PayPal & HashiCorp
Owning enterprise relationships like businesses within the business.
Portfolio
Average $4M recurring-revenue enterprise portfolio
Role
Associate Director, Client Services | Just Global
The Work
I led enterprise client relationships for PayPal and HashiCorp, with responsibility for a $4M recurring-revenue portfolio. Beyond client services, my role involved commercial planning, financial oversight, account growth, retention and executive stakeholder management. I worked closely with clients and internal teams to balance business priorities, protect the health of the accounts and identify opportunities to expand our partnerships.
I managed HashiCorp’s media business from day 1 of Just Global winning them as a client. After a healthy year of growth in that sector, I saw an opportunity to expand the relationship. HashiCorp was evolving how it positioned itself and wanted a new visual identity and tagline, supported by broader narrative, messaging and positioning work.
I identified and secured an opportunity to expand our relationship with HashiCorp into creative services, resulting in $1M in incremental business at a 50% margin. The engagement expanded our role beyond existing services and demonstrated the value of understanding client needs beyond the immediate scope of work.
My PayPal client later left the company to become Head of Marketing at Macrobond and hired me directly as her Director of Marketing and #2.
For me, that remains one of the strongest endorsements of how I work: earn trust, understand the business and become the person someone wants beside them when the stakes get bigger.
My PayPal relationship was a different kind of proof point. I worked hand-in-hand with my client on how we could grow the PayPal business, serving as a strategic partner rather than simply an agency account lead.
One example was Optimize & Protect, an enterprise PayPal Braintree program designed to position PayPal as a trusted leader in payments processing while creating demand for Sales. I led the cross-functional agency team and partnered directly with the client to move the program from strategy through delivery, coordinating with the media team to keep the broader campaign aligned.