84.51° Overview:
84.51° is a retail data science, insights and media company. We help The Kroger Co., consumer packaged goods companies, agencies, publishers and affiliates create more personalized and valuable experiences for shoppers across the path to purchase.
Powered by cutting-edge science, we utilize first-party retail data from more than 62 million U.S. households sourced through the Kroger Plus loyalty card program to fuel a more customer-centric journey using 84.51° Insights, 84.51° Loyalty Marketing and our retail media advertising solution, Kroger Precision Marketing.
84.51° follows a 5‑day in‑office work schedule to support collaboration, alignment, and team connection.
Join us at 84.51°!
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As Sr. Director, Client Success & Partnerships, you will set the enterprise vision for how we acquire, grow, and retain high‑value clients and agencies across our Media, Incentives, and Insights businesses. You will own the full commercial strategy for your vertical or region—driving new business, deepening executive relationships, and ensuring long‑term client value through exceptional delivery and multi‑product adoption.
You will lead a senior team responsible for revenue performance, client health, and strategic partnerships, while orchestrating cross‑functional alignment with Product, Merchandising, Marketing, Data Science, and Operations. You will serve as a key voice in shaping product innovation, influencing investment decisions, and strengthening our competitive position in the market.
This role requires a visionary leader who can balance strategic planning with operational rigor, inspire high‑performing teams, and represent the company at the most senior levels internally and externally.
Key Responsibilities
1) Enterprise Commercial Strategy & New Business Growth
- Set the long‑term commercial strategy for your vertical/region, including market segmentation, pipeline priorities, and multi‑year revenue plans.
- Drive new logo acquisition and expansion into new categories, agencies, and national budget owners.
- Cultivate and convert executive‑level relationships across brand, shopper, performance, and agency ecosystems.
- Oversee complex, high‑value deal cycles; ensure pricing, margin, and contract structures align with enterprise guardrails.
- Serve as the executive sponsor for major pursuits, escalations, and strategic negotiations.
2) Client Success, Value Delivery & Retention
- Own the enterprise client success strategy, ensuring consistent delivery of measurable, outcomes‑based value across Media, Incentives, and Insights.
- Guide teams to deeply understand client business models, category dynamics, and growth levers to design holistic, data‑driven plans.
- Partner with senior merchandising and client leaders to expand multi‑product adoption, test innovative tactics, and unlock incremental budgets.
- Ensure high retention rates through proactive health monitoring, executive engagement, and strategic account planning.
3) Executive Leadership, Talent Development & Organizational Health
- Lead, develop, and scale a senior team of Directors and Client Partners; build a diverse, high‑performing organization with strong succession pipelines.
- Establish clear performance expectations, operating rhythms, and accountability mechanisms across the organization.
- Foster a culture of customer‑obsession, strategic thinking, data‑driven storytelling, and continuous learning.
- Champion leadership behaviors that reinforce trust, psychological safety, and cross‑functional collaboration.
4) Cross‑Functional Alignment & Product Influence
- Partner with Product, Data Science, Marketing, and Operations to shape product strategy, influence roadmaps, and ensure solutions meet evolving client needs.
- Bring the voice of the customer to innovation cycles; pilot new offerings and scale successful models across the business.
- Establish governance, documentation, and ways of working that streamline execution and remove friction across teams.
- Drive alignment with merchandising/category leaders to ensure joint growth strategies and investment prioritization.
5) Strategic Planning, Forecasting & Operational Excellence
- Own quarterly and annual revenue planning, forecast accuracy, and pipeline coverage across your vertical.
- Monitor CAC, payback, and margin performance; ensure disciplined pricing and contract management.
- Standardize executive‑level QBRs, insights narratives, and performance readouts that influence client investment decisions.
- Ensure CRM excellence, data integrity, and operational rigor across all teams.
6) Industry Leadership & External Representation
- Represent the company at senior‑level client meetings, industry events, and thought leadership forums.
- Develop and communicate compelling POVs on retail media, loyalty, incentives, measurement, identity, and the broader digital marketing landscape.
- Build strategic partnerships that enhance our market position and unlock new revenue opportunities.
Qualifications, Skills & Experience
- 12–15+ years of experience in digital media, retail media, marketing analytics, incentives, or insights; strong blend of sales, partnerships, and client success leadership.
- 5+ years leading senior‑level teams (Directors, Client Partners) with a track record of building, coaching, and scaling high‑performing organizations.
- Proven success owning enterprise revenue targets, closing complex deals, and driving multi‑product growth across large portfolios.
- Deep understanding of how national budgets flow across brand, shopper, performance, and agency teams.
- Exceptional executive presence, communication, and influence; skilled at translating data into strategic narratives.
- Strong strategic planning, forecasting, and operational management capabilities.
- Experience partnering with Product and cross‑functional teams to shape solutions and bring innovations to market.
- Bachelor’s degree or equivalent experience; MBA preferred.
- Willingness to travel 35–50%.
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Pay Transparency and Benefits
- The stated salary range represents the entire span applicable across all geographic markets from lowest to highest. Actual salary offers will be determined by multiple factors including but not limited to geographic location, relevant experience, knowledge, skills, other job-related qualifications, and alignment with market data and cost of labor. In addition to salary, this position is also eligible for variable compensation.
- Below is a list of some of the benefits we offer our associates:
- Health: Medical: with competitive plan designs and support for self-care, wellness and mental health. Dental: with in-network and out-of-network benefit. Vision: with in-network and out-of-network benefit.
- Wealth: 401(k) with Roth option and matching contribution. Health Savings Account with matching contribution (requires participation in qualifying medical plan). AD&D and supplemental insurance options to help ensure additional protection for you.
- Happiness: Paid time off with flexibility to meet your life needs, including 5 weeks of vacation time, 7 health and wellness days, 3 floating holidays, as well as 6 company-paid holidays per year. Paid leave for maternity, paternity and family care instances.
Pay Range
$200,000—$350,000 USD