Director, Strategic Accounts & Member Growth

About the ANA

The ANA’s (Association of National Advertisers) mission is to drive growth for marketing professionals, brands and businesses, the industry, and humanity. Founded in 1910, the ANA provides leadership that advances marketing excellence and shapes the future of the industry. Our membership includes more than 20,000 brands and 50,000 industry professionals that collectively invest $400 billion in marketing and advertising annually. It consists of U.S. and international companies, including client-side marketers, nonprofits, universities, and marketing solutions providers, which include ad agencies, marketing data science and technology suppliers, law firms, consultants, and vendors. We are obsessed with delighting our members through superior products and services and an unwavering commitment to helping them become more effective marketers, build stronger brands, develop a more productive industry, and benefit humanity through bold leadership and innovation programs.

Location

New York City

About Membership

The Membership team is at the forefront of the ANA, building strong relationships with member companies and helping their marketing leaders and teams maximize the value of membership. We serve as trusted partners and advocates, connecting members to the ANA’s resources, insights, products, services, and industry community while identifying opportunities to deepen engagement, strengthen relationships, and support long-term member growth.

We combine relationship management, business development, data and insight to understand member needs, uncover opportunities, and deliver a highly personalized membership experience. Be part of the difference. Join the ANA and help transform the industry.

Role Overview

We are seeking a commercially minded Director, Strategic Accounts & Member Growth, to manage and grow a portfolio of ANA member companies. Reporting to the Head of Member Retention, this role combines strategic account management, relationship development, and data-driven decision-making.

The Director will build trusted relationships with CMOs, senior marketing leaders, and key stakeholders across member organizations; understand their business priorities and challenges; and connect members with the ANA solutions, resources, and experiences that deliver value.  This is a proactive role with direct responsibility for ensuring members realize the value of their ANA membership throughout the year.

Key Responsibilities

• Own the retention and renewal of a portfolio of members, with accountability for member health, engagement, renewal strategy and revenue retention.
• Develop member strategies that strengthen retention, deepen engagement, and expand ANA relationships across business units, functions, and seniority levels.
• Proactively identify new stakeholders, decision-makers, and champions, using outreach, referrals, research, and relationship mapping.
• Understand member business priorities and marketing challenges and connect those needs to relevant ANA products, services, insights, events, communities, and resources.
• Use health scores, engagement and utilization data, member feedback, and other signals to identify risks and opportunities early and take appropriate action.
• Maintain accurate member action plans, activity, renewal forecasts, and next steps in the CRM, with strong follow-through and discipline.
• Identify at-risk members early and develop and execute intervention strategies well before renewal.
• Persuasively communicate the value of ANA membership and demonstrate how ANA can help members address business challenges, build capabilities, and drive growth.
• Collaborate closely with internal teams to develop tailored solutions, resolve member needs, and create a seamless member experience.
• Stay current on members’ businesses, the marketing and advertising landscape, and relevant industry trends to bring informed perspective to member conversations.
• Travel as needed for member meetings, events, and other business activities.

Professional Experience and Qualifications

• Bachelor’s degree and 5+ years of progressive experience in strategic  relationship management, client success, business development,  or a related client-facing role; experience in marketing, advertising, media, data, technology, or professional services is preferred.
• Demonstrated ability to manage and grow complex member relationships, build relationships across multiple levels of an organization, and identify new opportunities through proactive prospecting and outreach.
• Strong commercial instincts and a results orientation, with the ability to balance relationship-building with retention, revenue, and growth objectives.
• Comfort working with data and analytics; able to interpret quantitative and qualitative information, identify patterns and opportunities, and turn insights into action. Experience with dashboards, reporting tools, or data visualization is a plus.
• Strong CRM discipline and experience using CRM platforms to manage member activity,  contacts, and forecasting.
• Executive presence and excellent communication, presentation, and influencing skills, including experience engaging C-suite and senior-level stakeholders.
• Curious and solutions-oriented, with the ability to ask strong questions, understand business challenges, and connect needs to relevant solutions.
• Self-directed and highly organized, with strong business planning, follow-through, and attention to detail.
• Entrepreneurial mindset and sense of urgency; comfortable taking initiative and working in a fluid environment with changing priorities.
• Collaborative, flexible, and willing to roll up your sleeves to support members and the broader team.
• Strong proficiency in Microsoft Office, particularly Excel and PowerPoint; experience with CRM, analytics, or data visualization tools is a plus.

Salary and Total Rewards Package:

Starting pay range: $95,000 to $105,000, based on relevant experience and qualifications.

Comprehensive health and wellness benefits, 401k with company match, flexible scheduling, generous paid time off program, casual dress code, incentives, and rewards.