking – demonstrated ability to design and implement scalable customer success operations and methodologies.
- Bachelor's degree required; MBA considered a plus.
- Customer Success or Account Management certifications (Gainsight, Totango, or equivalent) preferred.
- Prior Senior CSM or above experience in Customer Success, Account Management, or related customer-facing functions.
- Industry expertise in adtech/martech, television/media, or data analytics ecosystems.
- Technical background with ability to engage in deep technical conversations with engineering and data science teams.
- Consulting or professional services experience in enterprise technology implementations.
Skills Required
- 5+ years in Customer Success roles
- 2+ years serving as direct client lead in enterprise B2B environments
- Experience managing $1M+ ARR accounts
- Bachelor's degree required
What We Do
Television remains a vibrant cultural influence and an essential source of entertainment and information worldwide. Tremendous growth in content choices, and viewing platforms that allow us to watch anything, anytime, on any screen, has actually made it harder for viewers to discover and keep up with all the great programming available. It’s also more competitive for content providers to keep your attention, and for marketers to make strong, measurable connections with their target consumers. Technology that improves the viewing experience, enables content discovery, and addresses audience fragmentation across screens will strengthen television’s business model and relevance to consumers. Data is at the center of any solution to make TV better. Samba TV's technology is built into Smart TVs and easily maps to smart phones and tablets. By recognizing what's on screen, Samba TV learns what viewers like and using machine learning algorithms, enables discovery of shows and actors in a whole new way. Likewise, our data and measurement products are transforming the way stakeholders across the media landscape are thinking about their business. Given the dramatic growth in streaming services, connected devices, time-shifting, and multi-screen viewership, our data products solve real problems and create a meaningful competitive advantage for our clients.
