The Role
The Director of Publishers and Platforms at Samba TV will lead platform partnerships, drive revenue growth, and collaborate with various internal teams to close large-scale agreements in the advertising technology sector.
Summary Generated by Built In
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, US we're seeking an accomplished Director, Business Development of Platform sales 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 role will be responsible for leading Samba’s portfolio of programmatic platform partnerships. This will entail strategic selling of Samba’s entire product suite.
Responsibilities
- Prospect and grow the pipeline of “platforms” (Demand Side Platforms, and other programmatic platforms, data providers, and measurement providers) that integrate linear and streaming TV data into their products in the United States and Canada
- Experience selling into the largest advertising technology platforms is important, with an emphasis on the use of data solutions that support targeting, planning, and measurement applications
- Experience in deal-making that requires the use of identity solutions to support direct digital matching, and the use of intermediaries like LiveRamp and Experian
- 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
- 7+ 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
- A solid understanding of the programmatic and digital landscape, and the use of data within it
- Sell comfortably in a team-sell format to senior-level executives of adtech and ad measurement 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
- Ability to sell, negotiate, and close business in English, plus one or more of German, French, Spanish, or Italian is an added bonus
- 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
Samba TV is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We strive to empower connection with one another, reflect the communities we serve, and tackle meaningful projects that make a real impact.
Samba TV may collect personal information directly from you, as a job applicant, Samba TV may also receive personal information from third parties, for example, in connection with a background, employment or reference check, in accordance with the applicable law. For further details, please see Samba's Applicant Privacy Policy. For residents of the EU , Samba Inc. is the data controller.
Top Skills
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The Company
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.
