The Sr. Director, Sales Engineering will play a key role in driving Samba TV’s sales and revenue efforts by combining technical expertise with consultative selling strategies to position our enterprise products as trusted solutions for clients. This individual will empower sales teams to close deals effectively while emphasizing the measurable value of Samba TV’s offerings in Media Activation, TV measurement, planning, tune-in analysis, and outcomes-based strategies. They will own the global Sales Engineering function that powers Samba TV’s enterprise growth. Set strategy, lead a high-performing team, and turn complex data and measurement products into clear business value for C-suite buyers.
This role requires a balance of technical skill, consultative sales ability, and a client-focused approach. The ideal candidate will be instrumental in shaping sales conversations, demonstrating how Samba TV’s products solve critical business challenges and deliver ROI while building strong client relationships.
What You'll Own
- Strategy & Ops: Define SE charter, org design, coverage model, and annual plan. Manage headcount, budget, and capacity.
- Leadership: Hire, develop, and lead managers and senior ICs across regions. Build career ladders and coaching rhythms.
- Revenue Impact: Lift win rate, shorten cycles, and raise ACV. Run value engineering, ROI models, and deal reviews.
- Standards & Quality: Ship reference architectures and solution patterns for activation, measurement, tune-in, and outcomes.
- Governance: Oversee security, privacy, and clean-room standards. Partner with Legal/InfoSec on enterprise diligence.
- Exec Selling: Lead C-suite workshops and POVs. Navigate procurement and complex redlines with clear trade-offs.
- GTM Alignment: Shape pricing/packaging, partner strategy, and lighthouse plays with Sales, Product, and Marketing.
- Roadmap Influence: Translate field signals into product bets with Product and Data Science; validate through POCs.
- Enablement at Scale: Build discovery guides, objection handling, demo paths, and certification for AEs/CSMs.
- Ecosystem: Deep alignment with clouds, clean rooms, CDPs/DSPs, and data partners to unlock scale.
What You'll Do
- Own SE pipeline influence and forecast hygiene; run stage-gates and technical close plans.
- Lead executive narratives on TV measurement, tune-in, planning, and outcomes.
- Ensure smooth integrations (APIs, clean rooms, SQL/ETL, AWS/Azure/GCP).
- Partner with CS on handoffs and time-to-value; reduce post-sale risk.
- Represent Samba at industry events and with strategic accounts.
Who You Are
- 12-15+ years in AdTech/MarTech/Measurement; 5+ years leading managers.
- Track record influencing $20M+ ARR and closing complex enterprise deals.
- Fluent in measurement frameworks, clean rooms, identity, and TV outcomes.
- Working knowledge of APIs, SQL, ETL, and major clouds.
- Crisp communicator with strong executive presence and negotiation skills.
- Builder’s mindset. Scales teams, process, and quality.
- Trusted partner to Sales; decisive, data-driven, and calm under pressure.
- High empathy for clients; simplifies the complex.
- Bachelor’s degree required; Master’s is preferred
Skills Required
- 12-15+ years in AdTech/MarTech/Measurement
- 5+ years leading managers
- Proven track record influencing $20M+ ARR and closing complex enterprise deals
- Fluent in measurement frameworks, clean rooms, identity, and TV outcomes
- Working knowledge of APIs, SQL, ETL, and major clouds (AWS/Azure/GCP)
- Experience running value engineering, ROI models, and technical deal reviews
- Strong executive presence, negotiation skills, and client-facing communication
- Bachelor's degree
- Master's degree
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.
