VP, Publisher Sales

About Freestar:

Freestar engineers cutting-edge monetization solutions for websites. By combining industry-leading technology, data, and massive scale, we enable busy site owners to seamlessly maximize revenue while freeing themselves of the hassles of ad operations. Publishers then have more time to do what they do best: create content.

Job Description:

Reporting to the Chief Revenue Officer, our Vice President, Publisher Sales will have responsibility for managing the operations and processes of the Publisher Development team, ensuring the team is equipped to meet or exceed their sales goals by providing processes, procedures, KPIs, coaching, and support where needed. 

The Vice President, Publisher Sales will be responsible for developing and executing our sales strategy, leading the sales team, and driving revenue growth. This role requires a strategic thinker with a proven track record of success in sales leadership, strong analytical skills, and the ability to build and maintain relationships with key clients and stakeholders.

Responsibilities:

Sales Strategy & Planning:

• Develop and implement comprehensive sales initiatives, monitor sales performance, and take corrective actions to ensure consistent revenue generation.
• Analyze market trends, customer needs, and competitive landscape to identify new opportunities and adjust strategies as needed.
• Set sales targets and objectives for the team, ensuring alignment with company goals.

Team Leadership & Management:

• Direct the work of the BD team, including resolving challenges, streamlining processes and keeping the team operating smoothly and in alignment with business objectives.
• Coach the team on their current deals by reviewing their pipelines, pointing out obstacles, identifying opportunities, and being a resource. 
• Facilitate team meetings, including weekly status syncs and monthly training sessions.
• Oversee the workloads of each of the team members, optimizing the skill set of each team member and balancing the workloads based on the needs of the team, ensuring the team is motivated, focused, and equipped with the necessary resources to succeed.
• Build out the team with highly qualified talent by scouring the industry for top talent, recruiting, interviewing, hiring, and onboarding team members.
• Provide support and mentorship to the BD team, elevating the team’s expertise and skill sets through consistent training and development.
• Hold the team accountable to deliverables. Conduct regular performance reviews and provide constructive feedback to team members.

Client & Relationship Management:

• Build and maintain strong relationships with key clients, partners, and stakeholders.
• Oversee major accounts and negotiate high-value contracts.
• Be a resource and point of contact for premium and enterprise level accounts that require a high level of skill and aptitude, often high touch in nature.
• Act as an expert for Freestar products and industry trends providing guidance, support, and education both internally to the BD team and externally to publishers directly.

Sales Operations & Reporting:

• In collaboration with Sales Operations, identify key metrics to measure performance, and hold the team accountable to those metrics, quotas and performance objectives. 
• Monitor sales performance metrics and manage deliverables and reporting due to the executive team.
• Manage the sales budget and allocate resources effectively.
• Review potential deals for pricing, strategy and profitability.
• Assist in sales compensation plan design and administration, including program rules, policies, and procedures, ensuring sufficient resources are assigned to administer sales compensation programs. Work closely with Finance, Sales Operations and People Operations to reconcile and report on results. 
• Continually optimize the sales process; creating scripts, email templates, decks, and reusable demo agendas. Work to optimize the stages of the sales process, understanding which features speak to which prospects. Provide input on the product roadmap to Product.

Collaboration & Communication:

• Work closely with other departments, including marketing, product, and customer support, to ensure a cohesive approach to achieving company objectives.
• Represent the company at industry events, conferences, and networking functions.
• Handle delicate situations that have been escalated and require a high level of skill and temperament to defuse and resolve.

Qualifications:

• 7+ years of sales or sales management experience in a B2B sales environment.
• 3-5 years of progressive experience in a sales operations, business planning, or sales support management role.
• Advanced understanding of the programmatic advertising ecosystem, specifically header bidding. Experience working with supply/demand side services preferred.
• Well versed in strategies for the full sales cycle from prospecting to closing.
• Ability to analyze data, generate insights, and make data-driven decisions
• Familiarity with CRM systems, Salesforce preferred.

We’d also like to see:

• Excellent verbal and written communication skills.
• Internally motivated with a strong sense of urgency to drive projects to completion.
• Exceptional organizational skills with the ability to navigate multiple competing priorities.
• Professional maturity, aptitude, and confidence.
• Teamwork, interpersonal & relationship-building skills, and ability to lead by influence and example.

What you can expect in return:

• Full-Time, Salaried Position
• Medical, Dental, and Vision benefits
• 401K with company match, vested immediately
• The opportunity to be part of something BIG

Freestar is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

This role is not eligible for visa sponsorship