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 500K-5M+) 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 12-20+ 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 By submitting this, you agree to this Privacy Notice and you will be deemed to have consented to the collection, use, and disclosure of your Personal Information in accordance with this Privacy Notice: https://adaglobal.com/privacy-policy/ 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 Pioneers in data and analytics, we are powering global marketing and commerce digital transformation with data and AI-led impact. Learn more here!