Head of Sales- Emerging Verticals

5 days ago

Boston, United States ActiveProspect, Inc. Full time

Company Overview

ActiveProspect is the industry-leading SaaS platform for consent-based marketing. Our comprehensive product suite empowers companies across industries to take real-time action on their leads, protect themselves from litigation by documenting proof of consent, and save money by providing new levels of data insights and control. Our mission is to make consent-based marketing the best channel for customer acquisition.

Job Summary

ActiveProspect is seeking a Head of Sales- Emerging Verticals to focus on growing our overall revenue in our pod team of growth verticals. This includes both pay-as-you-go and contracted customers for both new and existing customers. You will own the key performance metrics for your vertical: Revenue, # of Logos, Logo Retention (Churn), Gross Revenue Retention, and Net Revenue Retention. You will also manage profitability/budget for your vertical.

Responsibilities

  1. Strategy: You will be responsible for defining and executing the GTM strategy for your pod team. This includes researching new vertical growth opportunities and aligning team resources to the TAM. You will take a long term focus, strategically targeting deals that gain adoption within our growth verticals. You will track competition and help position our offering for the vertical.
  2. Growth verticals expertise: You will be analytical about which verticals have potential for growth. You will constantly be talking to people in emerging verticals and working with publishers selling to various verticals - lead buyers, lead sellers, and service providers to improve your understanding of the landscape. You will follow industry trade publications, webinars, regulations, events, etc. You will educate/train others in the company as needed.
  3. Marketing: You will advise marketing on the needs for your identified growth verticals including creating industry specific materials (brochures, web pages for our website, webinars, etc.). You will advise marketing on the key personas, terminology, and benefits.
  4. Events & Trade Shows: You will track the various industry trade shows and select the appropriate events for the company that you will attend. You will speak at industry events for your vertical about topics related to our products/services.
  5. Partnerships: You will identify and execute partnerships with the appropriate partners in identified growth verticals. Working with publishers within certain growth verticals are a key strategic growth lever.
  6. Relationships: Build and maintain relationships with key contacts in the industry. You will gain endorsement from industry influencers. You will know our stakeholders within growth verticals including both publishers and advertisers.
  7. GTM/ Product: You will make recommendations for how to position and package our offerings for our growth verticals. You will push for the features needed in your vertical and provide insight on the needs to the rest of the team.
  8. Client Success: Work closely with the client success team to ensure that our customers in the vertical are pleased with the value they are receiving from our services.
  9. Budget: You will work to maximize ROI on the budget for your pod team. You will find creative ways to expand your budget such as sponsorships from industry partners. The travel for your dedicated team (CSMs, Sales, etc.) will come out of your budget.

Reporting Structure
This Vertical Leader (VL) will have direct sales reports and dotted line collaboration with Customer Success Managers responsible for customers within the assigned book of business. The VL will collaborate closely with other leaders for Sales, Success, Marketing and RevOps.

Qualifications and Skills

  • 5-10 years of lead publishing and/or lead buying /3rd party lead generation space experience.
  • Has the ability to take a Vertical from having customers to growing it into a key market for the organization.
  • Ability to show consistent achievement of enterprise sales quota.
  • Experience managing enterprise sales pipeline, forecasting and reporting.
  • Strong ability to communicate value propositioning for complex enterprise SaaS technology.
  • Displays a positive attitude.
  • Demonstrates flexibility in day-to-day work.
  • Show initiative for learning by seeking out answers to daily technical challenges.
  • Sets high standards of performance for oneself.
  • Establishes good working relationships with team members.
  • Appreciates each team member's contributions and values each individual member.
  • Ability to work quickly and patiently as part of a small team growing rapidly.
  • Strives to help the team succeed, even when it means working outside the job description.
  • Above all: you are an entrepreneur at heart, self-motivated, with an insatiable can-do mentality.
  • Ability to travel up to 25% of the time.

Benefits and Perks

  • A financially stable company, with the freedom and opportunities of a startup culture.
  • Flexible work schedule.
  • Flexible vacation time.
  • A remote-friendly culture with monthly virtual happy hours and team-building events.
  • Retirement plan matching up to 3% of your salary.
  • Health, dental, vision, disability and life insurance.

ActiveProspect is an Equal Opportunity Employer committed to diversity and inclusion in the workplace.

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