VP Activation, GTM

Samba TV tracks streaming and broadcast video across the world with our proprietary data and technology. We are on a mission to fundamentally transform the viewing experience for everyone. Our data enables media companies to connect with audiences for new shows and movies, and enables advertisers to engage viewers and measure reach across all their devices. We have an amazing story with a unique perspective on culture formed by a global footprint of data and AI-driven insights

The VP Activation, GTM will lead and implement Samba TV's go-to-market (GTM) strategy for transactional, campaign-based media activation revenue, using the Samba and Semasio data platforms.

This role focuses on recurring revenue generation and driving client success through multi-product solutions for agencies, publishers, and platforms. The VP is responsible for building and managing a high-performing team, establishing clear GTM processes, and optimizing sales motions to maximize revenue growth and market share within the activation business.

WHAT YOU'LL DO

Drive Strategic Growth through a comprehensive Go-to-Market (GTM) Activation Strategy

• Craft and execute a holistic go-to-market strategy for Samba TV’s activation products, encompassing Audience Manager, Bridge, Measurement (Campaign), Semantic Audiences (Semasio), and TRF/VTR Measurement.
• Aim to enhance market positioning, maximize audience engagement, and deliver measurable outcomes.
• Align our product offerings with market demands and leverage cross-functional collaboration.
• Help establish a robust framework that not only drives product adoption but also positions Samba TV as a leader in the evolving landscape of audience measurement and engagement solutions.
• Define clear channel strategies and support models for both direct and indirect channels, including agencies, publishers, and platforms.
• Develop strategic incentives for partners and consistently refine account management playbooks to drive strategic evolution.
• Prioritize "Right to Win" accounts and develop vertical-specific CTV solutions to address specific market needs.
• Integrate Samba and Semasio solutions into a single, unified offering for activation sellers and providing comprehensive training.

Lead and Manage Activation GTM Team in a Matrix Environment

• Build, develop, and lead a high-performing GTM team focused on activation, including media sales, account management, channel enablement, and technical account management.
• Work with our internal Talent Partners to recruit, onboard, and train team members, ensuring they possess the necessary expertise in activation solutions and campaign management.
• Set clear goals and expectations, aligning individual performance with overall team objectives and revenue targets.
• Provide ongoing coaching and mentorship, emphasizing effective sales techniques, demo delivery, and data presentation to drive renewals and increased investment.
• Cultivate a collaborative results-oriented culture, fostering strong internal relationships and knowledge sharing to maximize team effectiveness.

Drive Revenue Growth and Market Share

• Achieve aggressive revenue targets and expand Samba TV’s market share within the activation space.
• Develop and execute account plans for key agency, publisher, and platform accounts, with a focus on maximizing account breadth and depth where enterprise relationships exist.
• Prioritize new logo development in verticals where Samba TV has proven solutions and a strong track record of success.
• Support channel enablement and mitigating channel conflict by empowering partners to effectively leverage Samba TV's solutions.
• Develop and implement strategic initiatives to increase ARPU (Average Revenue Per User) and drive the adoption of multi-product solutions across accounts.
• Monitor industry trends and competitive activities to identify opportunities for growth and proactively address potential challenges.

Optimize Sales Motions and Processes

• Continuously refine and optimize sales motions and processes to improve efficiency and effectiveness.
• Analyze existing GTM dimensions to identify areas for improvement and streamlining processes.
• Develop and implement standardized playbooks for different sales motions, such as channel partner acquisition, new logo onboarding, renewals, and upsells/cross-sells.
• Leverage technology and automation to improve efficiency and productivity, including CRM systems like Salesforce for data hygiene, pipeline management, and performance tracking.
• Collaborate with Product and Engineering teams to ensure that solutions meet market needs and align with sales strategies.
• Create a framework for Account Executives and Partner Consultants to reduce churn, scale existing client business, and develop key account strategies.

Build Strong Client Relationships

• Cultivate strong and lasting relationships with key decision-makers with agencies, publisher, and platform clients.
• Develop a deep understanding of client needs and challenges, tailoring solutions to specific requirements and objectives.
• You provide consultative solutions that deliver measurable value.
• Establish regular communication and touch points, ensuring clients are informed and engaged throughout the campaign lifecycle.
• Provide exceptional client service and support, addressing issues promptly and proactively to ensure high levels of client satisfaction.

Collaborate Across Departments

• Work closely with other teams, including Product, Engineering, Marketing, Finance, and Data Licensing, to ensure alignment between Activation GTM strategies and overall company objectives.

Stay Abreast of Industry Trends

• Continuously monitor the media and advertising landscape, including emerging technologies, competitive dynamics, and evolving client needs, to inform strategic planning and ensure Samba TV’s activation solutions remain relevant and competitive.

WHO YOU ARE

• 10 years of experience in leading and managing GTM teams, specifically in the ad tech, media activation, or programmatic advertising industries.
• Add strong, visionary leadership in a matrix environment
• A demonstrated ability to build high-performing teams and drive revenue growth within a transactional, campaign-driven business model is essential.
• A strong understanding of the programmatic advertising ecosystem, including demand-side platforms (DSPs), supply-side platforms (SSPs), data management platforms (DMPs), and ad exchanges.
• Familiarity with key industry players, trends, and technologies related to audience targeting, campaign measurement, and activation strategies is crucial.
• Excellent analytical and problem-solving skills, with a proven ability to develop and execute strategic plans.
• A strong understanding of financial metrics, revenue models, and pricing strategies within the activation space is necessary.
• Exceptional communication, interpersonal, and presentation skills, with the ability to effectively communicate complex technical concepts and data insights to diverse audiences, including clients, partners, and internal stakeholders.
• Strong storytelling abilities are essential to articulate the value proposition of Samba TV’s activation solutions and drive client engagement.
• A proven ability to build and maintain strong relationships with key decision-makers at agencies, publishers, and platforms.
• Experience in navigating complex organizational structures and building consensus among multiple stakeholders is essential.
• A strong focus on results and a data-driven approach to decision-making.
• Experience in using data and analytics to track progress, measure performance, and identify areas for improvement is crucial.
• The ability to translate data insights into actionable business strategies is a key requirement.
• Ability to thrive in a fast-paced, dynamic environment and adapt quickly to changing market conditions, evolving client needs, and emerging technologies.
• The ability to embrace change and drive innovation is essential in the rapidly evolving ad tech landscape.

Requisition #1217

Samba TV is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.  We strive to empower connection with one another, reflect the communities we serve, and tackle meaningful projects that make a real impact.

Samba TV may collect personal information directly from you, as a job applicant, Samba TV may also receive personal information from third parties, for example, in connection with a background, employment or reference check, in accordance with the applicable law. For further details, please see Samba's Applicant Privacy Policy. For residents of the EU , Samba Inc. is the data controller.

Samba TV expects to offer a base salary between $230,000 - $260,000 USD per year for roles to be performed in New York or California; actual base salary offered will depend on various factors including but not limited to location, experience, and performance. Base salary is just one component of Samba TV’s total compensation package for employees. Other rewards may include an annual bonus opportunity, short-term incentives, and long-term incentives. In addition, Samba provides health insurance, wellness offerings, life and disability insurance, a retirement savings plan, paid holidays and paid time off (PTO), and other employee benefits.