VP, Industry Lead, Data Licensing

OpenKrill; United States; On-site; USD 200,000 - 320,000; Full time

Job summary

Fetch is seeking a VP, Industry Lead, Data Licensing to drive revenue growth and manage a portfolio of strategic data partnerships across data licensing, measurement, and analytics. You will lead a team of sales professionals, negotiate complex licensing structures, and collaborate with Legal, Finance, Product, and GTM to scale opportunities.

You will own strategic direction, build executive relationships, and leverage Fetch’s first-party data to create value for partners while protecting

Qualifications

• 5+ years of sales management experience mentoring teams.
• 8+ years of sales experience building data licensing teams.
• Experience developing, negotiating, and growing data licensing partnerships.
• Proven ability to meet or exceed sales quotas.
• Strong understanding of the data and measurement ecosystem.
• Experience navigating complex data usage, licensing terms, partner rights, and/or data distribution.
• Strong understanding of media metrics and advertising KPIs.
• Proficiency in Salesforce and Excel.
• Advanced fluency with AI tools that support account growth.

Responsibilities

• Lead the team's broader acquisition, retention, and expansion strategies across strategic data partnerships.
• Oversee data licensing sales revenue and progress to quota while reporting to leadership.
• Coach the team responsible for licensing partnerships in data, measurement, analytics.
• Define strategic direction for major data licensing partnerships and growth opportunities.
• Guide complex data licensing negotiations with Legal, Finance, Product, and partners.
• Develop strategies positioning Fetch as a differentiated data partner.
• Build executive relationships across data, analytics, and commercial orgs.
• Translate market trends into commercial strategies for Fetch's data products.
• Collaborate with Product, Analytics, Legal, Finance, GTM, and Operations on data use cases.

Skills

Sales leadership

Data licensing

Negotiation

Forecasting

Salesforce

Excel

AI fluency

Advertising KPIs

Data-driven decision making

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Excel

Job description

What we’re building and why we’re building it.

Fetch helps people live rewarded every day, with a vision to become the rewards destination for everyone. We turn everyday activities into meaningful rewards, whether it’s grocery shopping, grabbing a quick meal, or playing a favorite mobile game. To date, we’ve awarded more than $1 billion in Fetch Points to our users.

Each day, more than 13 million receipts are submitted on Fetch, providing visibility into over $212 billion in gross merchandise value. This creates the largest retail-agnostic, SKU-level view of household spending, powering Fetch as an outcomes-based advertising platform that helps brands acquire and retain lifelong consumers.

The Fetch app is available on the App Store and Google Play, with more than 6 million five-star reviews from a highly engaged and loyal user base.

It’s not just our users who believe in Fetch: with investments from Softbank, ICONIQ, DST, Greycroft, and partnerships ranging from challenger brands to Fortune 500 companies, Fetch is reshaping how brands and consumers connect in the marketplace. When you work at Fetch, you play a vital role in a platform that drives brand loyalty and creates lifelong consumers with the power of Fetch points. User and partner success are at the heart of everything we do, and we extend that same commitment to our employees.

At Fetch, we value curiosity, adaptability, and the confidence to explore new tools, especially AI, to drive smarter, faster work. You don’t need to be an expert, but you should be ready to learn quickly and think critically. We welcome learners who move fast, challenge the status quo, and shape what’s next, with us. Ranked as one of America’s Best Startup Employers by Forbes for two years in a row, Fetch fosters a people-first culture rooted in trust, accountability, and innovation. We encourage our employees to challenge ideas, think bigger, and always bring the fun to Fetch.

About the RoleThe VP, Industry Lead, Data Licensing will report directly to the General Manager and will be responsible for leading a portfolio of strategic data partnerships. This leader will oversee relationships with data, measurement, and insights partners, developing commercial strategies that expand how Fetch's first-party purchase data is licensed, distributed, and used to create value for Fetch and its partners.

This role manages a team of sales and account professionals responsible for growing and managing complex data partnerships. The VP will own revenue performance across the portfolio, coach the team through sophisticated commercial negotiations, and develop strategies to deepen existing relationships while identifying new opportunities across the data and measurement ecosystem.

The VP will bring deep knowledge of data licensing and a strong understanding of how transaction, audience, and measurement data is commercialized. They will work closely with Product, Legal, Finance, Analytics, and GTM teams to translate partner needs and market trends into scalable commercial opportunities while protecting the long-term value of Fetch's data assets.

This is a full-time role that can be held remotely in the United States.

Role Responsibilities

• This is a sales leadership role. Manage the team's broader acquisition, retention, and expansion strategies across strategic data partnerships, resulting in partnerships that generate revenue and expand the value of Fetch's data assets.
• Oversee data licensing sales revenue and progress to quota while providing accurate assessment of progress to Fetch leadership.
• Lead and coach the team responsible for complex licensing relationships within data, measurement, insights, and analytics partners.
• Own the strategic direction of major data licensing partnerships, identifying opportunities to expand existing relationships, introduce new use cases, and grow long-term commercial value.
• Guide the team through complex data licensing negotiations, including commercial structures, permitted use cases, distribution rights, data access, renewals, and expansion opportunities in partnership with Legal, Finance, Product, and other cross-functional stakeholders.
• Develop strategies that position Fetch as a differentiated data partner, informed by Fetch's first-party purchase data, partner needs, competitive dynamics, and broader developments across the data and measurement ecosystem.
• Build trusted executive relationships with senior stakeholders across data, analytics, measurement, insights, and commercial organizations.
• Apply a strong understanding of data solutions to identify how Fetch data can support partner use cases.
• Translate market trends and partner feedback into commercial strategies and new opportunities for Fetch's data products and partnerships.
• Partner closely with Product, Analytics, Legal, Finance, GTM, and Operations to evaluate new data use cases and ensure commercial opportunities can be executed and scaled effectively.
• Lead account-level planning and implementation of revenue strategies across the portfolio, leveraging data, partner performance, and market insights to influence decisions.
• Develop the team's AI fluency and influence adoption of tools and processes that improve partner research, account planning, forecasting, and operational efficiency.
• In partnership with GTM, Finance, and People Experience teams, lead hiring processes and onboard new employees, maintaining Fetch values and culture.
• Maintain and coach the team on Salesforce hygiene and accuracy, ensuring data integrity for forecasting and reporting. Identify areas of automation and encourage the use of AI to improve processes.
• Represent Fetch with professionalism and credibility in partner interactions, events, speaking engagements, and conferences.
• Operationalize long-term data partnership strategies into clear, actionable goals for the team.

Minimum Requirements

• 5+ years of sales management experience with demonstrated success in mentoring or coaching others to reach performance goals.
• 8+ years of sales experience building and scaling a data licensing team.
• Direct experience developing, negotiating, and growing commercial data licensing partnerships.
• Proven success of teams meeting or exceeding sales quotas.
• Strong understanding of the data and measurement ecosystem, including how first-party and transaction data can be commercialized across measurement, analytics, audience, or related use cases.
• Experience navigating complex commercial agreements involving data usage, licensing terms, partner rights, and/or data distribution.
• Strong understanding of media performance metrics, advertising KPIs, and how data informs business decisions.
• Proficiency in Salesforce and Excel with strong analytical, forecasting, and organizational skills.
• Advanced fluency with AI tools that support account growth, sales performance, and improve sales processes.
• Bachelor’s degree or equivalent combination of education and experience.

Preferred Requirements

• Experience managing partnerships with data, measurement, market intelligence, or analytics companies.
• Experience working with syndicated data, transaction data, consumer purchase data, audience products, or closed-loop measurement solutions.
• Understanding of the broader advertising and programmatic data ecosystem, including agencies, DSPs, measurement platforms, and data buyers.
• Strong collaboration skills with a track record of working cross-functionally with Product, Legal, Finance, Analytics, and GTM teams to solve problems and deliver results.
• Ability to translate strategic direction from leadership into tactical plans for direct reports.
• Lead by example: you own Fetch’s core values and drive your team towards the company vision. You embody a strong work ethic and operational rigor in processes.
• You’re an expert within the data and measurement ecosystem and understand key partners, partner competitors, emerging use ca