Head of Media Sales

We’re looking for someone to be a hands-on manager for our media sales team — new and expansion revenue. You’ll manage a team of four sellers with varying experience and help them hone their craft. The desired management approach is one rooted in process, data, and open communication.

You’ll also be part of our leadership team and own revenue generation in partnership with our CEO (your manager), marketing, and product. Our ideal candidate has gone to market with an emerging product and knows how to open doors to agencies and brands.

Ownership is a cornerstone of the employee experience. We take pride in fostering an environment where our teammates can take the initiative for their growth and the success of their team and organization.

• Lead the Media Sales team, which includes three account executives and one account manager.
• Own the sales disciplines for your team, ensuring data quality in the CRM, process, metric tracking, and leadership visibility.
• Coach fundamentals of prospecting and how to leave a positive impression through training, call shadowing, email outreach, and leading by example.
• Support your team in strategizing, pitching, and closing media campaign sales with top agencies and brands to ensure quota achievement.
• Partner with Marketing on pitch collateral, case studies, and targeting high-value prospects with creative, account-based approaches.
• Collaborate with Finance on creative deal terms and how to balance good strategy with good economics to drive short—and long-term growth.
• Work with the Data team to ensure data cleanliness and accurate representation of data for leadership and the board.
• Communicate with leadership on market trends and sales pipeline health. Lean on that group to creatively solve obstacles to company growth.
• Open doors with agencies and brands for our sellers via your reputation, brand awareness, and representing Grocery TV at sales meetings and industry events.

• Execution: You turn problems into creative solutions. You’re accountable for meaningful team outcomes; you organize + prioritize work for your team.
• Judgment: You make low-downside decisions quickly and interrogate high-impact [one-way door] decisions with reference to data.
• Empowerment: . You build a high-performing, accountable, and resilient team. Individuals understand their performance and are empowered to improve.
• Collaboration: You collaborate with other teams, assume the best intent, and work toward shared goals.
• Commerciality: You have an interest in business and understanding the wider environment in which GTV operates: its customers, competitors, products, and market.

• You have 10+ years of industry experience, such as retail media, digital-out-of-home, advertising agency, and programmatic DSP.
• You’ve been responsible for $20M+ per year in digital advertising revenue with consistent year-over-year growth.
• You’ve managed a team of at least 4 sellers with measurable success, such as promotions and historical team attainment to quota.
• You bring cross-functional experience with Finance, Marketing, Product/Engineering, Revenue Ops, and People.
• You partner with Marketing to build brand awareness and have influenced a go-to-market strategy for an emerging industry or product.
• You use data for team accountability and to inform your decisions. At any point in time, you can give a realistic assessment of your team and traction toward goals.
• You’ve historically created accurate budgets and forecasts to manage revenue predictability.
• You were an exceptional account executive with a track record of prospecting and delivering to or above quota. You’re able to parlay that success into tangible coaching for your team.
• You have experience closing new logo deals with major agencies and brands in verticals such as CPG, Finance, Telco, entertainment, and more.
• You’re adaptable, empathetic, warm, and eager to be part of a growing start-up and industry.
• You’re enthusiastic about in-person collaboration (3+ days / week) in our office in SoHo

As a part of our commitment to transparency, we use a market-based formula that provides consistency across roles & experience levels and publish all of our compensation data internally for our team. We’re open to a range of experience levels for this position. Here are the annual salaries for each level:

• L7 - $171,000 ; total cash $342,000
• L8 - $180,000 ; total cash $360,000
• L9 - $189,000 ; total cash $378,000
• L10 - $200,000; total cash $400,000

Interview Flow1. Apply

Apply and look for a response from our team about the next steps.

2. Intro interview with our Co-Founder

This will be a high-level conversation with your future manager, Marlow Nickell. You’ll meet with them to dive into the details of the position and your experience.

3. Values interview with collaborative teams

Chat with two leaders on the GTV team who work collaboratively with your role to give us a clear idea of how you’ll work with others.

4. Board interview with the hiring team

Meet with our Board to discuss your background as a leader within the industry. 

6. Technical interview

Last but not least, we’ll dive deeper into your technical abilities by meeting with your future teammates and completing a collaborative technical assessment.