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Director of Retail Sales

2 months ago

Durham, United States Looma Full time
Job DescriptionJob Description

Looma Background

Looma is an in-store digital media platform focused on storytelling, education, and recommendations. Their network of in-store screens helps retailers better modernize and monetize their stores, while enabling brands to tell their story directly at the point of decision. All content that airs on Looma's network is produced or edited by Relay™, their global network of independent filmmakers, editors, and other creators who specialize in point-of-decision content.

Position Summary

The Director of Retail Sales is dedicated to scaling Looma's reach from 5 retailer partners to 20+ over the next few years. We are entering a season of significant growth after proving product-market fit the last couple years, and we need a Director of Retail Sales to keep our foot on the gas while the rest of the team executes a few new partnerships.

Retail sales at Looma is unique in that it's an ultra-concentrated, high-ACV sales motion: our universe of potential retail partners is likely sub-250, but each partnership has the potential to be very high ACV. We are looking for a high-performing IC who has successfully sold market-creating / industry-leading solutions in a market with similar dynamics. The strongest candidates will have existing relationships with major retailers and experience selling to an array of stakeholders, including Merchandising, Marketing, IT, and Store Ops.

This role will report directly to our CEO.

The responsibilities for this role can be split into two primary categories:

  1. Direct Sales and Playbook Development (80%)
  2. Other Responsibilities (20%)

Direct Sales and Playbook Development (80%)

  • Prospect, develop relationships with, and land pilots with new retail partners
  • Manage relationships with retail partners through the pilot, pilot conversion, and rollout process
  • Build & manage the playbook for pursuing mid-market and enterprise retailers

Other Responsibilities (20%)

  • Work with Product on improvements to our reporting suite & other key elements of our product that are retailer-facing
  • Represent Looma at industry conferences

Attributes

  • Mission/values orientation: excited to connect shoppers to the people behind their products, and appreciative of authentic storytelling
  • Warmth / magnetism: quick to love people, able to win over nearly anyone, and will represent the Looma brand well in serving as its face to retailer partners
  • Proven salesmanship: indisputable track record of excellent salesmanship
  • Resilience: excited by the entrepreneurial nature of this role, understands it will involve some serious tenacity, and eager to solve difficult problems along the way
  • Analytical / financially savvy: understands retail partners' economic drivers, adept at building program KPIs and holding our team accountable to them, and eager to build retail reports
  • Systems orientation: extremely disciplined and organized; able to build systems that scale
  • Experience selling to key decision makers at mid-market and enterprise retailers, required
  • Experience in retail media or advertising more generally, strongly preferred
  • Experience at a startup or growth-stage company, strongly preferred

Structure & Compensation

Looma will provide a competitive compensation package consisting of base salary and stock options. All Looma compensation packages include cash / equity flexibility (i.e. you can opt for more equity and less cash or vice-versa).

Benefits

  • Employee coverage for health, dental, and vision (gold plan)
  • Unlimited PTO (3-week minimum)
  • Flexible office setting (office, flex, or WFH, with associated stipends)
  • Craftsmanship stipend
  • Paid parental leave
  • 401(k) plan

Our Values

At Looma, we strive to be and/or create work that is:

  • For You: generous, generative, trustworthy, in your corner
  • Incisive: pragmatic, wise, perceptive, insightful
  • Beautiful & Clear: polished, elegant, detailed, conveys a sense of craftsmanship
  • Undaunted: tenacious, courageous, indomitable, "impenetrable ray of sun"
  • Dependable: trustworthy, reliable, nothing slips through the cracks

Diversity & Nondiscrimination

Looma is committed to promoting diversity both in our workplace and through the stories we tell. We do not discriminate on the basis of race, color, religion, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status, class or caste status, or any other protected class. Our global nondiscrimination policy covers these protected classes in every market in which we do business.

Applicants must be currently authorized to work in the United States on a full-time basis.