VP – Platform Sales

VP – Platform Sales

Requirements

• 10+ years of quota carrying sales experience (prospecting, developing, and closing) in marketing services and multi-product business (media, creative, digital experience, digital transformation), new SaaS-based solution sales or similar experience, with at least 6 years in a senior sales leadership role
• Proven track record of success in achieving (and surpassing) lead generation quotas and sales targets, contributing significantly to revenue expansion
• Strategic, solutions-based enterprise sales experience and revenue achievement selling multiple enterprise offerings to marketing stakeholders
• Experience with outbound sales and pipeline management
• Experience researching, account planning, prospecting, and cold calling/emailing into accounts
• Extensive familiarity with using CRM platforms and automated outreach tools (ex. Salesforce, HubSpot, Microsoft Outreach.io, etc.) for sales operations and analysis
• Expertise in Microsoft Excel and PowerPoint required

Responsibilities

• Formulate and execute sales strategies resulting in prospecting, lead generation and new customer acquisition (net new logos) to achieve revenue targets and market penetration goals
• Work autonomously (i.e., as individual contributor) to cultivate a robust, high-quality net new pipeline of opportunities that is sufficient to achieve and surpass quarterly and annual revenue targets
• Generate qualified leads and business opportunities through prospecting outbound initiatives like professional networking, cold calling, emailing, and other communication channels
• Own the entire sales cycle from prospect identification, lead generation and qualification to contract negotiation, contract review processes and deal closure, ensuring a high conversion rate
• Develop a deep understanding of Night Market and NEON and their unique value propositions to effectively communicate its benefits to potential customers
• Prepare and deliver product demonstrations and presentations
• Conduct prospect (account) research (using LinkedIn, etc.) to identify targets
• Effectively articulate contractual, technical, value propositions and competitive differentiation to prospects
• Establish and manage a comprehensive prospect database, optimizing CRM (HudSpot) system, and designing targeted outreach campaigns to engage potential customers, ensuring a consistent and effective sales pipeline
• Effectively leverage tools (ex. HubSpot, LinkedIn/Sales Navigator, ChatGPT, etc.) to enhance prospect engagement and support lead generation initiatives
• Ensure that sales activities and interactions are updated, current, accurate, and tracked in the CRM (prospecting) database
• Develop tools, key performance metrics, and systems to monitor and measure performance against the sales process
• Compile, clean-up and prepare lists for prospecting activity
• Continuously evaluate, improve and optimize (ex. resource allocation, investments, etc.) our pipeline development and sales processes and workflows for increased effectiveness and efficiency
• Prepare regular (week, monthly) reports on sales activity and performance (forecasting, pipeline health, etc.) and present to senior management, providing insight into key metrics
• Meet weekly with the CBO to communicate progress and issues on sales programs and opportunities
• Collaborate with the marketing team to develop targeted marketing (lead generation) campaigns and initiatives to attract and engage prospects
• Build out playbooks, processes, scripts, etc. for the next stage of growth
• Partner with CBO, President, SVP of Sales, and Finance to develop and manage the sales budget, ensuring that resources are allocated effectively to meet sales targets and support business growth
• Collaborate with the NEON product team by providing feedback and insights to shape new tool and product releases
• Collaborate with CBO, President, and SVP of Sales to develop effective sales collateral, presentations, and materials that support sales efforts
• Stay current with industry trends, competitive landscape, and emerging technologies to inform product development and sales strategies, identify opportunities for growth, stay ahead of the competition and strategically position our solutions
• Represent Night Market and NEON at industry events and conferences

Preferred Qualifications

• BA/BS degree or equivalent experience
• Proven experience with developing processes (sales playbooks, KPIs, collateral creation, etc.), and executing on sales strategies