Head of Growth Account Management

Location: London, UK (Hybrid, 2-3 days in the office per week)

Contract: Full-time

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

The Head of Growth Account Management is responsible for leading, scaling, and optimising native's Growth Account Management function across a category-led sales model. You’ll own the performance of our Growth Account Managers, who each operate within defined advertiser categories (e.g. FMCG, Retail, Travel, Tech, Recruitment, Entertainment). Your role is to ensure category ownership translates into deep expertise, consistent account expansion, and predictable revenue growth. This is a hands-on leadership role. You’ll set the strategy, coach managers to become true category SMEs, embed strong commercial standards, and work cross-functionally to ensure growth accounts are retained, expanded, and delivered brilliantly.

What You’ll Be Working On

• Team Leadership & Performance
  • Directly manage and develop a team of Account Directors and Growth Managers creating clarity on what good performance looks like
  • Run regular, high-quality 1:1s and performance reviews, focused on results, development, and wellbeing
  • Coach individuals to improve sales quality, productivity, and confidence, not just activity
  • Address underperformance early and fairly, with clear feedback, support, and decisive action where needed
  • Support progression and capability-building, helping people grow and succeed at native
• Category & SME Model Ownership
  • Owning the category-led account model, ensuring clear category alignment, fair account distribution, and realistic targets
  • Developing what 'good' looks like for category SME behaviour
  • Ensuring insights, trends, and learnings are shared across the team rather than siloed
  • Partnering with Sales and Marketing to evolve category-specific propositions and narratives
• Revenue Growth & Retention
  • Owning expansion revenue performance across the Growth Account portfolio
  • Driving consistent account planning and quarterly business review standards
  • Ensuring under-spending accounts are identified, prioritised, and grown
  • Working closely with Campaign Management to ensure delivery quality supports retention and upsell
• Cross-Functional Collaboration
  • Partnering with Growth Sales, Brand Labs Sales, Campaign Management, and Marketing
  • Improving handovers, expansion motions, and lifecycle ownership between teams
  • Acting as the voice of growth accounts in commercial planning and decision-making
• Operational Excellence
  • Owning forecasting accuracy, pipeline hygiene, and CRM discipline across the team
  • Using data and insight to inform resourcing, category focus, and performance improvement
  • Continuously improving processes to support scale without unnecessary complexity

What We’re Looking For

• Significant experience in account management, growth, or commercial roles, ideally in media, advertising, or B2B services
• Proven experience leading and developing high-performing account management or growth teams
• Strong commercial acumen with a clear track record of driving account expansion and retention
• Experience operating within, or building, category-led or verticalised commercial models
• Ability to coach others to sell insight-led solutions, not just inventory
• Confident senior stakeholder manager who can balance client needs with commercial discipline
• Comfortable operating in fast-scaling environments where structure is evolving

Why This Role Matters

This role is central to native's revenue engine. You’re not here to firefight accounts or micromanage pipelines. You’re here to build a category-led growth function where account managers are trusted experts, clients are long-term partners, and revenue growth is intentional and repeatable.

Equal Opportunity Statement

We are actively creating an equitable environment for everyone at native to thrive. Diversity and inclusion are a priority for us and we are making sure we have lots of support for all of our people to grow at native. At native, we embrace diversity in all of its forms and foster an inclusive environment for all people to do the best work of their lives with us.