Strategic Account Director

Job Description:

We’re Antenna, a data and analytics startup that aims to expand knowledge of subscriber behavior so brands can entertain, inspire, and empower the world. We provide industry and competitive benchmarks across key metrics so our customers can know ‘what good looks like’, market intelligence so they can learn how to build a best-in-class business, and insights to inform their strategic decisions making. Antenna is the market standard for subscription analytics.

We're looking for a Strategic Account Director who will manage and grow our existing customer relationships, during a season of taking many new data solutions to market. You will successfully own customer expansion for Antenna’s largest clients by ensuring they are fully leveraging Antenna data products, and collaborate closely with the Product and Commercial teams to run pilot programs, gather market input on new products, and move products out of beta mode. As an early member of the Account management team, you are excited to build best practices from the ground up and can thrive in dynamic environments. You will collaborate regularly with Customer Success, Analytics, Sales, and Product to ensure Antenna is delivering on our promise to customers. We will rely on you to be an ambassador for the Antenna brand, educating the market on how Antenna can be a critical input to their business decisions.

You will report to the VP, Client Services. Antenna is remote-first and welcomes applicants from anywhere in the United States.

What You’ll Do

• Be the primary account partner for key customers by deeply understanding their business goals and how Antenna data can drive results
• Meet Antenna’s revenue goals by increasing ARR and NRR from our existing customer relationships. You will do this by proactively identifying opportunities, managing a plan to increase customer engagement, and collaborating with a cross-functional team who enables customers to gain value from Antenna data
• Grow relationships with customers using a consultative approach and leverage the full suite of Antenna data use cases. Champion new products ensuring our customers understand the full value proposition of new, unknown Antenna data solutions
• Support a highly coordinated effort of meeting customer needs and collaborating with Product teams on future product improvements
• Work closely with the VP, Client Services to develop strategies for account management at Antenna

Who You Are

• Proven track record of growing complex enterprise customer accounts with six figure contract values through renewals and expansions, and consistently meeting quota targets
• Proven track record of successfully taking new products to market with tight collaboration with cross functional teams in Product. This includes experience in molding beta-stage products to be market-ready, developing creative pricing strategies, and collaborating with technical teams to alter the trajectory of products based on client feedback
• Strong track record in account management roles, especially in high-growth, early-stage startups
• Strong track record of value-based selling and/or using a consultative approach leveraging insights
• Strong track record of collaborating with cross functional teams, like Customer Success and Analytics, to ensure customer engagement
• Experience working effectively with technical and product teams
• Excellent communication skills, especially around a complicated product
• Experience presenting to and influencing key stakeholders at all levels of an organization
• 5-8+ years of relevant experience in consultative sales with a track record of expanding relationships
• Comfortable with change and ambiguity, and energized by high growth environments
• You are fascinated by the new subscriber economy — streaming and the rest — and have developed deep relationships across the ecosystem

Compensation

The expected compensation for this role is an annual on-target earnings of $170,000 - $270,000. The final compensation will be determined after evaluating a candidate’s experience, skills, etc.

Antenna's Benefits

• Work from anywhere in the US
• Competitive base salary
• Meaningful stock options
• Full healthcare benefits
• Unlimited PTO + closed last week of December
• 401k plan with no waiting period
• Home office set-up reimbursement
• Monthly co-working reimbursement
• Monthly Health & Wellness reimbursement
• Parental Leave policy
• And more!

About Antenna

Antenna is the leading provider of data and analytics for the U.S. Subscription Economy. Our standardized metrics, competitive benchmarks, syndicated insights, and market intelligence are used by some of the most trusted brands across media and entertainment sectors to better understand subscriber behavior and successfully navigate the rapidly changing consumer subscription landscape.

Founded in 2019 by Jonathan Carson, a successful serial entrepreneur with deep roots in data and analytics, and Rameez Tase, a seasoned executive in media and analytics, Antenna’s mission is supported by top investors with global expertise in media and technology: Raine Ventures, BDMI, UTA Ventures, and many more. Antenna is powered by a dedicated group of individuals who are intellectually curious, passionate about service, and committed to supporting the needs of Antenna clients and each other every day. As a small remote-first team, Antenna team members have the opportunity to work alongside senior leaders and professionally grow with an early-stage team.