Full Job Description
As part of our OMS product portfolio, Lineup and FatTail provide media owners with an end-to-end order management solution built for ad sales teams across news, digital, streaming, B2B, OOH and other segments.
Reports to: Chief Commercial Officer
Location: United States
About the Role
As VP Sales, reporting to the Chief Commercial Officer, you will lead the global new business organization responsible for building and converting pipeline into consistent new-logo ARR across FatTail and Lineup. Based in the United States (New York City metro area preferred), you will manage a distributed team of 3+ enterprise sellers across North America and international markets.
Who We're Looking For
310+ years of enterprise software sales leadership experience delivering consistent multi-year quota attainment.
3Proven track record of building and leading globally distributed teams pursuing international customer opportunities.
3Deep domain knowledge of the media industry and established credibility with media software buyers.
3Fluency in structured sales methodologies such as ValueSelling and MEDDPICC, alongside a rigorous commitment to forecast and pipeline accuracy
3Demonstrated ability to uncover underlying customer business needs and build urgency to instigate sales opportunities.
3Sophisticated commercial acumen to negotiate complex, multi-year enterprise software agreements covering SaaS licensing, implementation, and custom development components.
3A collaborative, curious, and driven mindset with a track record of running deals as team pursuits across Pre-Sales, Marketing, Product, Finance, and Professional Services.
3Willingness to maintain a global travel and industry event schedule (approximately 30% onsite travel).
Day-to-Day Responsibilities
3Own and achieve the annual global new business quota in new business ARR growth.
3Lead, coach, and recruit a team of enterprise sellers to own deal execution from lead generation through close.
3Generate Sales-team sourced annual pipeline above and beyond Marketing-sourced pipeline.
3Maintain a strong new business win rate against sales-qualified leads.
3Accelerate enterprise sales cycles through active inspection and direct intervention on stalled deals.
3Review win/loss rationale to convert customer wins into fast-follow strategies for lookalike prospects and new customer segments.
3Flex between supporting sellers on complex multi-variable deals and leading strategic pursuits directly.
Compensation & Benefits
3Salary range: $225,000 Base + $225,000 Target Variable Compensation
3Comprehensive Health, Dental, and Vision Insurance
3401K with company match (100% of the first 3% and 50% of the next 2%)
3Fully Paid Parental Leave - 18 weeks for birthing parents, 12 weeks for non-birthing parents
3Phone and internet stipend
3Wellness, learning, and coworking reimbursements
3Flexible work hours
3Unlimited PTO
311 paid holidays and December holiday closure
3Annual In-Person Event
