Director of Publishers and Platforms

Samba TV tracks streaming and broadcast video across the world with our proprietary data and technology. We are on a mission to fundamentally transform the viewing experience for everyone. Our data enables media companies to connect with audiences for new shows and movies, and enables advertisers to engage viewers and measure reach across all their devices. We have an amazing story with a unique perspective on culture formed by a global footprint of data and AI-driven insights. Reporting into the VP of Commercial Partnerships, we're seeking an accomplished Director, Business Development with a track record of driving explosive revenue growth to join our Revenue team in the North America region. Ideal candidates will come to Samba with a strong consulting, finance, or platform background. Having a consultative approach, paired with strategic leadership, and communication skills will result in success in this position.  This strategic role is responsible for helping grow and deepen Samba TV’s tier-1 partnerships industry wide. Ideal candidates must have an interest in television and data and possess a combination of critical thinking, business development and strategic partnership skills. Candidates must also possess outstanding communication skills, analytic capabilities, and be willing to work in a fast-paced, entrepreneurial environment. There will also be opportunities to influence the direction of the product roadmap as well as collaborate with the executive team and the engineering organization. Responsibilities

Secure and grow Samba's global strategic partnerships with major tech companies, and social platforms.

Negotiate expectations, business terms, and conditions with these tier 1 partners across global markets and regions 

Manage partner integrations and launch with product, engineering, and marketing teams, and act as the key liaison to communicate partner needs to internal stakeholders

Use a consultative approach to provide partners with insight into the ecosystem, market trends, and growth of the business opportunity

Help develop marketing initiatives and participate in industry events and function as a knowledge leader on all Samba TV data products and services

Work with cross-functional teams internally to guarantee success and growth of the ecosystem

Apply consultative selling skills to help Adtech clients develop solutions that optimize the use of TV data in today's omnichannel marketing ecosystem 

Collaborate with Business Development, Marketing, Product, Engineering, Legal and Finance to help architect, negotiate, and close large-scale data, and analytics solution agreements

Manage a pipeline of high value opportunities through the Samba Enterprise Sales Process, and document the details using Salesforce

Develop effective sales strategies and deliver compelling product demonstrations and sales pitches with the product marketing organization

Cultivate and grow relationships with mid-level and senior leadership in target accounts to upsell services year-over-year

Collaborate with internal teams, working together to keep projects on track and resolving issues as they arise, connecting the dots between products, clients, and success with their end customers

Meet quarterly and annual revenue goals

Provide ongoing internal reporting and analysis for accurate revenue forecasting

Listen to, identify, and understand prospects’ viewpoint, and tailor communication to meet prospect needs and expectations

Suggest product and sales process improvements that will increase sales performance metrics (we want you to have a stake in growing the business)

Generate new product ideas and bring actionable client feedback back to product management

Requirements

5+ years experience in a revenue-focused Business Development or Sales role in advertising, data, measurement/analytics, or AdTech/MarTech SaaS sales working with leading media companies, agencies, brands or platforms

Sell comfortably in a team-sell format to senior-level executives of adtech platforms

Hands-on experience developing and leading multi-level strategic customer relationships driven by successful delivery of high value solutions which have yielded tangible business results (increased revenue, new market penetration, & increased market share)

Able to operate comfortably across different client disciplines from Brand Management, Media, Research and Analytics, Data/Marketing Sciences, Product Management, Sales, Technology, Finance, and Corporate Strategy

Understand and communicate the “big picture” of advanced segmentation, scoring, analytics, attribution platform, and data solutions

Ability to champion new ideas, initiate change, drive innovation, and trust with your clients

Intellectual curiosity, attention to detail, high energy, deliberate delivery, and focused on winning, client success, and high growth

Proven ability to identify, open, navigate and close solution sales in excess of 6-7 figures within key vertical markets

Demonstrated track record of consistently surpassing targets, new business, and overall revenue, and/or profitability goals

Working and pragmatic knowledge of various syndicated data offerings; ability to translate data knowledge into tactical and strategic solution frameworks

Excellent written and verbal communication skills; ability to articulate complex issues in a concise and polished manner to a diverse audience

Desire to collaborate internally to improve and execute on deliverables, process, and output across multiple time zones