VP Enterprise, GTM

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WHAT YOU'LL DO

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Develop and Execute Enterprise GTM Strategy
• Define and implement the overall GTM strategy for Samba TV’s enterprise data solutions, including Data as a Service (DaaS), measurement, and identity products.
• Identify and prioritize target markets and customer segments.
• Develop sales motions and playbooks tailored to each customer type.
• Define pricing, packaging, and product marketing strategies.
• Establish key performance indicators (KPIs) and tracking progress that lead to Sambas overall vision and growth.


Lead and Manage Enterprise GTM Team in a matrix environment
• Build, develop, and lead a high-performing GTM team, including sales, business development, sales engineering, and solutions architecture.
• Work with our internal Talent Partners to recruit, onboard, and train team members, ensuring they possess the necessary expertise in activation solutions and campaign management.
• Set clear goals and expectations, aligning individual performance with overall team objectives and revenue targets.
• Provide ongoing coaching and mentorship, emphasizing effective sales techniques, demo delivery, and data presentation to drive renewals and increased investment.
• Cultivate a collaborative results-oriented culture, fostering strong internal relationships and knowledge sharing to maximize team effectiveness.
• Partner with product leads


Drive Revenue Growth and Market Penetration
• Achieve aggressive revenue targets and expand Samba TV’s market share in the enterprise data solutions space.
• Develop and execute account plans for key clients.
• Identify and close new business opportunities.
• Expand existing accounts through upselling and cross-selling.
• Develop and leverage strategic partnerships.
• Reducing client churn and improving customer retention.
• Develop a playbook for non-M&E verticals.
• Monitor industry trends and competitive activities to identify opportunities for growth and proactively address potential challenges.


Optimize Sales Motions and Processes
• Continuously refine and optimize sales motions and processes to improve efficiency and effectiveness.
• Analyze existing GTM dimensions to identify areas for improvement and streamlining processes.
• Develop and implement standardized playbooks for different sales motions, such as channel partner acquisition, new logo onboarding, renewals, and upsells/cross-sells.
• Leverage technology and automation to improve efficiency and productivity, including CRM systems like Salesforce for data hygiene, pipeline management, and performance tracking.
• Collaborate with Product and Engineering teams to ensure that solutions meet market needs and align with sales strategies.
• Create a framework for Account Executives and Partner Consultants to reduce churn, scale existing client business, and develop key account strategies.


Build Strong Client Relationships
• Cultivate strong and lasting relationships with key decision-makers with agencies, publisher, and platform clients.
• Develop a deep understanding of client needs and challenges, tailoring solutions to specific requirements and objectives.
• You provide consultative solutions that deliver measurable value.
• Establish regular communication and touch points, ensuring clients are informed and engaged throughout the campaign lifecycle.
• Provide exceptional client service and support, addressing issues promptly and proactively to ensure high levels of client satisfaction.


Collaborate Across Departments
• Work closely with other teams, including Product, Engineering, Marketing, Finance, and Data Licensing, to ensure alignment between Activation GTM strategies and overall company objectives.


Stay Abreast of Industry Trends
• Continuously monitor the media and advertising landscape, including emerging technologies, competitive dynamics, and evolving client needs, to inform strategic planning and ensure Samba TV’s activation solutions remain relevant and competitive.

WHO YOU ARE

• 10+ years of experience in leading and managing Enterprise GTM teams in a matrix environment within the media, advertising, or data solutions industries.
• A demonstrated ability to build high-performing teams and drive revenue growth is essential.
• A strong understanding of the media and advertising ecosystem, including data licensing, measurement, attribution, and identity resolution.
• Familiarity with key industry players and trends is essential.
• Excellent analytical and problem-solving skills, with a proven ability to develop and execute strategic plans.
• A strong understanding of financial metrics and business modeling is necessary.
• Exceptional communication, interpersonal, and presentation skills, with the ability to effectively communicate complex concepts to diverse audiences, including clients, partners, and internal stakeholders.
• A proven ability to build and maintain strong relationships with key decision-makers at enterprise clients and partners.
• A strong focus on results and a data-driven approach to decision-making.
• Experience in using data and analytics to track progress, measure performance, and identify areas for improvement is crucial.
• Ability to thrive in a fast-paced, dynamic environment and adapt quickly to changing market conditions and client needs.