IT company Lofty is looking for a Head of Sales.
They are seeking a commercial block leader who will take full responsibility for the entire client journey (advertisers): from acquisition to retention and growth. The sales and accounting teams will report to this person. The Head of Sales is responsible for the company's final commercial indicators (revenue, profitability, retention) and synchronizes the work of sales and accounting into a single funnel.
Responsibilities:
- Manage sales and account management teams: build processes, set goals, monitor performance metrics
- Develop a go-to-market strategy: prioritize verticals, geographies, identify new growth segments and markets
- Build end-to-end processes for the entire client lifecycle: lead generation - sales - onboarding - launch - scaling - retention - reactivation
- Implement and develop a CRM system for the commercial block: funnels, automation, integration between sales and account management
- Personally conduct negotiations and manage the entire deal cycle for key clients: discovery, commercial proposal, terms negotiation, escalations
- Improve the operational efficiency of the team: reduce client response time, increase conversion rates between funnel stages
- Implement employee performance metrics (workload, conversion, application processing speed) and use them for management decisions
- Act as an internal expert on programmatic products and market for the team: train sales and AMs on working with RTB mechanics, product features, and argumentation for complex clients
- Prepare regular reports and present the commercial block's results to management
Candidate Expectations:
- At least 5 years of experience as Head of Sales/Commercial Director/VP Sales in AdTech, Affiliate Marketing, DSP, SSP, ad network, or performance marketing
- Proven experience managing a multi-level team, including hiring and scaling a team from scratch or near scratch
- Experience in simultaneously managing new business and retention/growth of the existing client base
- Deep understanding of advertising and commercial metrics: CPA, CPC, CPM, CPL, CTR, eCPM, ROI, eCPA, ROAS, Win Rate, Fill Rate, CAC, NPS
- Solid grasp of product metrics: Retention Rate, Churn Rate, ARPU, LTV, CAC
- Proficient in Excel/Google Sheets, BI systems (Grafana, Tableau, Power BI) will be an advantage
- English at Intermediate level or higher will be an advantage
Will be a plus:
- Experience working with international advertisers and buyers
- Understanding of RTB, DSP, SSP principles
- Experience presenting results and strategy to management
Company Offers:
- Competitive salary, discussed individually with each candidate
- Office/hybrid/remote work format
- Flexible start to the workday: the company operates Monday to Friday, with the option to choose your start time, no strict schedule control, as long as tasks are completed on time
- Healthy relationships: honesty and openness are important to the team, and every employee receives comprehensive support
- Training and development: knowledge sharing within the team, co-financing of professional training, opportunities for career counseling and individual development plans within the company
- Rich corporate culture: from themed parties and board games to esports championships and markets
