Client Growth Director

About ICP

ICP is a global leader in Content Operations, partnering with brands including Unilever, Diageo, Coca-Cola, Mars, P&G, Starbucks, Coty, L'Oreal, NBCU, and Aetna. With offices in Atlanta, London, Mexico City, Mumbai, and Shanghai, ICP delivers content management, logistics, creative operations, production, and digital commerce enablement.

Who We Are

At ICP, our values are: Curious, Focused, Creative, Trustworthy, and Inclusive.

We're A People First Company

Benefits include hybrid working, generous paid time off, paid holidays, volunteer time off, Summer half-day Fridays, competitive medical, dental, and vision benefits, mental health support, and a robust savings plan.

Role Overview

The Client Growth Director owns the commercial relationship for a portfolio of ICP's assigned accounts and is responsible for the booking number. The role creates value by bringing commercially led strategic thinking, and sits within the Sales organisation. The CGD leads and is accountable for commercial growth across the portfolio, including renewals, upsell and cross-sell. The role reports to the Chief Revenue Officer and Growth Partner and works in partnership with the Engagement Lead, who owns delivery, revenue recognition, and client satisfaction.

Key Responsibilities

• Act as a trusted growth advisor, bringing a commercial POV to clients and engaging across the relationship lifecycle.
• Build wide and deep client relationships across the account's whitespace roster, and map and maintain decision makers, budget holders, influencers, champions, and blockers.
• Own and maintain the account whitespace in HubSpot as a living account-planning tool.
• Carry and deliver an annual commercial growth target across the assigned portfolio, protecting the base and expanding it.
• Shape well-structured, profitable engagements in partnership with Solution Specialists and the Engagement Lead.
• Run structured account planning and growth reviews on a regular cadence.
• Lead the end-to-end commercial and contracting process, including proposals, pricing, negotiation, MSAs, SOWs, and order forms, and uphold pricing and discount governance.
• Partner with the Engagement Lead on handovers, Quarterly Business Reviews, and account health monitoring.
• Operate as a growth connector across ICP, collaborating with Solution Specialists, Marketing, Delivery, Finance, and Partner Managers.
• Maintain healthy pipeline coverage, keep HubSpot accurate, and provide disciplined weekly forecasting.
• Own account cash health, including ageing receivables, in partnership with Finance.
• File and maintain all commercial documents and ensure commercial compliance on every deal.

How Success Is Measured

• Commercial growth (bookings) versus target, primarily renewals plus upsell and cross-sell.
• Pipeline coverage ratio (target 4x) and forecast accuracy.
• Whitespace penetration progress and reduction in zero- and low-penetration cells.
• Depth and breadth of senior client relationships and proactive, insight-led engagement.
• Quality of cross-functional collaboration.
• Cash flow health and DSO for assigned accounts.
• HubSpot data quality.

Experience and Qualifications

Required

• Proven track record building senior, trusted relationships in an enterprise, consultative account management or advisory environment, and consistently growing existing accounts through upsell and cross-sell.
• Experience owning complex, multi-stakeholder commercial processes and negotiating MSAs, SOWs, and commercial terms with Legal, Finance, and Procurement.
• Comfort bringing an independent point of view to senior client stakeholders.
• Strong CRM discipline (HubSpot preferred) and reliable forecasting.
• Comfort operating in a split growth and delivery model.

Preferred

• Domain knowledge in content operations and associated technology platforms such as DAM, PIM, PXM, digital shelf, creative operations, or marketing technology.