Head of Sales and Marketing

Nashville Public Radio; New York (NY); Remote; USD 100,000 - 140,000; Full time

Job summary

A dynamic media company is seeking a Head of Sales & Marketing to lead revenue generation efforts. This role involves managing sales teams, optimizing marketing strategies, and ensuring performance across multiple campaigns. The ideal candidate has over a decade of experience in media sales, a proven ability to create scalable sales processes, and a strong background in performance marketing. Competitive compensation and a supportive work environment offered.

Benefits

Competitive base + variable compensation

Equity/options

Comprehensive benefits

Flexible, remote-friendly work

Qualifications

• 10+ years in revenue-generating roles with 4+ years leading teams.
• Proven record in building scalable sales engines.
• Hands-on with pipeline management and revenue analytics.

Responsibilities

• Set quarterly new bookings and cash-in targets.
• Standardize flagship sales offers and pricing.
• Lead a team and optimize paid marketing budgets.

Skills

Sales management

Revenue analytics

Performance marketing

Negotiation

Storytelling

Tools

HubSpot

GA4

Looker

Tableau

Job description

Overview

IE Media, Inc. uses innovative storytelling to highlight the inner workings of the latest scientific breakthroughs, technological innovations, and more. We don’t just cover the news -- we uncover the mechanisms that made these developments possible. IE’s fast-paced and collaborative international work environment celebrates quality and ethical journalism. The team includes a diverse group of infinitely curious individuals from all around the world who share a joint passion for sharing the latest and the most important info with the world, as we believe knowledge is power.

We’re hiring a Head of Sales & Marketing to own the revenue number and build a repeatable, scalable engine across direct sales, partnerships, and performance marketing, while partnering with Product on packaging, pricing, and subscriber monetization. You’re a hands-on leader who’s built and run integrated revenue motions—comfortable managing AEs and pipeline and using paid media and lifecycle marketing as force multipliers.

This is a rare chance to shape the future of our digital product and marketing, leading cross-functional teams to deliver inspiring experiences for our audience. The role will be a full-time contract for the first year.

Responsibilities

• Own the number: Set quarterly new bookings and cash-in targets; run weekly pipeline, pacing, and forecast with clear stage exit criteria and win plans.
• Stand up a repeatable sales motion: Standardize 3–4 flagship offers (e.g., video + distribution, premium newsletter placements, account-based bundles, custom content + media), pricing & packaging, and margin guardrails.
• Lead the team end-to-end: Manage AEs, SDR(s), and Growth/Marketing; partner with RevOps for instrumentation; coach for prospecting excellence, proposal quality, and negotiations.
• Make paid work for revenue: Plan and optimize paid budgets against ROMI targets; test creative, audiences, and placements with strict pacing and negative-list discipline to support pipeline and subscriber growth.
• Drive advertiser outcomes: Deliver and report on performance for 30–40 concurrent campaigns with SLA rigor; improve renewal and expansion rates through case studies and post-mortems.
• Align product with monetization: Collaborate with Product/Editorial/Engineering on offer design, landing pages, and pricing; inform roadmap using advertiser feedback, performance data, and audience insights.
• Subscription support (with PMM partner): Backstop IE+ and PRO growth with funnel inputs (top-of-funnel, paywall tests, onboarding and churn-save experiments); ensure sales/marketing motions complement lifecycle and LTV goals.
• Instrumentation & analytics: Own dashboards for pipeline, ROMI, CAC/LTV, cohort retention, and revenue attribution; implement cross-channel tracking and scalable automation.
• Marketing that sells: Oversee email, web, social, and video campaigns that generate SQLs and move deals; ensure on-brand copy and offers tailored to key verticals/personas.
• Partnerships & new revenue lines: Identify and close strategic partnerships (events, webinars, research, co-branded series) that open new pipelines and ARPU.

What success looks like (KPIs)

• Pipeline coverage: 3–4× next-quarter target with stage-weighted accuracy
• Bookings & cash-in: Hit/beat quarterly targets with healthy deal margin
• Win rate & sales cycle: ↑ win rate, ↓ cycle time; rigorous exit criteria
• ROMI & CAC/LTV: Paid and programmatic within guardrails; profitable scaling
• Renewals/expansion: Advertiser retention and average deal size trending up
• Instrumentation: Reliable, self-serve dashboards for leadership and team

Your 90-day plan (outcomes)

• 30 days: Audit pipeline, products, pricing, and performance channels; ship a standardized pitch library and rate card; implement weekly forecast/pacing.
• 60 days: Land first wave of multi-product deals; launch 2–3 paid experiments tied to SQLs/AR; stand up core dashboards and attribution.
• 90 days: Demonstrate predictable forecast accuracy, a repeatable offer mix, and a hiring plan (e.g., 1 SDR + RevOps contractor; Sr. PMM/Growth partner identified).

Your background

• 10+ years in revenue-generating roles across direct media/advertising sales, partnerships, or B2B growth, with 4+ years leading integrated sales + marketing teams.
• Proven record of building and running a sales engine that scales a market from low seven figures upward; comfortable managing 30–40 active campaigns and multichannel budgets.
• Hands-on with pipeline management (HubSpot), forecasting, territory design, compensation structures, and deal/margin discipline.
• Strong performance marketing chops (paid social/search/native, newsletter sponsorships, programmatic) tied to SQL, AR, and ROMI.
• Fluency in pricing & packaging, offer design, and revenue analytics (GA4/Looker/Tableau, campaign reporting, MTA/MMM basics).
• Excellent storytelling and negotiation; executive-level client presence; you write sharp decks and close complex, multi-product deals.
• Bonus: publishing/media, membership/subscription experience; comfort collaborating with Product/Engineering on funnels and landing pages.

Compensation & Benefits

• Competitive base + variable (OTE) with meaningful upside for over-performance, plus equity/options. Comprehensive benefits and flexible, remote-friendly work.

IE is dedicated to supporting its diverse and inclusive staff. IE urges women, people of color, armed forces veterans, people with disabilities, and gender-nonconforming people to apply. IE does not discriminate based on sex, age, race, color, creed, national origin, religion, marital status, pregnancy, sexual orientation, affectional choice, or gender identity. We recognize a person’s unique experiences as points of strength and welcome them as teammates on our team, working in service of the mission to explore and report on engineering, in whatever form it takes.