VP, Sales (New Business)

Accountabilities

• Own and execute the new business strategy, driving pipeline generation, new customer acquisition, revenue performance, and sales productivity.

• Transform the sales organization, processes, and operating model to support the next stage of business growth.

• Partner with the CEO and executive leadership team to shape commercial and go-to-market strategy, including market segmentation, ideal customer profiles, territory design, resource allocation, sales capacity, and planning.

• Develop and refine scalable sales motions for a multi-solution organization, ensuring alignment with market opportunities and business objectives.

• Lead, coach, and develop a team of approximately 30 or more sales professionals, including sales managers, through strategic hiring, organizational design, and performance management.

• Establish strong sales operating practices and accountability around pipeline health, conversion rates, win rates, quota attainment, productivity, and forecast accuracy.

• Communicate sales performance, key insights, risks, and recommended actions to executive leadership.

• Collaborate with Customer Success to improve post-sale transitions and establish the foundations for customer retention, value realization, and account expansion.

• Partner with Product and Marketing on positioning, product launches, demand generation, and pipeline development, bringing customer and market feedback into commercial and product strategies.

• Identify opportunities to use AI tools to streamline prospecting, research, administrative tasks, and other sales activities, helping teams work more efficiently and close more business.

• Establish clear priorities and measurable outcomes during the first two quarters, while contributing to future sales plans, organizational design, and compensation strategy.

• Represent the business in the market, building credibility with brand marketers, performance marketers, and agencies while communicating insights on programmatic advertising, adtech, and AI-driven marketing.

Requirements

• At least 12 years of relevant sales experience, including 6 or more years in senior sales leadership roles.

• Extensive experience selling media, programmatic advertising, or adtech solutions to mid-market and larger customers, with annual contract values of $100,000 or more.

• A strong track record of acquiring new customers, both as an individual seller and as a sales leader responsible for team performance.

• Deep demand-side advertising expertise and a strong understanding of the broader adtech ecosystem.

• Proven success growing new business in the mid-market segment and managing complex sales cycles.

• Experience leading and transforming an AI-first sales organization, including identifying opportunities for AI adoption in prospecting, research, and administrative workflows and training teams to use these tools effectively.

• Hands-on leadership style, with a willingness to coach deals, participate in important pitches, and engage directly in sales execution.

• Strong understanding of brand and performance marketing, as well as the marketing technology (MarTech) and revenue technology (RevTech) ecosystems.

• Experience leading multi-level sales organizations, including managing sales managers and developing leadership talent.

• Strong analytical and operational capabilities, with expertise in pipeline management, conversion metrics, forecasting, quota performance, and sales productivity.

• Excellent executive communication, negotiation, presentation, and relationship-building skills.

• Ability to operate effectively in a fast-moving, entrepreneurial environment and collaborate across executive, product, marketing, and customer-facing teams.

• Must be able to work from an eligible U.S. location. The role is available in San Francisco, New York City, or approved remote locations within the United States; relocation support is not included.

Benefits

• Base salary:$224,000–$282,450 annually. The original posting lists the range as “$224,000K–$282,450K”; the figures above reflect the apparent intended annual salary amounts.

• Sales incentives:Commission and target sales incentives with uncapped earning potential and accelerators for exceeding sales targets. Incentive details are discussed during the recruitment process.

• Equity:Equity compensation as part of the total rewards package.

• Medical coverage:100% of the employee-only premium for the HSA medical plan and 95% of the employee-only premium for PPO, HMO, dental, and vision plans.

• Dependent coverage:Employer contribution of 75% toward dependent premiums across medical, dental, and vision plans.

• Disability insurance:Short- and long-term disability coverage at no cost to employees.

• Life insurance:Basic life and accidental death and dismemberment (AD&D) insurance at no cost to employees.

• Retirement savings:401(k) plan with pre-tax, Roth, and after-tax contribution options.

• Paid time off:Four weeks of paid time off to support work-life balance.

• Paid leave:Up to six weeks of paid disability leave, or up to 12 weeks for pregnancy disability leave; up to 12 weeks of paid family leave for birthing parents in addition to pregnancy disability leave; up to 16 weeks for non-birthing parents; and up to 12 weeks to care for a family member.

• AI tools and innovation:Access to modern AI tools and dedicated time to experiment with new approaches.

• Employee community:Employee Resource Groups and opportunities to volunteer through community initiatives.

• Homebuying support:Access to a concierge homebuying service offering personalized guidance and below-market mortgage rates, subject to program terms.

• Work environment:Opportunity to lead a high-impact sales organization through a period of strategic growth and transformation.