Account Director, Client Solutions (EMEA)

Account Director, Client Solutions (EMEA)

Location: Remote. Continental Europe or compatible time zone preferred. (roughly UTC-1 to UTC+3)

Clients: Global. Primarily EMEA and North American.

Reports to: VP of Solutions

Salary Range: $80,000 - $150,000 USD annually, plus bonus/commission based on acquisition and growth of client accounts. Compensation dependent on candidate experience and location.

About McGaw

Our Mission at McGaw.io is to help companies of all sizes realize their customer data is their most valuable business asset, and we help them realize that through customer data infrastructure, high power analytics, marketing automation, personalization, and funnel optimization.

McGaw.io supports businesses with analytics, marketing automation, customer data platforms, data piping, websites, AB testing, and all sorts of marketing operations. As we derive insights from these technical efforts, we also inform & execute growth strategies that routinely move the needle for our clients.

Our track record is impeccable, and our leadership has supported some of the fastest-growing companies in the world. McGaw.io’s core client base sells online and has complex data and marketing practices that drive our team to dig deeper every day.

Mission

Own a portfolio of client relationships. Set the strategy, keep accounts healthy and profitable, grow them, win new ones, and get the technical work delivered through the team rather than by doing it yourself.

Why this role exists

Accounts need a senior owner accountable for whether they renew and whether they grow. Outside North America that accountability sits in the wrong time zone, so the client's executive sponsor talks to us at the end of their day and the relationship runs a meeting behind.

This is the commercial and strategic owner. It is not the technical builder.

Three problems this role solves:

1. Nobody outside North America is accountable for account health, retention, and expansion.
2. Executive conversations happen at inconvenient hours, so they happen less often.
3. Expansion is reactive. Nobody plans the next six months before the current scope runs out, and nobody runs discovery in European hours.

Responsibilities

Relationship ownership

• Own the relationship at executive level. You are who the client's CMO or VP of Growth calls.
• Run the cadence: biweekly client meetings, monthly roadmap and SOW reviews, quarterly business reviews covering results, maturity, next quarter, and risks.
• Keep the client informed before they have to ask. Never surprise them on budget or timeline.

Strategy and consulting

• Find where revenue leaks across acquisition, conversion, and retention. Map every problem to pain, metric, impact, and fix.
• Build and defend the growth roadmap with the client, not at them.
• Do the strategic hands-on work yourself: measurement frameworks, KPI definition, funnel and cohort analysis, lifecycle program design, experiment roadmaps, readouts.
• Translate technical decisions into business consequences the client can act on.

Delegation and project leadership

• Scope the work, then hand it to architects and engineers with enough detail that it gets built right.
• Manage the project, not the build. Sprint cadence, board hygiene, dependencies, risks, critical path.
• Review delivered work against the client's objectives before it ships. You are not the QA engineer, but you are accountable for whether the client got what they were told they would get.
• Know enough to challenge an estimate and spot a bad technical answer. You do not write the code.

New business

• Run pre-sales discovery. Qualify hard, and say no when a prospect is not ready.
• Build and present proposals: scope, phasing, investment, and the business case. Presented live, never sent cold.
• Price work so it delivers profitably. A generous estimate at proposal is a delivery problem in month three.
• Work with Sales through qualification, discovery, and close, then take the account into delivery.

Commercial

• Own retention and expansion on your portfolio. You are measured on both.
• Every scope change gets estimated, documented, and confirmed in writing before work starts.
• Run the six-month roadmap cycle so the next engagement is signed before the current one ends.

Skills and experience

Required

• Fully fluent in English. That is the company's working language.
• Multilingual with professional working proficiency in English as well as German, French, Spanish, or Italian.
• 10+ years in consulting, agency, or professional services. At least 5 owning senior client relationships with a revenue number attached.
• Understand the full marketing lifecycle: demand generation, nurturing, acquisition, retention, and growth, and where revenue leaks between the stages.
• Understand how martech drives marketing, from ads to CDPs to marketing engagement platforms, CRM, and analytics.
• Advise on the systems below: which to use, how they fit together, the tradeoffs, and how to get more from what a client already owns. You do not configure them. You do need to be right about them, and to spot a bad technical answer when you are given one.
• Advanced understanding of marketing and growth analytics, attribution, and how to leverage data to improve marketing returns.
• Track record retaining and expanding accounts, with figures a former manager would confirm.
• Pre-sales experience: discovery, scoping, writing proposals, and presenting them to executive buyers.
• Scope and price technical work profitably.
• Know how European businesses buy, contract, and operate across markets, including procurement, data protection, and consent.

Systems. Advisory command of these. Depth in at least three groups.

• Customer data platforms: Segment, Hightouch, RudderStack
• Analytics: Amplitude, Mixpanel, GA4
• Lifecycle and marketing automation: Braze, Customer.io, HubSpot, Marketo, Iterable
• Warehouse and transformation: Snowflake, BigQuery, dbt
• Tag management: Google Tag Manager, server-side GTM
• CRM: Salesforce, HubSpot
• Consent management: OneTrust, Cookiebot, Didomi

Preferred

• Accounts across multiple countries or regulatory regimes.
• Work across both European and North American clients.
• Built or seeded a regional practice before.

What you get out of this

• You own the full commercial arc of an account, from discovery through renewal and expansion. At a larger firm that is three people's jobs.
• The customer data layer is changing right now. Warehouse-native patterns, composable CDPs, and reverse ETL are replacing a decade of assumptions. You advise on the new pattern while most of the market still sells the old one.
• We work across the full client stack, not just individual systems or specific vendors. That includes telling a client when they already have what they need.
• Many industries and stacks in a year instead of one in five, on both sides of the Atlantic.

Observable indicators

Month 2

• Onboarded onto your accounts, each with a current-state assessment and named client objectives.
• Time tracked in Harvest weekly, without reminders.
• Every account's decision-maker has met you and knows what you own.

Month 4

• Running your accounts independently: meetings, roadmap reviews, budget conversations, scope changes.
• Every account has three or more months of planned roadmap.
• Zero undocumented scope changes.
• Technical work delegated with specs good enough that it does not come back for rework.
• Running discovery calls and contributing to proposals.

Month 6

• 90% of client objectives hit within the project timeline.
• Labor efficiency ratio of 3.0 across your portfolio.
• Client approval for a case study or testimonial on at least one account.
• Writing and presenting proposals independently.

Month 9

• 80% retention of your accounts in recurring contracts over a rolling three months.
• 20% of your retainers expanded over a rolling 90 days.
• Your proposals deliver at or above target labor efficiency. Your estimates hold up.
• Representing McGaw independently in sales and partner meetings.

What this role is not

• Not a hands-on build seat although you will get into the tools if you need to.
• Not a prospecting seat. You run discovery, write and present proposals, own retention and expansion, and earn commission on it. You do not cold prospect.
• Not a people management seat at hire. You direct a project team. Managing a team comes later, if the business grows and you have shown you can.

Values

• Never Settle, Be Amazing. Fix it properly, not just enough to close the ticket.
• Get Better Every Day. Ask for feedback and change what you do when you get it.
• Give Context and Set the Stage. Nobody on your account is surprised by what you already knew.
• Let the Data Create Transparency. Recommendations come with evidence. So does bad news.
• Show Hospitality to Build Trust. Clients and teammates get proactive, responsive treatment.

Plus extreme ownership. Own the outcome, surface blockers early, and never hand a problem back to the person who gave it to you.

Benefits

• Flexible PTO
• Flexible hours
• Work remotely
• Monthly per diem for premium health, dental, and vision coverage if not already available
• Maternity and paternity leave
• Retirement contribution of 3% of salary annually.
• Company laptop, monitor, and remote setup equipment
• National holidays off.
• Radically transparent workplace
• Room to act on your own ideas

The job in practice

McGaw is a customer data and revenue operations consultancy. Clients come to us with traffic, tools, and data, and no system connecting them. We find where revenue leaks across acquisition, conversion, and retention, then we fix it with our hands on the keyboards.

The CDP is the center of most of our work. We build on Segment, Hightouch, and RudderStack, chosen per client. We work across the full client stack, not just individual systems or specific vendors.

Our clients are in North America and Europe. Your portfolio will be a mix.

Month 1. Learn our clients, delivery model, and commercial standards. Meet every stakeholder on your accounts. Shadow client meetings, QBRs, and pre-sales calls.

Months 2 and 3. Take ownership of your accounts. Run the meetings, rebuild the roadmaps, take over the budget conversations. An experienced account owner stays close.

Months 4 to 6. Run your portfolio independently. Hit your labor efficiency target. Start running discovery and writing proposals.

After 6 months. You own the commercial arc on your accounts, from first discovery call through renewal. You help define what the next hires look like.

What is hard. You are accountable for delivery you did not perform, done mostly by people in another time zone. Managing that gap is most of the job. Pre-sales competes with delivery, and both are urgent. Work is billable by the hour, so time tracking is not optional. Expansion targets are real and measured.

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