Head of Sales

Summary

Join ActiveProspect as the Head of Sales- Emerging Verticals and drive revenue growth within a dedicated pod team. You will define and execute the go-to-market (GTM) strategy, focusing on identifying and developing high-potential verticals. Responsibilities include market research, relationship building with key industry players, advising marketing efforts, and managing team budgets. Success will be measured by key performance indicators such as revenue, logo acquisition, and retention. This role requires extensive experience in lead publishing and/or lead buying, a proven track record of enterprise sales success, and a strong ability to communicate complex technical information. The ideal candidate is a self-motivated entrepreneur with a positive attitude and a collaborative spirit.

Requirements

• 5-10 years of lead publishing and/or lead buying /3rd party lead generation space experience
• Has the ability to take a Vertical from having customers to growing it into a key market for the organization
• Ability to show consistent achievement of enterprise sales quota
• Experience managing enterprise sales pipeline, forecasting and reporting
• Strong ability to communicate value propositioning for complex enterprise SaaS technology
• Displays a positive attitude
• Demonstrates flexibility in day-to-day work
• Show initiative for learning by seeking out answers to daily technical challenges
• Sets high standards of performance for oneself
• Establishes good working relationships with team members
• Appreciates each team member's contributions and values each individual member
• Ability to work quickly and patiently as part of a small team growing rapidly
• Strives to help the team succeed, even when it means working outside the job description
• Above all: you are an entrepreneur at heart, self-motivated, with an insatiable can-do mentality
• Ability to travel up to 25% of the time

Responsibilities

• Define and execute the GTM strategy for your pod team
• Research new vertical growth opportunities and align team resources to the TAM
• Strategically target deals that gain adoption within our growth verticals
• Track competition and help position our offering for the vertical
• Be analytical about which verticals have potential for growth
• Constantly talk to people in emerging verticals and work with publishers selling to various verticals - lead buyers, lead sellers, and service providers to improve your understanding of the landscape
• Follow industry trade publications, webinars, regulations, events, etc
• Educate/train others in the company as needed
• Advise marketing on the needs for your identified growth verticals including creating industry specific materials (brochures, web pages for our website, webinars, etc.)
• Advise marketing on the key personas, terminology, and benefits
• Track the various industry trade shows and select the appropriate events for the company that you will attend
• Speak at industry events for your vertical about topics related to our products/services
• Identify and execute partnerships with the appropriate partners in identified growth verticals
• Working with publishers within certain growth verticals are a key strategic growth lever
• Build and maintain relationships with key contacts in the industry
• Gain endorsement from industry influencers
• Know our stakeholders within growth verticals including both publishers and advertisers
• Make recommendations for how to position and package our offerings for our growth verticals
• Push for the features needed in your vertical and provide insight on the needs to the rest of the team
• Work closely with the client success team to ensure that our customers in the vertical are pleased with the value they are receiving from our services
• Work to maximize ROI on the budget for your pod team
• Find creative ways to expand your budget such as sponsorships from industry partners
• The travel for your dedicated team (CSMs, Sales, etc.) will come out of your budget

Benefits

• A financially stable company, with the freedom and opportunities of a startup culture
• Flexible work schedule
• Flexible vacation time
• A remote-friendly culture with monthly virtual happy hours and team-building events
• Retirement plan matching up to 3% of your salary
• Health, dental, vision, disability and life insurance