Samba is seeking a sophisticated, high-impact sales leader to join our team as Director, Key Accounts. In this pivotal role, you will be responsible for prospecting, cultivating, and closing long-term, high-value strategic partnerships with the Fortune 100, Tier one global brands and managing a portfolio of Samba’s largest partnerships.
You will focus on evangelizing Samba’s Enterprise solutions, moving beyond tactical media buys to embed our proprietary data and measurement capabilities into the core marketing stacks of the world’s largest advertisers. This role requires a candidate with an elite executive network, a deep understanding of the SaaS/Enterprise sales cycle, and a proven ability to navigate complex global brand organizations.
This position reports to the VP, Sales.
What You'll Do
Fortune 100 Account Acquisition: Drive the end-to-end sales process for a targeted list of the world’s largest brands, focusing on multi-year Enterprise data and measurement agreements.
Enterprise Solution Selling: Position Samba's AI-driven insights, identity, and measurement solutions as essential enterprise infrastructure for modern CMOs and CDOs.
Strategic Relationship Management: Build and maintain "top-to-top" relationships within the Fortune 100, acting as a trusted advisor to C-suite executives and senior marketing leadership.
Complex Deal Orchestration: Lead intricate negotiations and deal structuring, managing long-cycle sales processes that involve multiple internal and external stakeholders (Legal, Procurement, Data Science, and Marketing).
Cross-Functional Leadership: Partner closely with Product, Engineering, and Analytics teams to tailor Samba’s Enterprise offerings to the specific business challenges of global brands.
Market Advocacy: Serve as a thought leader in the industry, representing Samba’s Enterprise vision at major summits and high-level client forums.
Revenue Forecasting: Maintain a disciplined pipeline and provide accurate, data-driven forecasts for high-contract-value (HCV) opportunities.
Who You Are
- Proven Enterprise Success: 10+ years of experience in Ad-tech, Mar-tech, or SaaS sales, with a specific track record of closing 7-figure deals with Fortune 100 companies.
- Strategic Domain Expertise: In-depth knowledge of the Enterprise data ecosystem, including identity resolution, clean rooms, cross-screen measurement, and programmatic infrastructure.
- Elite Executive Network: Existing, current relationships at the senior leadership level (VP/SVP/CMO) within major brand-direct organizations.
- Consultative Sales Acumen: Mastery of value-based selling methodologies; ability to translate complex data capabilities into clear business outcomes for brand stakeholders.
- High-Stakes Negotiation: Proven ability to manage the complexities of enterprise procurement, master service agreements (MSAs), and data licensing contracts.
- Exceptional Communication: World-class presentation skills and the ability to command a room of C-level executives.
- Intellectual Curiosity: A deep passion for the evolution of TV and digital identity, with the ability to adapt strategies as the privacy and technology landscape shifts.
- Travel: Ability to travel 30-50% of the time for high-level client engagements and industry eventsEducation:
- BS/BA: in Business, Marketing, or a related field. MBA preferred.
Top Skills
What We Do
Television remains a vibrant cultural influence and an essential source of entertainment and information worldwide. Tremendous growth in content choices, and viewing platforms that allow us to watch anything, anytime, on any screen, has actually made it harder for viewers to discover and keep up with all the great programming available. It’s also more competitive for content providers to keep your attention, and for marketers to make strong, measurable connections with their target consumers. Technology that improves the viewing experience, enables content discovery, and addresses audience fragmentation across screens will strengthen television’s business model and relevance to consumers. Data is at the center of any solution to make TV better. Samba TV's technology is built into Smart TVs and easily maps to smart phones and tablets. By recognizing what's on screen, Samba TV learns what viewers like and using machine learning algorithms, enables discovery of shows and actors in a whole new way. Likewise, our data and measurement products are transforming the way stakeholders across the media landscape are thinking about their business. Given the dramatic growth in streaming services, connected devices, time-shifting, and multi-screen viewership, our data products solve real problems and create a meaningful competitive advantage for our clients.
