• Prospect, develop, and implement location strategies for large, complex organizations. Create new opportunities within high-level accounts and deepen relationships. • Demonstrate advanced industry knowledge and its relevance to the application of GIS. Identify key stakeholders and business drivers within organizations and gain access to executive, enterprise-level decision makers. • Clearly articulate the strength and value of Esri technology as it relates to the SLG industry. Consistently conduct research and pursue professional development to ensure competitive knowledge. • Proactively execute the account management and sales processes for all opportunities in order to meet revenue goals. • Lead account strategies by consistently collaborating with teams across Esri and Esri business partners.

• Build and execute a systematic co-sell motion: define playbooks, identify joint targets with priority tech partners. Foster collaboration with Airship AEs and enable partner sales teams to ensure Airship stays top-of-mind • Drive Sourced & Influenced Revenue: Generate new pipeline through proactive outreach, joint solution positioning, and partner introductions. Accelerate existing deals by leveraging partner networks, providing critical deal help, intel, new contacts, and highlighting integration value • Act as GTM connective tissue: Collaborate with Sales, Customer Success, Solutions Engineering, Marketing, and Product to align partner initiatives with Airship's GTM priorities • Represent Airship: Attend partner events, technology conferences, and ecosystem forums, with a goal to generate and accelerate opportunities • Track, report, and achieve partner-attributed pipeline and revenue goals, using market and partner intelligence tools (e.g., Crossbeam) to quantify impact and refine priorities • Operationalize Tech Alliances: Lead the daily relationship, joint business planning, regular syncs, and QBRs with key tech partners (Salesforce, Google, Twilio, Movable Ink, etc.). Serve as the primary bridge between partner and Airship teams within your region • Enable and Activate Tech Partners and Airship Teams: Train partner teams on Airship's value proposition and use cases. Develop and maintain joint assets (one-pagers, battle cards, integration briefs) to empower partners to independently refer opportunities. Ensure Airship teams are knowledgeable on all tech partners and serve as their primary interface • Expand the Ecosystem: Identify and onboard new technology partners by assessing joint value proposition, customer overlap, technical fit, and strategic alignment with Airship's roadmap • Drive Co-Marketing: Help Airship and partner Marketing teams develop joint content, co-branded campaigns, and event activations that amplify partner relationships • Facilitate Product Collaboration: Work between Airship and partner Product teams to develop or enhance integrations and joint solutions that address customer and market needs. Encourage adoption by collaborating with Customer and Product Marketing teams

• Build and execute a systematic co-sell motion: define playbooks, identify joint targets with priority tech partners. Foster collaboration with Airship AEs and enable partner sales teams to ensure Airship stays top-of-mind • Drive Sourced & Influenced Revenue: Generate new pipeline through proactive outreach, joint solution positioning, and partner introductions. Accelerate existing deals by leveraging partner networks, providing critical deal help, intel, new contacts, and highlighting integration value • Act as GTM connective tissue: Collaborate with Sales, Customer Success, Solutions Engineering, Marketing, and Product to align partner initiatives with Airship's GTM priorities • Represent Airship: Attend partner events, technology conferences, and ecosystem forums, with a goal to generate and accelerate opportunities • Track, report, and achieve partner-attributed pipeline and revenue goals, using market and partner intelligence tools (e.g., Crossbeam) to quantify impact and refine priorities • Operationalize Tech Alliances: Lead the daily relationship, joint business planning, regular syncs, and QBRs with key tech partners (Salesforce, Google, Twilio, Movable Ink, etc.). Serve as the primary bridge between partner and Airship teams within your region • Enable and Activate Tech Partners and Airship Teams: Train partner teams on Airship's value proposition and use cases. Develop and maintain joint assets (one-pagers, battle cards, integration briefs) to empower partners to independently refer opportunities. Ensure Airship teams are knowledgeable on all tech partners and serve as their primary interface • Expand the Ecosystem: Identify and onboard new technology partners by assessing joint value proposition, customer overlap, technical fit, and strategic alignment with Airship's roadmap • Drive Co-Marketing: Help Airship and partner Marketing teams develop joint content, co-branded campaigns, and event activations that amplify partner relationships • Facilitate Product Collaboration: Work between Airship and partner Product teams to develop or enhance integrations and joint solutions that address customer and market needs. Encourage adoption by collaborating with Customer and Product Marketing teams

Role Description We’re looking for a strategic and mission-driven Director of Account Management & Partnerships to oversee a portfolio of Kooth’s U.S. clients outside of California, with a primary focus on Michigan and the broader Midwest region. This role will support our public sector growth through strong relationship management, strategic partnership development, implementation support, and ecosystem engagement across the state of Michigan. The Director will focus on managing complex, government-funded contracts while cultivating partnerships across: - Medicaid payers - State and county health departments - K–12 school systems - Higher education institutions - Community-based coalitions This role will also play an important role in supporting implementation efforts—helping school districts, partners, and community stakeholders successfully launch and integrate Kooth’s services within their existing systems and student support models. You will serve as a key point of contact for our clients and partners in Michigan, ensuring: - Service excellence - Contract compliance - Successful implementation and adoption - Opportunities for renewal and expansion - Building meaningful, sustainable partnerships that deepen Kooth’s impact on youth mental health across the state Qualifications - 7–10 years of experience in account management, public sector partnership development, government relations, or strategic partnerships—ideally within digital health, behavioral health, education, Medicaid, or related sectors - Experience managing public sector contracts and complex stakeholder relationships, including Medicaid MCOs, school systems, state agencies, county partners, or community-based organizations - Strong understanding of government procurement processes, Medicaid policy, public health funding structures, and/or behavioral health ecosystems - Familiarity with the partnership landscape within Michigan (or assigned territory), including existing relationships or experience working across education, youth mental health, healthcare, public sector, or community-based systems - Demonstrated ability to build trust and influence across diverse stakeholder groups, from operational partners to senior government and community leaders - Strong communication, relationship management, and project management skills, with the ability to navigate complex and evolving environments - Ability to create clear, client-facing presentations, reports, and strategic insights using data and tools such as Google Sheets, Slides, and Docs - Passion for equitable access to mental health care and improving outcomes for young people and communities Requirements - Manage a portfolio of high-impact state and regional contracts, ensuring strong delivery, service-level compliance, and client satisfaction - Act as the day-to-day lead for key public sector stakeholders—including commissioners, agency leads, Medicaid and payer partners, and legislative liaisons - Partner with senior leadership to help shape and execute Kooth’s broader commercial and partnership strategy within assigned states or territories - Lead recurring business reviews with clients (monthly, quarterly, and/or annually depending on contract structure) - Identify opportunities for contract renewal and service expansion based on evolving client needs, policy priorities, and market dynamics - Collaborate cross-functionally with Product, Clinical, Engagement, Marketing, and Operations teams - Ensure client and partner feedback informs continuous improvement across Kooth’s delivery model, partnership approach, and member experience - Support the development and execution of Kooth’s U.S. partnership strategy - Represent Kooth at relevant stakeholder meetings, virtual briefings, and sector events - Create and deliver compelling reports, presentations, and dashboards - Serve as a trusted cross-functional partner to teams across Sales, Product, Clinical, Operations, and Marketing - Champion the voice of the client internally - Support operational improvements to scale account management processes Benefits - Compensation: The base salary for this role is $130,000 to $150,000 annually, plus a performance-related bonus - Excellent Medical, Dental, and Vision Coverage - 401(K) Retirement Plan with company match - Generous Paid Time Off - Remote-first flexibility and work-from-home support - Paid parental leave - Learning & development opportunities - 8 Paid Holidays, plus two half-day holidays (Christmas Eve and New Year’s Eve)