OBJECTIVE
Scale Neurons Lab's delivery organization into a predictable engine for client value and expansion revenue — leading a team of Senior ADMs, owning client relationships at the executive level, and positioning Neurons Lab as a premier AI partner for enterprise clients.
KPI
- Expansion revenue ≥ 50% of total revenue
- PoC-to-Production conversion rate > 30%
- Business Impact Score (BIS) > 40% across active portfolio
- Referral Rate > 30% on completed engagements
- Average expansion deal size $150k+, with Tier 1 accounts weighted higher
- 90%+ of project issues resolved at the team level without CDO escalation
- Client satisfaction (CSAT) consistently maintained and improved
KEY RESPONSIBILITIES
1) ACCOUNT MANAGEMENT
- Own the Account Development Plan (ADP) system across the portfolio.
Coach ADMs to maintain a living ADP per Tier 1 / Tier 2 account: stakeholder map, Business Value / Personal Value / Trust Value per key stakeholder, expansion pipeline, next-best actions.
- Set the bar for relationship depth.
Coach ADMs to move from execution-focused to relationship-focused delivery: regular committed BD time, multi-threaded relationships, proactive value creation outside paid scope.
- Be the senior presence at critical moments
— executive meetings, escalations, renewals, pricing negotiations, and stakeholder conflicts. Personally hold 1–3 C-suite relationships per Tier 1 account.
- Own client portfolio health as a system, not a feeling.
DRI for: Expansion Revenue %, PoC-to-Production conversion, BIS, CSI, Referral Rate.
- Make trust the moat.
Hold the team accountable to Reliability, Alignment, and Integrity. Use these as the standard for how Neurons Lab shows up at every touchpoint.
- Turn client trust into business outcomes.
Target 2+ qualified expansion opportunities per account per quarter.
- Bring the client voice into company decisions.
2) DELIVERY
- Drive value creation for the Delivery department.
- Empower the team to resolve 90% of project issues independently.
- Serve as the top escalation point for unresolved Significant and Catastrophic risks.
- Oversee timelines, budgets, risks, and financials across the project portfolio.
- Develop and execute Delivery department strategy.
- Establish and monitor key department metrics — OKRs, Health Indicators, margins, revenue deviation.
- Facilitate and provide value-add to stakeholder relationships and communications.
- Establish and refine delivery practices tailored for AI R&D projects.
- Manage relationships with Delivery Partners and oversee the joint delivery project portfolio.
3) PEOPLE
- Manage talent capacity and project staffing needs.
- Own ADM compensation and commission design tied to expansion revenue and portfolio health.
- Recruit, hire, train, grow, and let go.
- Conduct regular 1:1s with direct reports.
- Conduct performance reviews.
CAPABILITIES
- Delivery Leadership — experience running and scaling multi-team delivery organizations.
- Account Management — multi-threaded executive relationships, expansion playbook, revenue ownership.
- Customer Success — portfolio-level health management, value realization, escalation, renewals.
- Stakeholder Management — navigates complex enterprise environments at board and C-suite level.
- Executive Communication — credible in front of CEOs, CIOs, CTOs, COOs; decks as strategic artifacts.
- People Management — proven ability to recruit, develop, and let go; builds high-performing teams.
- AI/ML Awareness — conversant with engineering and data science teams; must hold their own technically.
- Change Management — understands how to drive adoption of AI products inside enterprise clients.
- Commercial Negotiation — comfortable with fee negotiation; protects margin without losing the relationship.
EXPERIENCE
- Senior delivery or account leadership (7+ years) — customer success, engagement management, or consulting at a leadership level.
- Team management (3+ years) — built or led delivery teams; track record of developing talent.
- Business development — proven expansion revenue track record through delivery quality and consultative selling.
- Regulated industry experience — direct enterprise client work in FSI, healthcare, pharma, energy, or government.
- AI/ML or data product exposure — conversant with delivery teams on complex technical engagements.
- Advanced English — exceptional written and verbal; comfortable leading executive conversations.
Nice to have
- AI consulting or systems integrator background.
- Change management certification (Prosci/ADKAR, Kotter).
- Experience managing partner or subcontractor delivery relationships.
- Exposure to consultative-selling methodologies (Activator / Challenger / Trusted Advisor models).
WHAT WE OFFER
- Competitive compensation — a monthly base plus expansion revenue upside.
- Fully remote — outcomes over attendance.
- Unlimited PTO.
- Full-time contractor engagement with a fast-growing AI consultancy at the forefront of enterprise transformation.