About ADA
ADA is a leading data and artificial intelligence (AI) company that designs and executes integrated digital, analytics, and marketing solutions. We operate in 12 markets in Asia and partner with leading brands to drive their data and digital maturity.
Client Director
ROLE PURPOSE
The Client Director New Logo & Cross-Sell Growth is a senior, hunter-oriented role responsible for acquiring new enterprise clients and expanding footprint within existing accounts through cross-sell of new capabilities and services.
This role is explicitly focused on:
- Winning new logos
- Opening new buying centres within existing clients
- Introducing new service lines to accounts that do not currently consume them
This role does not focus on upselling or expanding existing scoped engagements, which is handled by delivery teams. Success is defined by opening new doors, new stakeholders, and new revenue streams.
The Client Director operates as a front-line growth leader, shaping demand, creating opportunities where none formally exist, and converting strategic conversations into material revenue.
KEY OUTCOMES & SUCCESS METRICS
- New logo acquisition
- Cross-sell revenue from existing accounts (new services, new buying centres)
- Size and quality of qualified pipeline
- Conversion of early-stage opportunities into closed deals
- Revenue mix skewed towards net-new and first-time engagements
- Strong sales velocity and deal momentum
Core Responsibilities
- New Logo Acquisition (Primary)
- Identify, pursue, and close new enterprise clients
- Target senior economic buyers and decision makers (CMO, CDO, CIO, CTO, CCO, Heads of Digital, Marketing, Data, and Commerce)
- Shape demand through proactive outreach, insight-led conversations, and executive engagement
- Lead early-stage discovery and opportunity creation
- Own the full sales lifecycle from first conversation to contract signature
- Build a sustainable new-logo pipeline aligned to priority industries and regions
- Cross-Sell Within Existing Accounts
- Identify opportunities to introduce new capabilities into existing clients where no prior engagement exists
- Open new buying centres independent of current delivery relationships
- Position new service lines such as:
Data engineering and analytics
AI and advanced analytics
Marketing technology and customer data platforms
Commerce enablement and digital growth
- Work alongside account owners where applicable, without dependency on existing scopes
- Maintain a strict focus on net-new revenue streams within existing logos
- Solution-Led, Outcome-Focused Selling
- Lead with business outcomes, not service catalogues
- Frame solutions around:
Revenue growth
Conversion improvement
Customer acquisition efficiency
Customer lifetime value uplift
- Translate client challenges into clearly scoped, high-impact engagements
- Collaborate with solution architects and practice leaders to shape compelling proposals
- Ensure deals are commercially sound and delivery-ready
- Deal Leadership & Commercial Ownership
- Own revenue targets tied to new logos and cross-sell growth
- Lead complex deal pursuits (typically USD 500K5M+)
- Structure pricing, commercials, and contract terms
- Partner with Finance and Deal Desk to maintain margin discipline
- Drive momentum through disciplined pipeline management
- Market Development & Executive Engagement
- Build senior executive relationships rapidly and credibly
- Leverage thought leadership, POVs, and market insights to create demand
- Represent the company in executive briefings, workshops, and industry forums
- Act as a visible growth ambassador in target markets
- Internal Collaboration & Handover
- Work closely with delivery and account teams to ensure clean handover post-sale
- Clearly define success criteria and outcomes at deal close
- Avoid post-sale dependency while ensuring client confidence
- Provide market feedback to GTM and practice leadership
IDEAL CANDIDATE PROFILE
Experience
- 1220+ years in enterprise B2B sales, consulting, or technology services
- Proven track record of:
New logo acquisition
Opening new buying centres
Selling complex, consultative services
- Experience selling one or more of:
Data & Analytics
AI & Advanced Analytics
Marketing Technology / CDP
Digital Commerce / Growth services
- History of consistently exceeding new-business targets
Skills & Capabilities
- Strong hunter mindset with consultative credibility
- Ability to create demand in unstructured environments
- Deep understanding of enterprise buying dynamics
- Strong deal-shaping and negotiation skills
- Executive presence and storytelling ability
- Commercially sharp and outcome-driven
Leadership & Mindset
- High ownership and accountability
- Comfortable operating without existing relationships
- Energised by ambiguity and greenfield opportunities
- Disciplined, resilient, and persistent
- Collaborative but independent in execution
WHY JOIN
- Clear mandate to hunt, open doors, and create growth
- Strong brand and capability platform to sell from
- High autonomy and trust
- Opportunity to shape flagship client wins
- Exposure to leading Data, AI, Marketing, and Commerce transformations
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Unfortunately, we are only able to contact shortlisted applicants. We encourage you to continuously visit our website www.adaglobal.com for regular updates on available roles
We transform businesses using data, AI and tech | ADA
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