CAREERS: DIRECTOR OF SALES (NYC/LA)
IRIS.TV is the world's leading video data platform. Founded in 2013, our mission is to connect and activate video data from any source to power better consumer experiences and business outcomes.
At IRIS.TV, we help our customers and partners maximize the value of their investment in video. Our privacy-first, neutral video data platform provides the leading media, data, advertising, and marketing companies with seamless ingestion, enrichment, and activation of video data.
We're in the business of creating more valuable and enjoyable streaming video experiences for everyone. Because when great storytelling and journalism thrives, so too does our culture and communities.
We're growing our world-class team and we'd like to meet you.
We see a world where consumers, brands, and publishers are aligned - with more engaged audiences, fewer wasted impressions, greater respect for privacy, and better results for all stakeholders.
InnovationWe're building the future of video and transforming the way video data is shared with the entire marketplace. From our products to our people, innovation is a core tenet of our business.
TrustWe've engineered an open ecosystem that enables anyone investing in video to unlock the power of their data. And it's all built on a foundation of trust and transparency with our partners and customers.
Impact-OrientedThe bottom line is our top priority. We've built our entire platform to deliver measurable business outcomes with frictionless, flexible technology solutions.
Privacy & SecurityWe put privacy and data security first. Our solutions are built to solve problems in a post-cookie world, elevating video-level data while being fully compliant with global privacy laws.
IRIS.TV is looking for a Director of Sales in New York or Los Angeles. This is an individual contributor role reporting directly to the EVP Ad Platforms and Agencies, where you will be responsible for prospecting and establishing strong relationships within major Holding Companies, independent media buying agencies, and agency trading desks.
You will be the main point of contact with all prospective brands and agencies, directly responsible for driving contextual private marketplace deals in online video and CTV, increasing agency and advertiser adoption, and building lasting relationships.
The Director of Sales has a proven track record of driving adoption of platform solutions with agencies in the US. The ideal candidate will be a true consultative business partner with their clients, and will have the ability to understand client challenges, and skillfully connect those specific problems with existing IRIS.TV product offerings.
Candidates should be well-versed in Online Video, Connected TV, and programmatic advertising technologies, residing within New York City or Los Angeles, with a strong network of existing relationships with programmatic traders and activation managers.
The ideal candidate will demonstrate the ability to draw from a proven track record of results selling to media buyers to inform innovative and strategic client development strategies. Success in this role will depend on discipline, operational excellence, and communication, and the best candidate will bring a network of industry relationships that they can leverage.
Candidates will have demonstrated a record of progressive responsibility and accomplishments in digital media technology, and will have superior knowledge of all facets of sales and business development strategies with Agencies and Tier 1 Global Brand Advertisers.
Candidates will be responsible for supporting new and existing business across their account list, creating an action plan, prioritizing accounts, running playbooks, and activating campaigns with the world's largest agencies and brands.
New York or Los Angeles are preferred - willing to consider remote.
Identify, qualify, and develop prospects, and build effective relationships with key advertisers, media agencies, trading desks - for both new business and expansion opportunities (up-sell/cross-sell).- Position and maintain IRIS.TV as a thought leader in the Online Video and CTV space, both recognized and sought after by large brands and agencies.
- Hit ambitious outreach KPI's and generate a high volume of sales related activities including calls, meetings, presentations, proposals, and activations.
- Work at a partnership/consultative level and be ultra responsive in client communications and follow-up with both direct brand/advertiser and agency account teams
- Call on programmatic trading desks and activation managers to break off test budgets, validate results and scale spend
- Ability to take case studies and test spend results and turn into compelling sales presentations at multiple levels of a marketing organization and successfully close long-term 6/7-figure deals.
- Cultivate relationships and be a trusted advisor to clients by gaining deep insight into their business, and provide winning solutions to their specific goals.
- Superior analytical skills and a firm grasp of customers' needs to ensure successful outcomes with the use of our platform.
- Work cross-functionally, internally and externally, with a variety of stakeholders to propose new and unique ways to leverage our platform.
- Attend webinars, thought leadership sessions and industry events (e.g. CES, Programmatic IO, MediaPost, IAB) to solidify partnerships and maintain your industry knowledge.
- Become a subject matter expert on contextual video PMP's, and effectively penetrate strategic accounts to drive activations.
- Maintain accurate records in CRM to properly forecast and achieve individual monthly/quarterly/yearly revenue goals and contribute towards team goals.
- Strong organizational skills and proficiency in Salesforce, LinkedIn Sales Navigator, Outreach.io, Winmo, SellerCrowd, Powerpoint, Excel, Slack, and Google Drive (Docs, Sheets, Slides).
- Travel up to 50% (when travel permits) to customer sites, trade shows, and events across the United States.
- In-depth knowledge of digital advertising technologies, including where and how different types of data are applied in programmatic Video and CTV between DSP's and SSP's
- Motivated team player who consistently strives to exceed goals and push revenue expectations.
- Strong selling skills – prospecting, follow-ups, CRM, relationship building, closing, etc.
- Comfortable taking ownership of projects and showcasing key accomplishments.
- Strives for continued learning opportunities to build upon craft.
- Proven track record of success, and has consistently met or exceeded quota and expectations.
- Ability to work individually and collaboratively, with the ability to work under pressure and multitask in a fast-paced start-up environment.
- Ability to accept feedback and constructive critique positively and implement change to improve performance.
- Extremely strong ownership mentality and demonstrable work ethic.
- Self-Starter with excellent time management skills and ability to multitask and reprioritize independently.
- Established relationships with decision makers at top media buying agencies.
- Consultative selling skills with the ability to anticipate and overcome concerns by positioning value propositions in relation to client needs.
- Detail-oriented, responsive to deadlines, ability to juggle multiple tasks and prioritize appropriately.
- Strong critical thinking and problem solving skills.
- Excellent verbal/written communication skills, powerpoint and presentation skills required.
- Ability to exceed multiple OKRs concurrently (client retention, up-sell/cross-sell, new vs expansion, etc.).
- Experience collaborating internally across Sales, Account Management, Operations, Product, Marketing, Legal, and Finance.
- Bachelor's Degree in Business, Finance, Digital/Media, Entertainment, Consulting, Analytics, Research, Marketing or related field.
- 5-7+ years in quota carrying roles at adtech/martech companies selling to online video and OTT/CTV media buyers at Agencies and Brands in North America.
Compensation, Benefits, and Perks (US)
- Competitive compensation, quarterly bonus & equity options.
- US-401K to help you save for the future.
- Flexible work hours, plus open vacation & sick time.
- Paid Parental Leave.
- Competitive health benefits, including medical, dental, and vision benefits.
- Robust paid time off, company holidays, personal days and sick days.
- Fully remote working, with occasional travel, once it is safe to do so.
- Virtual company events and (optional) in-person celebrations.
- Virtual monthly team building events and weekly all-hands mindfulness sessions.
- Anniversary recognition and achievement awards.
- An inclusive culture where best-in-class diversity is a natural byproduct of how we treat each other every day.
Note: The Fair Labor Standards Act (FLSA) is a federal labor law of general and nationwide application, including Overtime, Minimum Wages, Child Labor Protections, and the Equal Pay Act. This role is a FLSA exempt role.
IRIS.TV offers a fun and engaging work environment with very talented co-workers. We are committed to building a diverse, equitable and inclusive workforce. IRIS.TV is an equal opportunity employer; we welcome and consider qualified applicants regardless of gender identity or expression, sexual orientation, race, color, religion, age, national origin, ancestry, citizenship, marital status, pregnancy status, physical or mental disability, medical condition, genetic information, veteran status, or any other status protected under federal, state, or local law. Members of communities historically underrepresented in tech are encouraged to apply.
Apply here
