Practice Director

iPipeline Advisory Client Relationship Manager

As a global market leader, iPipeline combines technology, innovation, and expertise to deliver ground-breaking, award-winning software solutions that transform the life insurance, financial services, and protection industries. With one of the industry's largest data sets, we help advisors and agents to transform paper and manual operations into a secure, seamless digital experience – from proposal to commission– so they can help better secure the financial futures of their clients.

At iPipeline, you'll play a major role in helping us to provide best-in-class, transformative solutions. We're passionate, creative, and innovative, and together as a team, we continually strive to advance, accelerate, and expand the reach of our technology. We value different perspectives and are committed to creating an environment that embraces diverse backgrounds and fosters inclusion.

We're proud that we've been recognized as a repeat winner of various industry awards, demonstrating our excellence and highlighting us as a top workplace in both the US and the UK. We believe that the culture we've built for our nearly 900 employees around the world is exceptional -- and we've created a place where our employees love to come to work, every single day.

Come join our team!

Founded in 1995, iPipeline operates as a business unit of Roper Technologies (Nasdaq: ROP), a constituent of the Nasdaq 100, S&P 500®, and Fortune 1000® indices. iPipeline is a leading global provider of comprehensive and integrated digital solutions for the life insurance and financial services industries in North America, and life insurance and pensions industries in the UK. We couple one of the most expansive digital and automated platforms with one of the industry's largest data libraries to accelerate, automate, and simplify various applications, processes, and workflows – from quote to commission – with seamless integration. Our vision is to help everyone achieve lasting financial security by delivering innovative solutions that connect, simplify, and transform the industry.

iPipeline is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to gender, race, color, religious creed, national origin, age, sexual orientation, gender identity, physical or mental disability, and/or protected veteran status. We are committed to building a supportive and inclusive environment for all employees.

This is an office-based position.

Responsibilities

The Advisory Client Relationship Manager is a high level individual contributor who provides strategic leadership and guidance for enterprise-level client relationships in the insurance and wealth management technology space. Drawing on extensive industry and product expertise, this role influences client engagement strategy, advises on large-scale initiatives, and acts as a key escalation point for critical accounts. This role partners closely with executive stakeholders across both client and internal organizations to shape product evolution, ensure value realization, and foster long-term partnerships. The advisory client relationship manager also mentors the client relationship team and helps define best practices and frameworks for enterprise account management.

Client Engagement & Relationship Management:

• Serve as a trusted advisor to executive stakeholders at major client organizations, fostering long-term partnerships.

Account Monitoring & Retention:

• Oversee retention strategies for the most strategic accounts and guide internal teams to address emerging challenges
• Serve as escalation point for complex client issues, ensuring rapid resolution and long-term satisfaction.
• Develop and maintain account plans to ensure retention, growth, and profitability.
• Lead monthly and quarterly governance meetings, preparing and presenting account performance and roadmap updates

Opportunity Identification & Sales Support:

• Drive identification of transformative opportunities and support strategic sales pursuits with deep client insight.
• Partner with Sales and Executive teams to identify upsell and cross-sell opportunities within existing accounts.
• Participate in executive steering committee meetings, contributing client perspective to shape solution strategy.
• Identify opportunities for process improvements or new solutions to enhance customer value and strengthen partnerships.

Financial Accountability:

• Own financial performance of assigned accounts: oversee billing accuracy, forecasting, and profitability targets.
• Monitor and proactively report on risk, opportunities, and billing performance over 3–6 month horizons.
• Partner with finance to ensure alignment with budgetary constraints and revenue recognition standards.

Project Delivery and Oversight:

• Oversee Statements of Work (SOWs) to ensure clarity, feasibility, and alignment with both customer needs and organizational goals.
• Provide strategic guidance to project managers and delivery teams, ensuring compliance with best practices and methodologies.
• Ensure implementations are completed on time, within scope, and within budget, driving milestone completion without compromising quality.
• Support Agile planning cycles (releases, sprints) and ensure integration across cross-functional teams.

Qualifications

Typically requires 15+ years of experience in strategic client relationship roles in technology, SaaS, or fintech industries. Experience managing large enterprise accounts. Must have Agile experience. Executive education or leadership training in customer success, product strategy, or enterprise growth is a strong asset.

• Industry Knowledge: Experience anticipating industry trends and providing thought leadership on client engagement strategies. Ability to advise product and strategy teams on macroeconomic and regulatory shifts.
• Product & Platform Proficiency: Experience influencing product roadmap by aligning client trends with platform evolution. Experience defining best practices for strategic solution deployment.
• Client Engagement Tools & Systems: Advanced experience establishing enterprise engagement frameworks using advanced tooling and reporting. Experience standardizing scalable account management methodologies.
• Data Analysis & Reporting: Deep experience building business cases from client data to support internal investment or resource changes.
• Issue Tracking & Resolution: Experience leading resolution strategy for systemic or reputational issues. Experience defining enterprise escalation paths and risk management models.
• Communication & Documentation: Experience shaping executive communication templates and contributing to high-visibility messaging. Experience representing the voice of the client in high-level discussions or investor communications.
• Opportunity & Account Management: Experience defining portfolio growth strategies across regions or verticals. Experience partnering with sales and marketing leadership to refine go-to-market strategies for high-value clients.
• Significant experience advising executive stakeholders and leading enterprise-level engagements.
• Expertise in account risk mitigation, enterprise growth, and long-term retention planning.
• Visionary thinking with ability to influence internal product direction based on client needs.
• Proven leadership in mentoring client success teams and defining best practices.

Benefits

We offer a competitive compensation and benefits package, opportunities for career growth, an employee stock purchase plan, 401(k), generous time off and flexible work/life balance, company-matched retirement packages, an employee wellness program, and an awards and recognition program – all in a creative, fast-growing, and innovative company.