VP Activation, 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 Activation, GTM will lead and implement Samba TV's go-to-market (GTM) strategy for transactional, campaign-based media activation revenue, using the Samba and Semasio data platforms.
This role focuses on recurring revenue generation and driving client success through multi-product solutions for agencies, publishers, and platforms. The VP is responsible for building and managing a high-performing team, establishing clear GTM processes, and optimizing sales motions to maximize revenue growth and market share within the activation business.

WHAT YOU'LL DO

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Drive Strategic Growth through a comprehensive Go-to-Market (GTM) Activation Strategy
• Craft and execute a holistic go-to-market strategy for Samba TV’s activation products, encompassing Audience Manager, Bridge, Measurement (Campaign), Semantic Audiences (Semasio), and TRF/VTR Measurement.
• Aim to enhance market positioning, maximize audience engagement, and deliver measurable outcomes.
• Align our product offerings with market demands and leverage cross-functional collaboration.
• Help establish a robust framework that not only drives product adoption but also positions Samba TV as a leader in the evolving landscape of audience measurement and engagement solutions.
• Define clear channel strategies and support models for both direct and indirect channels, including agencies, publishers, and platforms.
• Develop strategic incentives for partners and consistently refine account management playbooks to drive strategic evolution.
• Prioritize "Right to Win" accounts and develop vertical-specific CTV solutions to address specific market needs.
• Integrate Samba and Semasio solutions into a single, unified offering for activation sellers and providing comprehensive training.
Lead and Manage Activation GTM Team in a Matrix Environment
• Build, develop, and lead a high-performing GTM team focused on activation, including media sales, account management, channel enablement, and technical account management.
• 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.
Drive Revenue Growth and Market Share
• Achieve aggressive revenue targets and expand Samba TV’s market share within the activation space.
• Develop and execute account plans for key agency, publisher, and platform accounts, with a focus on maximizing account breadth and depth where enterprise relationships exist.
• Prioritize new logo development in verticals where Samba TV has proven solutions and a strong track record of success.
• Support channel enablement and mitigating channel conflict by empowering partners to effectively leverage Samba TV's solutions.
• Develop and implement strategic initiatives to increase ARPU (Average Revenue Per User) and drive the adoption of multi-product solutions across accounts.
• Monitor industry trends and competitive activities to identify opportunities for growth and proactively address potential challenges.
Optimize Sales Motions and Processes
• 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 de