Lead Account Manager
Digital Turbine · Beijing
At Digital Turbine, we make mobile advertising experiences more meaningful and rewarding for users, app publishers, and advertisers — intelligently connecting people in more ways, across more devices. We provide app publishers and advertisers with powerful ads and experiences that captivate consumers, fuel performance, and help telecoms and OEMs supercharge awareness, acquisition, and monetization. In a rapidly evolving industry, we are constantly innovating and creating better paths of discovery to connect consumers, publishers, and advertisers across the mobile ecosystem.
Please note that Digital Turbine is a hybrid work environment-only candidates local to the posting location will be considered.
At Digital Turbine, we make mobile experiences more meaningful and rewarding for users, app publishers, and advertisers — intelligently connecting people in more ways, across more devices. Our Ignite platform sits at the deepest layer of the Android device: embedded in OEM firmware, it powers app delivery, activation, and discovery from the moment a consumer switches on a new phone. For our OEM partners, Ignite is both a material revenue line and a core part of the out-of-box experience they put their brand behind.
The Account Manager, OEM Partnerships owns the end-to-end health of one or more strategic OEM relationships built on Ignite. This is a hybrid commercial and technical role: you are the single accountable owner for the partner's revenue performance, the deployment footprint across their device portfolio, the quality of the consumer experience Ignite delivers on their hardware, and the trust that keeps the platform embedded in the next ROM. You will operate as the partner's advocate inside Digital Turbine and as Digital Turbine's advocate inside the partner.
What You'll Own
Partner Relationship & Commercial Ownership
Own the relationship end to end — from device engineering and product counterparts through to the commercial, legal, and GM-level stakeholders who decide whether Ignite stays on the ROM.
Run the operating rhythm: regular working sessions, MBRs and QBRs, and an annual strategic review that frames the partnership in the partner's own business terms, not ours.
Own commercial terms in-life: revenue share tiers, rebate structures, minimum guarantees, signing bonuses, and the treatment of new channels or carrier customers introduced under the agreement.
Lead renewal and expansion negotiations in partnership with Legal, Finance, and the deal team — including scope changes, new device categories, and new territories.
Manage escalations with judgement. You will be the person handling sensitive commercial, technical, and reputational conversations — often with limited notice and imperfect information.
Deployment Footprint & Device Lifecycle
Grow the device footprint: secure Ignite placement across new SKUs, tiers, and regions in the partner's roadmap, and defend it at each ROM cycle.
Work the NPI calendar. Track the partner's new product introduction and software release cycles, and ensure Ignite integration requirements are scoped, certified, and shipped in time for launch — not retrofitted after it.
Drive client version currency. Coordinate with Product and Solutions Engineering to keep deployed Ignite client versions current across the installed base, including migration of legacy devices.
Own the OOBE and post-OOBE experience on the partner's devices: placement, sequencing, consent surfaces, app folder and discovery surfaces, and how these interact with the partner's own first-run journey and device setup tooling.
Be the interface to OEM engineering and certification. Translate between Digital Turbine's technical teams and the partner's device software, certification, and QA organisations.
Performance, Revenue & Reporting
Own the number. Forecast, pace, and deliver revenue for your accounts; understand the drivers behind every material variance.
Manage the delivery funnel at a technical level — activation rates, install success and failure, install-to-open conversion, retention, and revenue per device — and drive remediation with Product and Engineering where the funnel leaks.
Diagnose, don't just report. Distinguish demand-side softness from device-side, regional, or integration-side causes, and bring an evidenced hypothesis rather than a dashboard.
Own revenue reporting and reconciliation with the partner. Handle payout queries, app-level variance analysis, and requests for revenue-flow transparency — resolving them credibly while protecting commercially sensitive information.
Build the business case. Work with FP&A to model expansion scenarios, new placements, and term changes, and present them to the partner in a form their finance team can validate.
Consumer Experience, Consent & Compliance
Protect the experience on the partner's hardware. OEMs judge Ignite by what their customers feel — app volume, category mix, notification cadence, and perceived intrusiveness. Manage that tension actively rather than defending volume for its own sake.
Own the consent journey for your accounts in partnership with Legal: lawful basis, consent UX models, opt-in flows, notification permissions, and data minimisation — including how these differ across GDPR/ePrivacy markets and other regulated territories.
Stay ahead of regulatory and platform change — privacy regimes, app-distribution and default-choice regulation, and Android platform policy — and brief the partner on what it means for them before they ask.
Support the partner's own compliance obligations, including content and app-eligibility standards, regional restrictions, and audit or documentation requests.
Strategy, Growth & Competitive Defence
Build and maintain a genuine account strategy: the partner's device shipment trends, regional mix, monetisation priorities, organisational politics, and where Ignite fits in their three-year plan.
Defend the position. Identify competitive and in-house alternatives to Ignite early, understand their pitch, and make the case for Digital Turbine on evidence.
Create upsell paths into additional Ignite placements, adjacent Digital Turbine products, and new consumer surfaces.
Bring the outside in. Partners increasingly look to us for a point of view on where app discovery and app marketing are heading — including the impact of AI-driven and agentic experiences on the device. Be a credible voice in those conversations.
Cross-Functional Leadership
Coordinate the internal account team across Product, Solutions Engineering, Ad Operations, Demand, Legal, Finance, and Carrier BD — without formal authority over any of them.
Feed the roadmap. Convert recurring partner friction into prioritised, well-evidenced product requirements.
Represent your accounts in internal pipeline, forecast, and operational reviews with accurate, current, and appropriately candid status.
What Success Looks Like
First 90 days: you can explain your partner's device roadmap, regional mix, Ignite integration status, and top three sources of friction without referring to notes; key relationships are established at working and decision-maker level.
First 6 months: you own the forecast with credibility, have closed or materially advanced at least one expansion opportunity, and have a remediation plan in flight against the largest funnel loss on the account.
First 12 months: the footprint has grown, the partnership is measurably more valuable to both sides, and the partner treats you as the first call — not the escalation path.
What You'll Bring
Essential
4–8 years in partnerships, key account management, or business development in mobile, adtech, device, or telecoms — with a track record of owning a named strategic account and its revenue.
Direct experience with OEMs, carriers, or the Android device ecosystem — device launch cycles, preload and app distribution, OOBE, or device software delivery.
Genuine technical fluency. You do not need to write code, but you must be able to hold a substantive conversation about firmware-level integration, install and activation flows, SDK versioning, attribution, and why an install fails — and be trusted by engineers on both sides.
Commercial depth: you can model a revenue share, stress-test a business case, read a partnership agreement, and negotiate terms with a sophisticated counterparty.
Strong analytical instincts. Comfortable with large, messy datasets; able to build a narrative from them that changes what a partner decides to do.
Composure under pressure. This role involves reconciliation disputes, launch slips, escalated partner dissatisfaction, and competing internal priorities. Professional maturity and high emotional intelligence are non-negotiable.
Excellent written and verbal communication — able to move between an engineering working session, a legal review, and a GM-level business discussion in the same day.
Willingness to flex working hours to support partner time zones, and to travel for on-site reviews and launches.
Strongly Preferred
Prior experience with a major Chinese smartphone OEM, either in-house or as a partner-facing counterpart.
Deep understanding of the Chinese OEM ecosystem, including key stakeholders, organizational structures, decision-making processes, and industry trends, while building and maintaining relationships with critical points of contact.
Working knowledge of mobile privacy and consent frameworks — GDPR, ePrivacy, and equivalent regimes — and how they constrain on-device app delivery.
Familiarity with mobile measurement and attribution (MMPs), user acquisition economics, and the advertiser demand side.
Experience operating in emerging markets and adapting commercial models to local device, carrier, and regulatory conditions.
Comfort in a fast-moving, sometimes ambiguous environment where the platform, the market, and the regulation are all changing at once.
About Digital Turbine:
Digital Turbine (NASDAQ: APPS) powers superior mobile consumer experiences and results for the world’s leading telcos, advertisers and publishers. Our end-to-end platform uniquely simplifies the ability to supercharge awareness, acquisition and monetization — connecting our partners to more consumers, in more ways, across more devices.
The company is headquartered in Austin, Texas, with global offices in New York, Los Angeles, San Francisco, London, Berlin, Singapore, Tel Aviv, and other cities around the world, serving top agency, app developer, and advertising markets.
We are honored to have achieved numerous awards as an employer of choice, around the world, including: BuiltIn's Best Places to Work Awards in 2022, 2023 and 2024, DUNS 100 Best Places to Work in Tech for 2023 and 2024, and BDICode's 100 Best Companies to Work in 2024.
Digital Turbine is an equal opportunity employer committed to exemplifying diversity and inclusion around the world. We welcome people of different backgrounds, experiences, abilities, and perspectives. We embed diversity in our mindset, products, and teams to empower an inclusive, equitable, and culturally fluent environment. Building and continuously fostering this culture within our teams makes us better collaborators, partners, and innovators.
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