VP Enterprise, GTM

Samba TV tracks streaming and broadcast video across the world with our proprietary data and technology. We are on a mission to fundamentally transform the viewing experience for everyone. Our data enables media companies to connect with audiences for new shows and movies, and enables advertisers to engage viewers and measure reach across all their devices. We have an amazing story with a unique perspective on culture formed by a global footprint of data and AI-driven insights

The VP Enterprise, GTM will be responsible for leading and executing Samba TV’s go-to-market strategy for its enterprise data solutions. The role requires a deep understanding of the media and advertising landscape, data licensing, measurement solutions, and a proven ability to build and lead high-performing GTM teams.

This role is critical to Samba TV’s success as the company looks to solidify its position as a leading provider of data and insights to brands, agencies, and platforms. The VP will play a key role in driving revenue growth, expanding market penetration, and deepening relationships with strategic partners.

• Define and implement the overall GTM strategy for Samba TV’s enterprise data solutions, including Data as a Service (DaaS), measurement, and identity products.
• Identify and prioritize target markets and customer segments.
• Develop sales motions and playbooks tailored to each customer type.
• Define pricing, packaging, and product marketing strategies.
• Establish key performance indicators (KPIs) and tracking progress that lead to Sambas overall vision and growth.

• Build, develop, and lead a high-performing GTM team, including sales, business development, sales engineering, and solutions architecture.
• Work with our internal Talent Partners to recruit, onboard, and train team members, ensuring they possess the necessary expertise in activation solutions and campaign management.
• Set clear goals and expectations, aligning individual performance with overall team objectives and revenue targets.
• Provide ongoing coaching and mentorship, emphasizing effective sales techniques, demo delivery, and data presentation to drive renewals and increased investment.
• Cultivate a collaborative results-oriented culture, fostering strong internal relationships and knowledge sharing to maximize team effectiveness.
• Partner with product leads

• Achieve aggressive revenue targets and expand Samba TV’s market share in the enterprise data solutions space.
• Develop and execute account plans for key clients.
• Identify and close new business opportunities.
• Expand existing accounts through upselling and cross-selling.
• Develop and leverage strategic partnerships.
• Reducing client churn and improving customer retention.
• Develop a playbook for non-M&E verticals.
• Monitor industry trends and competitive activities to identify opportunities for growth and proactively address potential challenges.

• Continuously refine and optimize sales motions and processes to improve efficiency and effectiveness.
• Analyze existing GTM dimensions to identify areas for improvement and streamlining processes.
• Develop and implement standardized playbooks for different sales motions, such as channel partner acquisition, new logo onboarding, renewals, and upsells/cross-sells.
• Leverage technology and automation to improve efficiency and productivity, including CRM systems like Salesforce for data hygiene, pipeline management, and performance tracking.
• Collaborate with Product and Engineering teams to ensure that solutions meet market needs and align with sales strategies.
• Create a framework for Account Executives and Partner Consultants to reduce churn, scale existing client business, and develop key account strategies.

• Cultivate strong and lasting relationships with key decision-makers with agencies, publisher, and platform clients.
• Develop a deep understanding of client needs and challenges, tailoring solutions to specific requirements and objectives.
• You provide consultative solutions that deliver measurable value.
• Establish regular communication and touch points, ensuring clients are informed and engaged throughout the campaign lifecycle.
• Provide exceptional client service and support, addressing issues promptly and proactively to ensure high levels of client satisfaction.

• Work closely with other teams, including Product, Engineering, Marketing, Finance, and Data Licensing, to ensure alignment between Activation GTM strategies and overall company objectives.

• Continuously monitor the media and advertising landscape, including emerging technologies, competitive dynamics, and evolving client needs, to inform strategic planning and ensure Samba TV’s activation solutions remain relevant and competitive.

• 10+ years of experience in leading and managing Enterprise GTM teams in a matrix environment within the media, advertising, or data solutions industries.
• A demonstrated ability to build high-performing teams and drive revenue growth is essential.
• A strong understanding of the media and advertising ecosystem, including data licensing, measurement, attribution, and identity resolution.
• Familiarity with key industry players and trends is essential.
• Excellent analytical and problem-solving skills, with a proven ability to develop and execute strategic plans.
• A strong understanding of financial metrics and business modeling is necessary.
• Exceptional communication, interpersonal, and presentation skills, with the ability to effectively communicate complex concepts to diverse audiences, including clients, partners, and internal stakeholders.
• A proven ability to build and maintain strong relationships with key decision-makers at enterprise clients and partners.
• A strong focus on results and a data-driven approach to decision-making.
• Experience in using data and analytics to track progress, measure performance, and identify areas for improvement is crucial.
• Ability to thrive in a fast-paced, dynamic environment and adapt quickly to changing market conditions and client needs.

Requisition #1218

Samba TV is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.  We strive to empower connection with one another, reflect the communities we serve, and tackle meaningful projects that make a real impact.

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