Vice President, Client Partnerships

Job description

Kochava provides a unified platform with solutions for advertisers and publishers across the omni-channel advertising ecosystem to link media investments to outcomes. Kochava is an industry leader in the advertising ecosystem, providing tools and technologies for leading brands, agencies, and premium publishers for measurement and attribution, media mix modeling (MMM), and search ads optimization. We enable the visibility into and management of trillions of data points, hundreds of millions of users, and billions of dollars in lifetime value (LTV) and paid ad spend. Our suite of solutions are used as a growth stack for leading brands and publishers - empowering them to see and manage their data and unleash the power of their connected audiences. Kochava is seeking a Vice President of Client Partnerships to lead the organization responsible for growing and strengthening our relationships with some of the world's leading advertisers, agencies, publishers, streaming platforms, and media companies. This leader will own customer retention, account growth, client engagement, and long-term customer value across Kochava's existing customer base. Kochava sits at a unique intersection of advertising, data, measurement, and AI. Our solutions help customers measure and understand media performance, connect advertising investment to business outcomes, optimize campaigns, and activate data and insights across an increasingly complex advertising ecosystem. As Kochava expands beyond its foundation in mobile measurement into a broader portfolio spanning omnichannel measurement, incrementality, media mix modeling, CTV and outcomes measurement, optimization, and AI-powered workflows, this leader will play a critical role in helping customers take advantage of the full breadth of Kochava's capabilities. The ideal candidate combines deep knowledge of digital advertising with strong commercial instincts and a passion for building trusted, strategic customer relationships. **Location:** This role is ideally based near our headquarters in Sandpoint, Idaho. However, candidates based in Los Angeles, San Francisco, Austin, Chicago, or New York City will also be considered. ### What You'll Do **Own Customer Retention & Growth** Own retention, renewals, expansion, and revenue performance across Kochava's existing customer portfolio. Establish clear accountability for Net Revenue Retention (NRR), Gross Revenue Retention (GRR), expansion revenue, churn, and renewals. Build proactive strategies to identify customer and revenue risk well ahead of renewal. Develop systematic approaches to identifying and converting cross-sell and upsell opportunities across Kochava's expanding portfolio. Partner closely with Sales to create coordinated strategies for growing Kochava's largest and highest-potential accounts. Improve the predictability of existing-customer revenue through disciplined account planning, expansion pipeline management, and forecasting. **Build Strategic Customer Partnerships** Build and strengthen relationships with leading advertisers, agencies, publishers, streaming platforms, and other participants across the digital advertising ecosystem. Establish a strategic account planning framework for Kochava's largest and highest-potential customers. Ensure Client Partners understand each customer's business model, marketing objectives, media strategy, technology stack, measurement needs, and growth priorities. Develop multi-threaded relationships across marketing, user acquisition, growth, analytics, ad operations, data science, product, procurement, and executive leadership. Build C-suite relationships and serve as an executive sponsor for Kochava's most strategic customers. Establish an executive business review discipline focused on measurable business outcomes, strategic priorities, and opportunities to deepen the Kochava partnership. **Expand Adoption Across the Kochava Platform** Help customers move beyond individual products toward broader adoption of Kochava's measurement, analytics, optimization, and AI capabilities. Identify opportunities to expand relationships across mobile and omnichannel measurement, CTV, incrementality, media mix modeling, optimization, and other Kochava solutions. Ensure customers understand how Kochava can help connect media investment to measurable business outcomes across channels and devices. Partner with Product and Product Marketing to translate Kochava's technology into compelling customer use cases and measurable business value. Identify underutilized capabilities and develop strategies to increase adoption and solution penetration. Turn successful customer outcomes into repeatable use cases that can be scaled across Kochava's customer base. **Build & Lead a High-Performing Team** Recruit, develop, coach, and retain an exceptional Client Partnership organization. Create a culture that combines \*\*deep customer advocacy with commercial accountability. Develop Client Partnership into strategic advisors who understand digital advertising, can engage senior executives, demonstrate measurable value, and identify opportunities to grow customer relationships. Establish clear goals, performance standards, operating cadences, and career paths. Continuously optimize account segmentation, coverage, capacity, and organizational structure as Kochava grows. Leverage data, automation, and AI to improve customer insights, identify risk and growth opportunities, and allow Client Partners to spend more time strategically engaging customers. ### What We're Looking For 10+ years of experience in account management, client services, customer success, sales, or commercial leadership, including significant experience leading teams. Deep experience in \*\*adtech, martech, digital advertising, measurement, marketing analytics, or enterprise marketing technology\*\*. Strong understanding of the digital advertising ecosystem, including mobile, CTV, programmatic advertising, measurement and attribution, performance marketing, agencies, publishers, and advertising platforms. Demonstrated success retaining and expanding complex enterprise customer relationships. Experience working with major advertisers, agencies, publishers, streaming platforms, or media and technology companies. Proven ability to build trusted C-level and senior executive relationships. Strong commercial instincts with experience managing renewals, negotiating agreements, identifying expansion opportunities, and growing existing customer revenue. Ability to understand sophisticated advertising and data technology and translate it into clear business value for customers. Experience building strategic account planning, segmentation, customer health, executive business review, and revenue forecasting disciplines. Strong analytical and operational skills with a data-driven approach to managing customer and revenue performance. Exceptional leadership, communication, negotiation, and cross-functional collaboration skills. Ability to thrive in a fast-moving environment where the product portfolio, advertising ecosystem, and customer needs are rapidly evolving. **The Leadership Profile** The ideal candidate is equal parts digital advertising expert, customer advocate, commercial leader, operator, and people leader. They understand that Kochava's opportunity extends far beyond servicing an existing implementation. Our strongest customer relationships are strategic partnerships where Kochava helps customers understand what's driving performance, connect media investment to business outcomes, optimize future investment, and take advantage of new capabilities across measurement, data, optimization, and AI. This leader will build a Client Partnership organization that protects Kochava's existing customer base while making it a significant and sustainable source of future growth.