VP, Sales East Coast

StartX; New York (NY); Hybrid; USD 340,000 - 460,000; Full time

Benefits offered by this job

Hybrid working

Unlimited PTO

401(k) retirement plan

No dress code

Job summary

FIREFLY in New York leads a high-impact East Coast sales operation, steering revenue growth from enterprise and agency clients. This executive role demands a strategic, data-driven mindset, proven leadership, and the ability to scale a diversified book of business across digital, static, and experiential formats.

You will build and coach a top NY sales team, partner with Product, Marketing, and Ops, and drive an outcomes-focused culture with strong forecasting and pipeline discipline.

Qualifications

• Bachelor's degree required.
• 15+ years of progressive sales experience, including significant leadership and revenue ownership.
• Experience building and retaining high-performing sales teams.
• Experience creating scalable, repeatable sales processes or playbooks.
• Data-driven decision-making, forecasting, and coaching.

Responsibilities

• Own the East Coast region's revenue and profitability, translating targets into strategies and plans.
• Build and improve a regional sales playbook covering prospecting, account prioritization, pipeline, and closing.
• Set activity standards and tie indicators to revenue outcomes with coaching and reviews.
• Develop account penetration strategies to deepen Firefly's presence with existing customers.
• Build a diversified new-business engine across agency, client-direct, Tier 2 agencies, and emerging channels.
• Grow revenue across Firefly's portfolio by packaging capabilities into major programs and events.
• Recruit, onboard, coach, and develop NY sales team using data, AI-enabled tools to boost productivity.

Skills

Executive leadership

Data-driven decisions

Strategic sales planning

Forecasting

Relationship management

Executive communication

Education

Bachelor's degree

Tools

Salesforce

Job description

FIREFLY

Fueled by the most advanced tracking, measurement, and optimization capabilities available in the out-of-home industry, Firefly is an innovative data-first ad network delivering the most relevant messages at the most relevant moments using car top and in-car solutions. Our proprietary screens deliver dynamic content based on location-based, GPS-enabled triggers. We empower brands to efficiently engage consumers in major markets across the U.S. including New York City, Chicago, Las Vegas, San Francisco, Los Angeles, and Miami.

Firefly empowers our employees to thrive by embracing their authentic selves, fostering a culture of individuality, and celebrating diversity. We believe that when you can be yourself at work, you can bring your best to the table. We value your unique perspectives and contributions, recognizing that every idea, no matter how unconventional, has the potential to drive innovation and progress.

Join us, and discover a workplace where you can truly be yourself, make a meaningful impact, and boldly explore new horizons.

Drive the light, accelerate innovation, steer with authenticity!

Firefly is seeking a seasoned, executive-level sales leader to join as VP, Sales East Coast, based in New York. This senior role is built for a leader with strong sales fundamentals and a data-driven, coaching-first mindset — someone who builds great teams, adapts quickly across different environments, and knows how to translate that combination into durable, profitable revenue growth.

This is not an entry point into sales leadership. We’re looking for someone who has successfully built executive-level relationships with complex enterprise customers and can quickly translate that experience into the agency and brand ecosystem. You have a track record of leading high-performing teams, building a diversified, resilient book of business, and running a disciplined, data-driven sales operation — and you're energized by the challenge of doing it inside a fast-growing, category-defining company.

As VP, Sales East Coast, you will lead and grow Firefly's New York sales team — owning both the region's revenue outcomes and the people who drive them. You'll serve as one of Firefly's most visible leaders in its largest market, building an accountable, high-performing organization that sets the pace for the rest of the company.

MAIN RESPONSIBILITIES

• Own the East Coast region's revenue and profitability, translating growth targets into clear strategies, seller-level goals, and execution plans.
• Build and continuously improve a regional sales playbook covering prospecting, account prioritization, relationship-building, pipeline creation, deal advancement, closing, and account growth.
• Set clear activity and performance standards, tying leading indicators (prospecting, meetings, account penetration, opportunity creation, pipeline development) to revenue outcomes, and reinforce them through consistent 1:1s, pipeline reviews, account planning, deal coaching, forecasting, and performance management.
• Develop account penetration strategies that deepen and widen Firefly's presence within existing customers, expanding relationships and identifying new brands, budgets, teams, and decision-makers.
• Build a diversified new-business engine spanning agency, client-direct, Tier 2 agency, and emerging channels.
• Grow revenue across Firefly's full portfolio — digital and static tops, car wraps, in-car, billboard, experiential, and programmatic — by packaging capabilities into major tentpole and event programs, and embedding data, targeting, and measurement into every seller's strategy.
• Recruit, hire, onboard, coach, and develop a high-performing New York sales team, using data, technology, and AI-enabled tools to boost productivity, pipeline, and conversion, with clear expectations, development plans, succession paths, and accountability.
• Assess Firefly's sales motion with fresh eyes, preserving its relationship-driven, customer-first strengths — responsiveness, creativity, service quality — while introducing proven processes and tools that scale them into a measurable competitive advantage.
• Partner with Revenue Operations to maintain Salesforce discipline and pipeline data integrity, giving the team the visibility and trend analysis needed to sharpen coaching and resource allocation.
• Partner cross-functionally with Product, Engineering, Marketing, Operations, and Strategy to turn customer insights into stronger products, pricing, packaging, and go-to-market strategies.
• Represent the East Coast region in leadership discussions, bringing market and competitive intelligence and a clear point of view on growth opportunities.

REQUIREMENTS

• Bachelor's degree required
• 15+ years of progressive sales experience, including significant experience leading teams and owning revenue outcomes in a high-performance B2B sales organization.
• Experience building, coaching, and retaining high-performing sales teams, including performance management and succession planning
• Proven track record of recruiting and attracting top sales talent
• Experience building scalable, repeatable sales processes or playbooks
• A data-driven approach to decision-making, forecasting, and coaching
• Strategic, consultative sales approach with strong business acumen and a solutions-first mindset
• Exceptional communication, negotiation, interpersonal, and executive presentation skills
• Highly organized, with strong pipeline discipline and a track record of forecasting accuracy
• Salesforce experience required
• Willingness and ability to travel as the role demands
• Must be authorized to work in the United States

Preferred Qualifications

• Background in out-of-home, experiential, and programmatic advertising
• Existing relationships with senior NYC agency holding companies and/or Tier 2 agencies
• Track record of driving growth across core and programmatic revenue streams, with strong command of data, targeting, and measurement
• Experience with AI-enabled sales and coaching tools specifically

Salary Range

On-Target Earnings (OTE): $340,000 to $460,000 including base salary ($170,000-$230,000) and earned commissions.

FIREFLY VALUES “YOU” AND OFFERS YOU:

We believe #Authenticity Drives Us Forward In addition to your monthly salary, you are offered a comprehensive benefits package that includes a 401(k) retirement savings plan because we value you a lot!

You can enjoy the freedom of hybrid working and unlimited PTO!

No Dress Code! Wear what you desire and enjoy your true self at work!

We believe #You’re in the driver’s seat!

You are supported with 1:1 meetings where you can track your progress with regular feedback and development journeys with the educational opportunities at Firefly.

We value your time, you are also driving your own work-life balance while taking responsibility. But, to ensure this balance and your wellbeing, we support you with our collaboration through Meditopia.

We are#Accelerating Innovation

Firefly offers you an opportunity to work in a fast-growing and successful company in the market

#Let’s enlighten together!

Firefly ensures an environment where you can contribute and your ideas are valued, so join us to drive the light!

Firefly Is An Equal Opportunity Employer. All applicants shall receive equal consideration regardless of race, color, religion, gender, marital status, gender identity or expression, sexual orientation, national origin, age, veteran status, or disability.