THE ROLE
Inside‑sales leadership role. You will build the playbook, tooling, and cadence that lets a small team source, qualify, pitch, and close partner deals over phone, email, and video at high volume and short cycle times. You’ll obsess over conversion rates, pipeline velocity, and rep productivity. The role collaborates with Marketing on demand generation, RevOps on tooling and reporting, Product and Engineering on partner integrations, and Ad Ops on partner launch, packaging our product family into repeatable activation paths.
WHAT YOU’LL DO
- After partnerships are closed, own and exceed the inside Channel Partnerships target, drive new partner activations, and expand across the mid‑market and long‑tail partner base.
- Build the inside‑sales playbook end‑to‑end: ICP definition, outbound cadences, qualification framework, demo motion, pricing guardrails, and contracting templates that close partners in weeks, not quarters.
- Stand up the tooling stack: Salesforce, Outreach (or equivalent), Apollo or ZoomInfo, Gong, and LinkedIn Sales Navigator, operating it as the source of truth for pipeline, activity, and forecast.
- Define materials, processes with internal support teams, and sales KPIs.
- Hire, ramp, coach, and retain a high‑performing team of sellers.
- Define leveling, ramp plans, and career paths for every role on the team.
- Set activity rigor standards: dials, emails, demos, opportunities created, paired with deal‑quality and conversion discipline.
- Partner with Marketing on inbound demand generation, content, and co‑marketing; partner with RevOps on dashboards, segmentation, and territory design.
- Operate CRM and forecast as a discipline, not a chore; deliver forecasts that leadership can trust within 10% accuracy.
- Own funnel metrics: outbound activity, MQL to SQL conversion, SQL to opportunity conversion, opportunity win rate, average deal size, and cycle time; improve each quarterly.
WHAT YOU’LL BRING
- 8+ years in advertising, ad‑tech, or media sales, with at least 4 years leading inside‑sales or comparable teams.
- Demonstrable success building or scaling an inside‑sales engine in ad‑tech, SaaS, or media; expertise in playbook design, cadence operations, tooling stack, and rep ramp programs.
- Track record of driving high‑volume, short‑cycle commercial deals (weeks to months) and of developing reps who consistently hit quota.
- Fluency in modern sales tooling: Salesforce, Outreach or SalesLoft, Apollo or ZoomInfo, Gong or Chorus, LinkedIn Sales Navigator.
- Working knowledge of the modern media stack: programmatic, CTV, social, addressable, identity/data, and measurement, sufficient to qualify partners and coach reps through technical conversations.
- Operating discipline: forecast accuracy, CRM hygiene, pipeline math, and a clear focus on metrics that matter (activity, conversion, velocity, win rate).
IT WILL BE A BONUS IF YOU
- Have experience selling sports media, sports data, or fan‑engagement products into the ad‑tech ecosystem.
- Have prior experience scaling an inside team alongside a strategic field team, with clear segmentation between the two.
- Have a background standing up integrations or curated marketplaces with programmatic platforms.
- Have experience hiring and ramping BDRs and inside AEs in the NewYork ad‑tech talent market.
Compensation and Culture
- The annualized base salary for this role ranges from $220,000 to $240,000 USD and includes eligibility for additional variable compensation. The role is eligible to participate in Genius Sports Group’s benefits plan.
- Work environment: office‑first culture with hybrid working models that vary by role and location.
- Support for employee wellbeing, skills growth, and career advancement.
Let us know if you need any assistance during the recruiting process due to a disability.
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