Account Director

About the Company

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

Growth is organised into six sector pods. Each pod owns a vertical: FMCG & Hospitality, Lifestyle, Tech & Entertainment, Travel & Recruitment, PBSA, or Agencies.

As Account Director, you own the sector strategy, targets, and account allocation for your pod. You'll manage 2-3 Account Growth Managers and carry your own accounts. This is a player-coach role: you're in deals, coaching your team, and building the playbook for your sector.

What you’ll be working on

• Owning the revenue target for your pod
• Managing 2-3 Account Growth Managers
• Carrying your own book of 10-15 accounts
• Developing sector strategy: who are the target accounts, what are the buying triggers, when do they buy
• Developing and continually enhancing a sector playbook that becomes the strategic operation and execution manual for your team
• Running weekly pipeline reviews and deal coaching with your team
• Allocating accounts across AGMs based on workload and fit
• Building relationships with senior contacts at key accounts
• Working with SDRs to direct pipeline generation toward high-potential prospects in your sector

What we’re looking for

We are committed to lifting everyone up. We seek to enable people’s best work by optimising for freedom with accountability. You’ll get the most out of this role if you can bring:

• 4-6 years in sales, ideally in media, advertising, or marketing services
• Experience managing or mentoring junior salespeople
• Deep knowledge of a specific sector (FMCG, retail, travel, recruitment, property, or similar)
• Track record of growing accounts, not just closing new business
• Comfortable building sector strategy and identifying market opportunities
• Strong on process: pipeline management, forecasting, account planning