Client Director, Analyst Relations

About the role

At Spotlight, we help B2B technology and services companies orchestrate influence — shaping how the analysts, influencers, customers, and communities that matter most perceive and talk about their business. It's nuanced, high-stakes work that requires someone who can hold the strategic thread across multiple workstreams while staying credible with senior client stakeholders.

Directors own the relationship with the client’s Analyst Relations point of contact and buyer, support Client Services in developing the relationship at an executive level, and make sure execution across the account team stays tied to measurable outcomes. They know where Spotlight can add more value and pull in Client Services when they spot an opportunity.

Some Directors are individual contributors, and some also manage people or lead a team. The responsibilities below apply to every Director, with additional responsibilities if you also manage people or lead a team.

Those effective in this role…

Oversee client partnership and program strategy

• Own the relationship with the Analyst Relations point of contact and buyer on each account, and make sure every client has a current program strategy and a clear view of what success looks like.

• Help clients position their differentiators in a way that matters to analysts, and craft the messaging that informs and influences both clients and analysts.

• Bring competitive and market intelligence into strategy to sharpen positioning, anticipate threats and surface opportunities the client wouldn’t have seen on their own.

• Communicate strategy, progress and outcomes to the client’s AR point of contact and buyer with clarity and confidence, and alongside Client Services when executive stakeholders are involved.

• Advise clients on how AI is reshaping analyst and market perception in their space.

Ensure delivery excellence

• Oversee the quality and strategic alignment of work across the account’s workstreams, catching drift before it becomes a problem.

• Stay close enough to execution to catch misalignment early without doing the team’s job for them.

• Manage scope, utilization and workload for the portfolio, including client and team member capacity.

• Coach, mentor and give delivery guidance to Consultants and Associate Consultants on the account team.

• Bring genuine AI fluency to the quality and efficiency of your own work and your team’s.

Partner with Client Services leaders

• Recognize expansion signals (new buyers, new divisions, shifting priorities, unmet needs) and bring in the Client Services lead.

• Support Client Services’ executive relationship development with program outcomes, analyst insight and account context.

• Act as the AR voice in account planning with Client Services, bringing practice depth to the conversation.

• Flag risk early and partner with Client Services on recovery plans.

Advance the craft

• Contribute to the practice’s body of knowledge: playbooks, knowledge articles, trainings and best practices.

• Bring new approaches and innovation to core AR deliverables and share what works across teams.

• Participate in practice enablement sessions and peer reviews.

Desired Skills & Experience

Experience: Typically 5–10 years in analyst relations, strategy consulting, communications strategy, B2B marketing or influence-adjacent work.

Relationship Ownership: A record of owning client relationships with program owners and buyers, supporting executive-level relationships alongside a partner, and driving multi-workstream programs from strategy through execution.

Account Growth: Experience growing retained accounts and identifying where a client has needs beyond the current program.

Strategic Thinking: Strong strategic thinking, able to turn an ambiguous client challenge into a structured, actionable program.

Communication: Superior written and verbal communication, including presentations and narratives for senior audiences.

Market Intelligence: Skill in applying market and competitive intelligence to positioning.

AI Fluency: Hands-on AI fluency, with a point of view on its strengths and limits.

You could come from analyst relations, strategy consulting, communications strategy, B2B marketing, or another influence-adjacent field where you’ve already owned senior client relationships end to end.

Anticipated start date is January 2027. This is a hybrid role based in Kansas City.

We are a fun, smart, growing firm based in Kansas City's Crossroads neighborhood — and a consistent recipient of the KC Business Journal's Best Places to Work award. Learn more at spotlight-io.com.

Spotlight is an equal opportunity employer. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.