VP, Sales

Chartbeat, Inc.; New York (NY); Hybrid; USD 225,000 - 450,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401K with match

Parental leave

Phone/internet stipend

Wellness reimbursements

Unlimited PTO

Paid holidays

Annual in-person event

Job summary

Chartbeat, Inc. is seeking a VP Sales to lead the global new business organization for FatTail and Lineup, based in the United States with NY metro area preference. You will manage a distributed team of 3+ enterprise sellers across North America and international markets.

We’re looking for 10+ years of enterprise software sales leadership, a deep media industry background, and proven ability to close multi-year SaaS deals. Reports to the Chief Commercial Officer; travel ~30% onsite.

Qualifications

• 10+ years of enterprise software sales leadership experience delivering consistent multi-year quota attainment.
• Proven track record of building and leading globally distributed teams pursuing international customer opportunities.
• Deep domain knowledge of the media industry and established credibility with media software buyers.
• Fluency in structured sales methodologies such as ValueSelling and MEDDPICC, alongside a rigorous commitment to forecast and pipeline accuracy
• Demonstrated ability to uncover underlying customer business needs and build urgency to instigate sales opportunities.
• Sophisticated commercial acumen to negotiate complex, multi-year enterprise software agreements covering SaaS licensing, implementation, and custom development components.
• A collaborative, curious, and driven mindset with a track record of running deals as team pursuits across Pre-Sales, Marketing, Product, Finance, and Professional Services.
• Willingness to maintain a global travel and industry event schedule (approximately 30% onsite travel).

Responsibilities

• Own and achieve the annual global new business quota in new business ARR growth.
• Lead, coach, and recruit a team of enterprise sellers to own deal execution from lead generation through close.
• Generate Sales-team sourced annual pipeline above and beyond Marketing-sourced pipeline.
• Maintain a strong new business win rate against sales-qualified leads.
• Accelerate enterprise sales cycles through active inspection and direct intervention on stalled deals.
• Review win/loss rationale to convert customer wins into fast-follow strategies for lookalike prospects and new customer segments.
• Flex between supporting sellers on complex multi-variable deals and leading strategic pursuits directly.

Skills

Enterprise software sales leadership

Global team leadership

Media industry knowledge

ValueSelling MEDDPICC

Forecast & pipeline discipline

Complex multi-year contracts

Cross-functional collaboration

Travel willingness

Job description

Chartbeat Inc.is the parent company of Chartbeat, Tubular Labs, FatTail, and Lineup Systems. Together, we’re shaping the future of media strategy and revenue. Trusted by the world's top media brands, Chartbeat, Inc. combines analytics that power smarter audience strategies with revenue solutions that simplify ad operations and accelerate monetization.

Our mission is to help customers grow valuable media brands with their content. Join our diverse group of focused, hardworking professionals who are passionate about doing work that’s challenging and fun — and who strive to maintain a healthy work/life balance.

Chartbeat Inc. is the parent company of Chartbeat, Tubular Labs, FatTail, and Lineup Systems. Together, we’re shaping the future of media strategy and revenue. Trusted by the world's top media brands, Chartbeat, Inc. combines analytics that power smarter audience strategies with revenue solutions that simplify ad operations and accelerate monetization.

As part of our OMS product portfolio, Lineup and FatTail provide media owners with an end-to-end order management solution built for ad sales teams across news, digital, streaming, B2B, OOH and other segments.

Reports to: Chief Commercial Officer
Location: United States

About the Role

As VP Sales, reporting to the Chief Commercial Officer, you will lead the global new business organization responsible for building and converting pipeline into consistent new-logo ARR across FatTail and Lineup. Based in the United States (New York City metro area preferred), you will manage a distributed team of 3+ enterprise sellers across North America and international markets.

Who We’re Looking For

• 10+ years of enterprise software sales leadership experience delivering consistent multi-year quota attainment.
• Proven track record of building and leading globally distributed teams pursuing international customer opportunities.
• Deep domain knowledge of the media industry and established credibility with media software buyers.
• Fluency in structured sales methodologies such as ValueSelling and MEDDPICC, alongside a rigorous commitment to forecast and pipeline accuracy
• Demonstrated ability to uncover underlying customer business needs and build urgency to instigate sales opportunities.
• Sophisticated commercial acumen to negotiate complex, multi-year enterprise software agreements covering SaaS licensing, implementation, and custom development components.
• A collaborative, curious, and driven mindset with a track record of running deals as team pursuits across Pre-Sales, Marketing, Product, Finance, and Professional Services.
• Willingness to maintain a global travel and industry event schedule (approximately 30% onsite travel).

Day-to-Day Responsibilities

• Own and achieve the annual global new business quota in new business ARR growth.
• Lead, coach, and recruit a team of enterprise sellers to own deal execution from lead generation through close.
• Generate Sales-team sourced annual pipeline above and beyond Marketing-sourced pipeline.
• Maintain a strong new business win rate against sales-qualified leads.
• Accelerate enterprise sales cycles through active inspection and direct intervention on stalled deals.
• Review win/loss rationale to convert customer wins into fast-follow strategies for lookalike prospects and new customer segments.
• Flex between supporting sellers on complex multi-variable deals and leading strategic pursuits directly.
• Salary range: $225,000 Base + $225,000 Target Variable Compensation
• Comprehensive Health, Dental, and Vision Insurance
• 401K with company match (100% of the first 3% and 50% of the next 2%)
• Fully Paid Parental Leave - 18 weeks for birthing parents, 12 weeks for non-birthing parents
• Phone and internet stipend
• Wellness, learning, and coworking reimbursements
• Unlimited PTO
• 11 paid holidays and December holiday closure
• Annual In-Person Event

Diversity, Equity, and Inclusion Statement

At Chartbeat we strive to create and continually grow as a company where all employees are able to be their authentic selves. We are committed to recruiting, hiring, and retaining employees from different backgrounds, viewpoints, and experiences. Our strength is our diversity and we are dedicated to continuously reflect upon, and evolve our efforts to maintain a diverse, equitable and inclusive ecosystem.

Equal Opportunity Employment Statement

Chartbeat is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender, sexual orientation, gender identity or expression, religion, disability, national origin, protected veteran status, age, or any other status protected by applicable national, federal, state, or local law.

Chartbeat's CCPA disclosure notice can be found here .