VP, New Business Sales

EMARKETER is seeking an experienced B2B sales leader to join us as VP of New Business Sales.

EMARKETER is for people who are passionate, driven, curious and always striving to deliver excellence for our clients. Our mission is to unlock digital opportunities for our clients with the world’s most trusted forecasts, analysis, and benchmarks. Our team members embody EMARKETER’s core values: we serve our clients, we work as one team, we innovate and adapt, and we celebrate diversity and inclusion.

Our research empowers marketing, ecommerce, and strategy professionals to succeed by offering transparently sourced and vetted data from thousands of sources distilled into charts, forecasts, benchmarks, and insights. Clients receive prescriptive analysis and actionable takeaways that enable them to make better business decisions with more confidence. Our clients include some of the world’s most recognizable brands including Amazon, Facebook, McKesson, Snapchat, JP Morgan, Nike, Spotify, and Publicis.

The Role & Team:

As VP of New Business Sales, you will have global responsibility for our B2B research subscriptions business and directly manage a team of sales leaders, including international teams in the EMEA, APAC and LATAM markets. This results-driven leader will own team structure, territory design, sales process, pipeline generation, new business KPIs, creating a coaching-intensive culture and other strategic initiatives that drive new customer acquisition. We are seeking a leader who can create a vision, formulate a strategy, instill a growth-oriented culture and bring it to life with strong operational capabilities. This role is an integral piece to the continued rapid growth of EMARKETER.

The Ideal Candidate is:

• A strategic B2B Sales Leader who is always two steps ahead – in hiring and leading team members, territory design, forecasting, pipeline creation, marketing alignment, culture creation and strategic planning.
• Highly results driven who ensures that achieving and exceeding key performance indicators, pipeline goals and bookings targets is at the forefront of everything we do.
• A customer facing executive who has expertise in progressive prospecting strategies and selling techniques in order to engage and convert prospects to customers.
• A knowledgeable resource who understands the marketing, advertising and ecommerce landscapes and can guide their division towards the areas of highest opportunity.
• A team motivator who is people focused and knows how to optimize engagement, producing more creativity, and increasing passion resulting in high performance.
• Focused on employee growth and development who believes the best sales managers operate as sales coaches and can create a positive culture of ongoing feedback, growth and talent development.
• A hands-on coach who is eager to join sellers in client-facing activities and collaborate on strategies to close sales deals.
• Committed to fostering an inclusive culture and values a representative workplace that embraces diversity of thought and experience.

Key Responsibilities:

• Implement a strategic new business sales plan and long-term vision that helps the organization achieve sustainable, profitable new business growth.
• Align the new business sales organization’s objectives with firm business strategy through participation in sales strategy development, forecasting, sales resource planning, and budgeting.
• Meet assigned targets for bookings and other key financial performance objectives.
• Provide the new business sales team with the process, skills and knowledge to consistently exceed opportunity creation targets.
• Accountable for effective sales organization design, including sales job roles, sales channel design, and sales resource deployment.
• Work cross-functionally with colleagues in marketing, product and content to ensure sales alignment to key priorities and objectives and to fuel messaging that resonates with prospective customers.
• Partner with Sales Enablement and the People Team to lead learning and development initiatives impacting the sales organization, and provide stewardship of sales and sales management talent.
• Build and coach a world-class sales leadership team that strives to achieve and exceed monthly, quarterly and annual targets.

Desired Skills & Experience:

• Proven track record of outstanding B2B new business quota achievement
• Experience rapidly scaling sales in a B2B subscriptions/SaaS businesses
• Sales experience working in the research industry and/or professional services (experience in the advertising and/or ecommerce ecosystem a plus)
• Strong analytical skills and a data-driven approach to optimizing sales activities and investments
• Mastery of progressive B2B sales practices and talent management techniques
• Demonstrated ability to motivate, lead, coach and inspire a team in order to optimize performance
• Exceptional communication and interpersonal skills

Salary & Benefits:

• Base salary: $150,000-$200,000 (dependent on skills & experience)
• Additional competitive commission plan
• Medical, health & vision
• 401k plan with match
• Additional benefits including commuter benefits, phone reimbursement, gym membership discounts etc.