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.