Vice President, Brand Sales

Reston, VA, United States

Since Resonate's founding in 2008, the company has been driven by a simple but powerful idea: understanding people. Resonate empowers leading brands and agencies with deep consumer intelligence that ignites unbreakable relationships through better connections, more meaningful engagement and compelling customer experiences.

We are "people-centric." It is at the heart of what we do and drives how we operate. We reveal the Human Element—a holistic understanding of a person that starts with what makes us the most human—our values and motivations. In other words, we help you understand the "what" that drives the "why" people decide to choose, buy, endorse or abandon a brand or cause. By combining this human, person-based "why" with relevant data about your industry, brand or product, we help you create powerful marketing engagement that drives results.

Reporting directly to the CRO, the VP of Brand Sales will be a key member of the sales management team and will be responsible for scaling personnel, new logo sales, and growth of the overall software business. This individual will also be responsible for managing the daily sales function including managing the Brand sales executives' induvial contributors, monitoring and analyzing sales activity, and ensuring that sales targets are achieved. The VP of Brand Sales will help shape, lead, and execute on Resonate's sales priorities designed to accelerate long-term revenue growth and manage on a daily, weekly, and monthly basis all Brand sales lead generation, sales cycles and closing processes. The ideal candidate will have a proven track record of success in leading a software sales and/or data team within marketing technology space across verticals.

The successful candidate will have a history of meeting and exceeding revenue expectations. They will work closely with their team to quickly understand brand advertiser requirements and matching them to solutions with the Resonate platform and data set. They will have a deep understanding of the marketing technology competition and audience targeting space. This is a field leadership role, requiring extensive time traveling with your team and meeting directly with your prospects & clients.

Key Responsibilities

Maintain full ownership of your territory and assigned target clients – from lead generation through successful deal close

Develop and execute a well structured, strategic sales plan across the team and vertical strategy

Responsible for building and scaling a sales team including hiring, training and coaching. Hire and relentlessly assess individual performance, analyzing sales activity against goals achieved and making decisive changes to the team as required.

Ensure systematic success through a documented and consultative sales process based on a deep understanding of each customer's campaign strategy, message, and goals -- and determine where Resonate can create maximum impact and constantly tweak and improve processes, messaging, etc.

Clearly articulate (verbally and through written communications) Resonate solutions

Ensure clients are aware of the results we provided and reinforce relationships based on effectiveness, value and client's return on investment

Provide accurate forecasting, pipeline performance reporting, and team performance assessments to the executive team

Work with the sales team to cultivate executive relationships with clients, gain deep insight into their business and ultimately provide solutions to their data, marketing and advertising goals

Extensive experience in strategic planning and execution of go to market strategies

Achieve annual and quarterly sales targets for the organization

Build strong relationships internally to gain support for the sales team and achieve revenue objectives

Collaborate with internal teams (Product Management, Client Services, Research, etc.) to identify customer requirements, build products and deliver business solutions

Qualifications & Experience Requirements

Background selling Data and SaaS based solutions direct to brand marketers

5+ years of senior level sales management experience, responsible for monthly and quarterly sales targets

5+ years of success selling data marketing services, data intelligence solutions, and/or SaaS based solutions direct to brand marketers

5+ years of success in managing a team of sales reps to achieve revenue targets through both quality and volume of activities, including responsibility for hiring, coaching, and development of reps

Extensive experience working in the consumer data and applying 3rd party data to brand customer files

Overseen significant revenue growth at previous companies and growing teams for success

Proven ability to influence, develop, and empower sales teams to meet revenue targets

Experience structuring sales quota goals and revenue expectations

Professional written/verbal communication and interpersonal skills

Experience and preference for growth-stage environments

Strategic and consultative sales approach and the ability to apply creative thinking and value based selling to the sales process

Well established, verifiable relationships with key influencers

Familiarity with the process of online advertising campaign development and execution is a definite plus

Familiarity with analytics business, SaaS, and/or marketing technology space

Knowledge of advertising technology solution providers and marketplace (e.g., DSPs, DMPs, agency ad exchanges, targeting technologies, and online media agencies/consultancies) is a plus

Outstanding communications skills verbally and the ability to develop professional written documents and client presentations

Bachelor's degree or higher

Personal Success Characteristics

Learn fast, apply what you've learned, and build on it with your personal experience

Have a high level of personal drive and discipline, and a desire to achieve new heights in your career

Enjoys motivating teams through success and challenges

Employ a systematic approach to your selling. We are looking for people who work smart every day and produce results consistently in a consistent way

Enjoy being part of a team that collaborates and pushes each other to achieve the very best performance

Benefits

Besides the opportunity to work with smart, fun, hard-working Resonate employees, you will have uncapped growth potential, a work/life balance, and a competitive suite of benefits.

Location

At Resonate, we're proud to offer a flexible work environment that combines the best of both worlds. Our team is made up of talented individuals who collaborate seamlessly across physical locations, thanks to our innovative hybrid and remote work policies. Whether you're working from home or from one of our state-of-the-art offices, you'll have access to the tools and resources you need to succeed.

Resonate is headquartered in Reston, VA with offices in New York City, and Washington, D.C. Be a part of the team that changes the industry!

Our EEO Statement:

Resonate is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outline by federal, state, or local laws.

Find out more about our story at www.resonate.com .

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