Director of Business Development, Europe

Responsibilities

• Prospect and grow the pipeline of “platforms” (Demand Side Platforms, SSP’s other programmatic platforms, data providers, and measurement providers) that integrate linear and streaming TV data into their products in Europe.
• Experience selling into the largest advertising technology platforms is important, with an emphasis on the use of data solutions that support targeting, planning, and measurement applications.
• Apply consultative selling skills to help Adtech clients develop solutions that optimise the use of TV data in today's omnichannel marketing ecosystem.
• Collaborate with Business Development, Marketing, Product, Engineering, Legal and Finance to help architect, negotiate, and close large-scale data, and analytics solution agreements.
• Manage a pipeline of high-value opportunities through the Samba Enterprise Sales Process, and document the details using Salesforce.
• Develop effective sales strategies and deliver compelling product demonstrations and sales pitches with the product marketing organisation.
• Cultivate and grow relationships with mid-level and senior leadership in target accounts to upsell services year-over-year.
• Collaborate with internal teams, working together to keep projects on track and resolving issues as they arise, connecting the dots between products, clients, and success with their end customers.
• Meet quarterly and annual revenue goals.
• Provide ongoing internal reporting and analysis for accurate revenue forecasting.
• Listen to, identify, and understand prospects’ viewpoints, and tailor communication to meet prospect needs and expectations.
• Suggest product and sales process improvements that will increase sales performance metrics (we want you to have a stake in growing the business).
• Generate new product ideas and bring actionable client feedback back to product management.

Requirements

• 10+ years experience in a revenue-focused Business Development or Sales role in advertising, data, measurement/analytics, or AdTech/MarTech SaaS sales working with leading media companies, agencies, brands or platforms.
• A solid understanding of the programmatic and digital landscape, and the use of data within it.
• Sell comfortably in a team-sell format to senior-level executives of ad tech and ad measurement platforms.
• Previous track record of selling into the Big 6 global media ad agency groups.
• Hands-on experience developing and leading multi-level strategic customer relationships driven by the successful delivery of high-value solutions which have yielded tangible business results (increased revenue, new market penetration, & increased market share).
• Able to operate comfortably across different client disciplines from Brand Management, Media, Research and Analytics, Data/Marketing Sciences, Product Management, Sales, Technology, Finance, and Corporate Strategy.
• Understand and communicate the “big picture” of advanced segmentation, scoring, analytics, attribution platform, and data solutions.
• Ability to champion new ideas, initiate change, drive innovation, and trust with your clients.
• Intellectual curiosity, attention to detail, high energy, deliberate delivery, focus on winning client success, and high growth.
• Proven ability to identify, open, navigate and close solution sales over 6-7 figures within key vertical markets.
• Demonstrated track record of consistently surpassing targets, new business, overall revenue, and/or profitability goals
• Working and pragmatic knowledge of various syndicated data offerings; ability to translate data knowledge into tactical and strategic solution frameworks.
• Having German or French as your native language, plus fluency in English would be key. Spanish or Italian is a bonus
• Excellent written and verbal communication skills; ability to articulate complex issues in a concise and polished manner to a diverse audience.
• Desire to collaborate internally to improve and execute deliverables, processes, and output across multiple time zones 
• An entrepreneur at heart, motivated to evangelise an emerging brand in the market.
• Sell comfortably in a team-sell format to C-level executives of large agency groups (up to C-level i.e., SVPs, VPs, and Director levels across marketing, CRM, Analytics Teams, and Media and Advertising).
• Fluent in negotiating detailed and complex multi-year contracts.

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