Director of Client Services
Job Summary
Job Description
The Director of Client Services leads a team of account managers, focusing on client relationships, retention, and expansion. This role involves strategic leadership, consultative sales, and data-driven decision-making to drive measurable outcomes. Responsibilities include coaching the team, driving client growth, ensuring customer success, providing strategic insights, and collaborating on product innovation. The Director will establish performance expectations, conduct regular 1:1s and team check-ins, and build a continuous learning environment through training, shadowing, and knowledge-sharing. This involves driving client renewals, upselling, and cross-selling through consultative engagement that links business objectives to Lightcast’s solutions, and ensuring a sales-oriented mindset across the team, supported by training on client value articulation, objection handling, and opportunity qualification.
Must have:
- 5+ years of experience in Account Management or Customer Success.
- Demonstrated sales experience in a consultative environment.
- Strong leadership and coaching skills, with a passion for developing people.
- Ability to align client insights with broader business goals.
- Proven ability to implement scalable systems and processes.
9 skills required
Job Details
The Director of Client Services is a strategic, people-centered leader responsible for coaching and developing a high-performing team of account managers who manage client relationships, focusing on long-term success, retention, and expansion. This Director acts as a strategic leader, guiding account managers while remaining deeply knowledgeable about key client accounts and extending relationships. This role combines high-impact leadership with consultative sales influence, data-driven decision-making, and a growth mindset to drive measurable outcomes. The Director collaborates cross-functionally with senior leadership, product management, business development, marketing, and sales to scale operations, fuel growth, and create lasting client value.
Major Responsibilities:
- Team Leadership & Coaching: Strategic leader, coach, and mentor to a team of account managers to deliver best-in-class service and results. Foster a high-performance, feedback-driven culture prioritizing growth, learning, and team development. Champion a coaching culture by developing talent, providing regular feedback, and enabling career progression through structured development plans. Establish performance expectations, conduct regular 1:1s and team check-ins, and build a continuous learning environment through training, shadowing, and knowledge-sharing. Promote leadership at all levels, encouraging innovation, accountability, and a team ownership mindset.
- Client Growth & Sales Strategy: Own and drive client renewals, upsells, and cross-sells through consultative, value-focused engagement that links business objectives to Lightcast’s solutions. Partner closely with the sales team to identify expansion opportunities, co-create proposals, and drive revenue growth. Empower account managers to uncover client challenges proactively, positioning our offerings as strategic solutions. Ensure a sales-oriented mindset across the team, supported by training on client value articulation, objection handling, and opportunity qualification.
- Customer Success & Retention: Define and monitor KPIs that reflect client health and success, including Net Promoter Score (NPS), retention metrics, product adoption, and service utilization. Implement scalable, repeatable processes to ensure seamless onboarding, strong product adoption, and long-term value realization. Adapt service strategies based on client lifecycle stage and business needs, demonstrating agility and a growth-oriented approach to continuous improvement.
- Strategic Insight & Decision-Making: Use data-driven insights to inform account strategy, team development, and resource planning. Regularly assess performance and make informed decisions that align with broader business goals. Act as a strategic thought partner across departments, helping to shape go-to-market and product roadmaps with client feedback and market insights. Build dashboards and reporting cadences that bring transparency to client health and highlight early signals of risk or opportunity.
- Product & Innovation Collaboration: Maintain a deep understanding of client use cases and business contexts; translate insights into actionable recommendations for internal product and R&D teams. Lead the team in identifying market trends and unmet needs, influencing the roadmap through thoughtful client feedback. Drive innovation by building a culture that encourages creativity, experimentation, and solution-focused thinking in response to evolving client needs.
Education and Experience:
- 5+ years of experience in Account Management, Client Services, or Customer Success, with a proven track record of managing and growing high-performing teams, preferably within the education sector
- Demonstrated sales experience, preferably in a consultative or enterprise environment, including responsibility for revenue growth, account expansion, or quota achievement
- Strong leadership and coaching skills, with a passion for developing people and cultivating a performance-driven, growth-focused team culture
- Strategic thinker with the ability to align client insights with broader business goals and communicate recommendations clearly to stakeholders
- Proven ability to implement scalable systems and processes that enhance client engagement and service delivery
- Highly skilled in both qualitative and quantitative analysis, using data to drive decisions and measure success
- Excellent communication and presentation skills; able to build trust with executives, clients, and cross-functional teams
- Exceptionally organized, proactive, and results-oriented, with a bias for action, adaptability, and a continuous improvement mindset
Lightcast is a global leader in labor market insights. With headquarters in Moscow (ID) and offices in the United Kingdom, Europe, and India, we work with partners across six continents to help drive economic prosperity and mobility by providing the insights needed to build and develop our people, institutions, companies, and communities.
Lightcast is proud to be an equal-opportunity workplace and is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Lightcast has always been and always will be committed to diversity, equity, and inclusion. We seek dynamic professionals from all backgrounds to join our teams, and we encourage our employees to bring their authentic, original, and best selves to work.
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