Head of Sales
We are an advertising network that creates products in the field of online advertising and digital marketing. We are currently looking for a head of the commercial department 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 role. The Head of Sales is responsible for the company's overall commercial performance (revenue, margin, retention) and synchronizes the work of sales and accounting into a single funnel.
What you will do:
- Manage sales and account management teams: build their work processes, set goals, monitor performance indicators;
- Develop a go-to-market strategy: prioritize verticals, geographics, identify new growth segments and markets;
- Build end-to-end processes for the client's full lifecycle: lead generation - sales - onboarding - launch - scaling - retention - reactivation;
- Implement and develop a CRM system for the commercial department: funnels, automation, integration between sales and account management;
- Personally conduct negotiations and manage the entire deal cycle for major clients: discovery, commercial proposal, terms negotiation, escalations;
- Increase the operational efficiency of the team: reduce client response time, increase conversion rates between funnel stages;
- Implement employee performance metrics (workload, conversion, request processing speed) and use them for management decisions;
- Act as an internal expert on programmatic products and the market for the team: train sales and account managers on working with RTB mechanics, product functionality, and argumentation for challenging clients;
- Generate regular reports and present the commercial department's results to management.
Our expectations for the candidate:
- At least 5 years of experience as Head of Sales/Commercial Director/VP Sales in AdTech, Affiliate Marketing, DSP, SSP, advertising network, or performance marketing;
- Proven experience managing a multi-level team, including hiring and scaling a team from scratch or near-scratch;
- Experience with simultaneous responsibility for new business and retention/growth of the current 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 understanding 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 language 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 operating principles;
- Experience presenting results and strategy to management.
What we offer:
- Competitive salary, which is discussed individually with each candidate;
- Work format: office / hybrid / remote;
- Flexible start of the workday: we work Monday to Friday, with the option to choose your start time; we don't have strict schedule control, the main thing is that tasks are completed on time;
- Healthy relationships: honesty and openness are important to us, every employee receives comprehensive support;
- Training and development: knowledge sharing within the team, co-financing of professional training, opportunities for career consultations, and an individual development plan within the company;
- Rich corporate culture: from themed parties and board games to esports championships and markets.
