Director of Indies

What you'll do

• Carry own revenue target across a portfolio of strategic independent media agencies, with full accountability for pipeline, forecasting, and close
• Lead as a player-coach: close own deals while building, coaching, and developing the team that owns the independent agency segment
• Hire, onboard, and mentor a team of agency sellers; create a high-performing, collaborative culture
• Define and execute Samba's go-to-market approach for the independent agency segment — segmentation, prioritization, packaging, and pricing
• Prospect, qualify, close, and scale new agency partnerships across Samba's measurement, targeting, and attribution solutions
• Deepen relationships with existing agency partners, expanding adoption across teams, clients, and product lines
• Persuasively communicate Samba's offerings and unique value proposition to agencies via email, phone, and in-person presentations
• Set targets, forecast, and report on both team and individual performance, instilling strong pipeline and Salesforce discipline across the team
• Partner cross-functionally to ensure campaign success and growth of partnerships, and channel agency feedback to product and measurement science
• Represent Samba at industry events as a senior voice and knowledge leader for the independent agency space

Requirements

• Demonstrated ability to perform against quota and excel in a highly competitive market
• 8+ years of experience in advertising, digital media, adtech, or data/analytics sales, with a track record selling into or alongside media agencies
• People-leadership experience — built, coached, and retained high-performing sales talent, whether formally or as a player-coach
• Player-coach mindset: still love to sell and carry a number, and get energy from developing others and multiplying their success
• Deep familiarity with the independent agency landscape and the buyers, decision-makers, and dynamics that define it
• Demonstrated strategic, consultative, and analytical sales approach with a focus on building partnerships with clients
• Customer-focused leadership with excellent communication, networking, and negotiation skills
• Fluency in cross-screen measurement, targeting, and attribution, and confidence to lead that conversation with senior agency stakeholders
• Proficiency in Salesforce and a disciplined approach to pipeline and forecast management
• Currently requiring 3 days a week on-site in office, with a possibility of increasing in the future
• Willingness to travel to outside markets and to entertain clients during evenings and occasionally weekends
• Bachelor's Degree
• Existing, current relationships with media buying decision-makers at independent agencies favored
• Knowledge of the TV/online/mobile advertising industry and data a plus

Tech stack