Senior Client Partner

100% Remote I Must be based in the US

Senior Client Partners at Test Double support clients in challenging situations with trusted relationships, foster engagement on project teams, and help grow our company sustainably.

Test Double’s mission is to improve the broken industry of software development. Senior Client Partners help us accomplish this goal by understanding client needs, identifying how Test Double can make a difference at the client, and working with the Delivery Team to leave the client better than we found them. Senior Client Partners focus on building strong relationships with client leadership, reporting team successes and improvement suggestions to stakeholders, and identifying new client opportunities in untapped areas. Success is found in this role at the intersection of client delight, employee fulfillment, and the success of Test Double.

What do we mean by Client Experience?

• Our Client Partners are charismatic, self-motivated, and driven leaders to their teams and across Test Double. They proactively find strategic opportunities and creatively address challenges

• Our Client Service ecosystem includes the structure, processes, and tools needed for our people to elevate impact at every client and achieve career growth

• We delight clients with technical and consulting solutions for their hardest problems—leading to project extensions, increasing lifetime value, and inspiring case studies and referrals

What it means to be a Senior Client Partner

Your main accountability is the success of your clients, while striving for project expansion and long-term partnerships. Primarily, this focuses on account management, defining expectations, and ensuring we successfully meet those expectations.

You will support up to 15 clients and their project teams in reaching their annual revenue goal of up to $25M while also consulting leaders on each client engagement.

You will collaborate with our delivery leaders to support continuous feedback and career growth. Your goal is to successfully align our consultants’ skills and aspirations with the client’s needs through knowledge sharing and proactive problem-solving.

The key elements of success for the role are:

• Aligning expectations of our clients

• Expanding our relationships within the client

• Meeting or exceeding your revenue and profitability objectives

• Predictable and repeatable approach to engaging with clients

• Forecasting portfolio results

Responsibilities

• Building and executing a thoughtful account strategy to grow client engagements in size, length, and complexity as we partner with clients on more value-driven solutions

• Assessing the state of account engagements to maintain the health of the relationship (qualitative and quantitative) with a delineation between the engagement and Test Double’s mission

• Proactively generating new sales by presenting additional services and solutions to existing clients, driving 25% growth across your accounts and 30%+ at strategic accounts

• Contributing to our client service playbooks to enable repeatable success in delighting our clients

• Harvesting case studies, references, and logo uses to support the development of marketing materials to align with solution selling for targeted client needs while establishing a repeatable sales process

• Documenting and communicating the needs of our clients and aligning our efforts to solve their problems—at project start and throughout the lifetime of the relationship

• Building trusted relationships with client stakeholders—from engineering managers to Directors, Vice Presidents of Engineering, and C-level executives-through regular interactions demonstrating progress, value, and results

• Provide inputs into the Test Double staffing process—defining clear client needs, expanding teams, supporting engagement changes, agent time off, and agent rotations

• Support and coach other client partners, delivery leaders, sales leaders, and other employees to grow skills, share knowledge, and explore growth opportunities

• Cultivating feedback loops between clients and agents, conducting business reviews with clients, and identifying better solutions and approaches

• Collaborating to develop and execute internal strategic initiatives to help Test Double scale operationally

• Providing transparency in your sales efforts and revenue forecasts through timely documentation, forecasting, and CRM tools

• Manage consistent financial processing through timely accuracy and delivery of invoices

• Model Test Double’s mission, values, and culture for our clients and agents

Qualifications

• Proven success in leading the successful delivery of software consulting engagements as an Account Manager, Client Partner, or Delivery Lead

• Demonstrated ability to manage up to $25M in portfolio revenue, while meeting or exceeding annual revenue goals, growing key clients by 20 to 30% annually, and maintaining target profitability

• Experience with innovative and thought-provoking approaches to upselling clients to higher valued solutions

• Demonstrated ability to build engaging and authentic relationships with technical and non-technical client stakeholders based on trust and empathy

• Extensive experience partnering with delivery teams to ensure we are meeting our clients’ expectations and identifying opportunities for leaving our clients better off

• Experience working with engineers to balance stakeholder expectations and deliver quality software, while guiding the client away from compromising long-term quality.

• Comfortable with a healthy amount of ambiguity by focusing on iterative progress

Compensation starting salary: $175,000 - $200,000 USD with an expectation of On Target Earnings (OTE) of $230,000 to $270,000.Dependent on experience and the interview process

Benefits

• Remote First - Work from anywhere within the US or Canada
• Time off: 5 weeks flexible time off (vacation & sick time) + 10 Paid Holidays, 2 week sabbatical after 5 years
• Company Ownership: ESOP Employee stock ownership program - Test Double is 100% employee owned
• Family Support: 8 weeks paid parental leave at 100% of salary, plus additional unpaid
• Retirement: Company Contribution of 3% of salary to (401k)
• Continuing Education: 1 week of conference attendance (and up to $3,000 of expense)
• Health: Premium health/dental/vision insurance (80-100% covered)
• New computer hardware purchase every 3 years
• Co-working space reimbursement (1/2 rent up to $500 monthly)
• Company-wide in-person retreat every ~2years
• Short and Long Term Disability
• Life Insurance

Our Difference

• Mission-driven environment improving the software industry
• Collaborate with leaders and exceptional consultants within the industry
• Propel the impact and trajectory of an already successful, growing company
• Embrace the value and mindset of ownership via the company ESOP
• Balance of autonomy and support for a driven and adaptable leader