Director, Client Services

Overview

You own relationships with 8-12 enterprise brand accounts that are running influencer marketing campaigns through Fohr's predictive platform. Half your time is strategic account management (renewals, upsells, QBRs), the other half is rolling up your sleeves on campaign execution - helping clients use the platform's predictive data to select creators, then managing those campaigns to prove ROI. You're selling them on expanding usage while also proving the core value prop actually works.

Role Snapshot

Company Context

Stage: Appears to be Series A/B stage (89 employees, established product, enterprise clients)

Size: 89 employees

Growth: Actively hiring across client services and sales roles - signals expansion mode

Market Position: Challenger trying to bring performance marketing rigor to influencer space - they're competing against both manual creator selection and lighter-weight influencer platforms

GTM Reality

Pipeline Sources:

• 100% existing customer base - this is pure account management
• Expansion opportunities come from: additional budget allocation, new product lines, new geographic markets, platform adoption across more brand teams

SDR/AE Structure: You're post-sale. Enterprise Growth Director handles new logos, you handle growth within accounts.

SE Support: Likely minimal - you're expected to be the product expert and train clients on the platform yourself.

Competitive Landscape

Main Competitors: Other influencer platforms (AspireIQ, CreatorIQ, Grin), influencer agencies, and the big threat - clients doing it manually with spreadsheets and Instagram DMs

How They Differentiate: Predictive analytics for creator performance - trying to replace gut-feel selection with data

Common Objections: "Our team knows influencers better than an algorithm," "We have existing creator relationships," "How do we know your predictions are accurate?"

Win Themes: Performance predictability, reducing wasted spend on creators who don't convert, scaling what works

What You'll Actually Do

Time Breakdown

Campaign Execution (40%) | Strategic Account Management (35%) | Internal Coordination (25%)

Key Activities

• Campaign Planning & Creator Selection: Working with brand teams to define campaign goals, using Fohr's platform to recommend creators based on predictive data, getting client buy-in on recommendations vs. their preferred influencers
• Campaign Management: Coordinating creator outreach, negotiating rates, managing content approvals, tracking deliverables, measuring performance against predictions
• Account Reviews & Renewals: Monthly check-ins, quarterly business reviews showing campaign ROI, building renewal cases 3-4 months before contract ends, defending budget when marketing budgets get cut
• Upsell Development: Identifying expansion opportunities (new product launches, untapped channels, bigger budgets), building business cases for increased platform investment, navigating procurement for contract amendments
• Client Training & Adoption: Teaching brand teams how to use the platform, evangelizing the data-driven approach internally at client companies, fighting the "but we like working with this influencer even though the data says no" conversations

The Honest Reality

What's Hard

• Proving the new way works: You're convincing marketers to trust algorithms over their instincts about which influencers to work with. Many will want to override the data with their preferred creators.
• Campaign execution grind: Despite the "Director" title, you're still in the weeds managing creator contracts, content approvals, and deliverable tracking. It's account management + project management.
• Renewal pressure in uncertain times: Influencer marketing budgets are often first to get cut when times are tough. You're constantly justifying ROI and fighting for budget.
• Cross-functional chaos: You're coordinating between Fohr's platform team, your client's marketing team, external creators, legal, finance. Lots of stakeholder wrangling.
• Platform limitations: No software is perfect. You'll spend time working around product gaps and managing client frustration when the platform doesn't do what they expected.

What Success Looks Like

• Net retention rate above 110% across your book (renewals + expansions)
• Campaigns that beat client's historical influencer performance benchmarks
• Expanding from pilot budgets ($100K) to full program adoption ($500K+)
• Clients becoming advocates who'll provide case studies and references

Who You're Selling To

Primary Buyers:

• VP/Director of Marketing or Brand Marketing (renewal/expansion decision makers)
• Influencer Marketing Managers (day-to-day users and internal champions)
• CMOs (for larger expansions or when defending budget cuts)

What They Care About:

• Measurable ROI from creator campaigns (not just engagement, actual conversions)
• Reducing wasted spend on influencers who don't perform
• Scaling what works without linearly scaling headcount
• Looking smart to their boss by bringing data rigor to creator selection
• Not blowing up existing creator relationships that "just work"

Requirements

• 7-10 years in influencer marketing, brand partnerships, or account management at a martech/adtech platform
• Experience managing 6-figure client relationships with renewal responsibility
• Hands-on campaign execution experience - you've actually run influencer campaigns, not just managed accounts
• Comfortable with data and platform analytics - you need to translate predictive metrics into client actions
• NYC-based (role appears to be in-office given the location callout)
• Ability to be consultative while also being in the weeds operationally
• High tolerance for teaching clients a new way of working and managing change resistance