Client Growth Director in London

ICP is a global leader in Content Operations, partnering with some of the world's most recognizable brands, including Unilever, Diageo, Coca-Cola, Mars, P&G, Starbucks, Coty, L’Oréal, NBCU, and Aetna. Our expertise spans content management, logistics, creative operations, production, and digital commerce enablement, ensuring a seamless flow of content across all systems and channels. We empower brands to achieve operational excellence and confidently manage their content.

At ICP, our values define us: we are Curious, Focused, Creative, Trustworthy, and Inclusive. We're a people-first company, providing benefits that matter to our people and enable us to be engaged both in and outside of work. We foster a culture where work/life balance is nurtured and encouraged, offering hybrid working, generous paid time off, paid holidays, volunteer time off, and Summer half-day Fridays. We also take care of our people with competitive medical, dental, and vision benefits, mental health support, and a robust savings plan.

Are you a relationship-focused, driven professional with a growth mindset? Do you thrive on breaking through challenges and excelling in competitive environments? You're not expected to have all the answers, but your passion for uncovering solutions and building strong partnerships makes you the perfect fit for this role. We’d love to hear from you!

The Client Growth Director owns the commercial relationship for a portfolio of ICP's assigned accounts and is responsible for the booking number. The role exists to create value and convert opportunities by bringing commercially led strategic thinking. The CGD should have a sharp POV of their client, the context they operate in, the value & solutions ICP can provide and full visibility of the whitespace – beyond existing projects and stakeholders.

The Client Growth Director engages at key points of the client lifecycle, nurturing trust and partnering with the Engagement Lead's delivery team. The CGD leads key growth conversations across the full spectrum of stakeholders. The role sits within the Sales organisation. The CGD leads and is accountable for commercial growth across the portfolio - renewals, upsell and cross-sell. The operating model is deliberately advisory and collaborative, rather than transactional.

Delivery, revenue recognition and client satisfaction are owned by the Engagement Lead, with whom the Client Growth Director works as a genuine partner. The role exists to industrialise existing-account growth: to convert the whitespace of our accounts into a repeatable, well-qualified pipeline. This role will report to the Chief Revenue Officer and Growth Partner and will collaborate with cross-functional teams across ICP.

Key Responsibilities:

• Be a trusted growth advisor, proactively bringing a commercial POV to clients - anchored in their client context, industry trends, best practices, project to date, and ideas for how ICP could support them.
• Engage across the relationship lifecycle, not only around commercial moments: check in during key delivery, understand emerging client priorities early, and be a visible, known presence to senior stakeholders.
• Act as a credible senior counterpart to client executives — someone they would call with a strategic question, not only someone who calls them with a proposal.
• Build wide and deep client relationships, developing and owning relationships across the account's full whitespace roster.
• Own and maintain the account's whitespace in HubSpot: value opportunity, current penetration and target, as a living account-planning tool.
• Carry and deliver an annual commercial growth target across the assigned portfolio, driven by renewals, upsell and cross-sell.
• Run structured account planning and growth reviews on a regular cadence, prioritising highest-value opportunities and tracking progress against FY27 growth targets.
• Own the end-to-end commercial process for assigned accounts, from opportunity shaping to agreement.
• Work with Solution Specialists to shape solutions and build proposals; own the commercial narrative, pricing and negotiation.
• Partner with the Engagement Lead, treating delivery health as shared context.
• Collaborate across the business, operating as a growth connector across ICP.
• Maintain healthy pipeline coverage against target, building coverage ahead of need.
• Own account cash health, including ageing receivables, in partnership with Finance to protect cash and DSO.

HOW SUCCESS IS MEASURED:

• The Client Growth Director is measured on commercial growth and pipeline health, and on the depth and quality of the client relationship.
• Commercial growth (bookings) vs target (primary): renewals plus upsell / cross-sell.
• Pipeline coverage ratio (target 4x) and forecast accuracy.
• Whitespace penetration progress: signed engagements / opportunity, and reduction in zero- and low-penetration cells.
• Depth and breadth of senior client relationships across the whitespace roster.
• Quality of cross-functional collaboration, as reflected by Delivery, Marketing and Solution Specialist partners.
• Cash flow health / DSO for assigned accounts.
• HubSpot data quality: completeness and currency of accounts, contacts, whitespace cells and opportunities.

KEY RELATIONSHIPS:

• Internal: VP of Growth, Engagement Lead, Solution Specialists, Marketing, Partner Manager, Legal, Finance, InfoSec, New Business.
• External: Client decision-makers, budget holders, buyers, champions across the entire client organisation.

EXPERIENCE AND QUALIFICATIONS:

• Required: Proven track record building senior, trusted relationships in an enterprise, consultative account management or advisory environment.
• Experience owning complex, multi-stakeholder commercial processes and negotiating MSAs, SOWs and commercial terms.
• Strong CRM discipline (HubSpot preferred) and reliable forecasting.

We're passionate about creating an inclusive workplace that promotes and values diversity. Companies that are diverse in age, gender identity, race, sexual orientation, physical or mental ability, ethnicity and perspective are proven to be better companies.