VP, Head of Sales - Xumo

Effectv helps businesses reach the right audience with the right message at the right time. We harness the scale and quality of Comcast data to target advertisers’ audiences across linear TV, streaming, and video on demand and enabling clients to evaluate performance. A division of Comcast, we have a presence in 60+ markets and an estimated reach of 96 million U.S. adults that include both Comcast and non-Comcast households.

Job Summary

The VP, Head of Sales Xumo will drive the growth of Xumo ad revenue through leadership of a dedicated Xumo sales team and close collaboration with partner functions, and secondary sales teams that monetize rapidly growing audiences across Xumo’s global entertainment ecosystem. This is a highly entrepreneurial role focused on building a high performing team, and being accountable for delivering sales results, sales strategy execution, and support to direct and secondary/partner sales teams as well as providing market perspective to inform the development of a differentiated Xumo ad offering and value proposition.

This role reports directly to the VP, GM of Xumo Advertising Team which is a managed service operated by Comcast Advertising. This role works closely with leaders at the Xumo Joint Venture, and co-owners Comcast and Charter Spectrum Reach. The VP, Head of Sales will help develop and drive a go-to-market focused on growing client, agency and partner relationships and establishing Xumo as a key advertising partner for multiple demand channels and transaction models. This VP, Head of Sales will be an integral part of a dynamic, collaborative, growth-oriented ad monetization effort to develop, evangelize, and bring to market Xumo ad solutions, that combine the best of CTV, a world-class entertainment operating system, and the power of unique, proprietary data assets.

The right leader will have a strong bias to action around solving problems and seizing opportunities, prior experience leading and collaborating in high-growth organizations, excellent communication skills, a track record of building winning strategies and delivering results, and the ability to think creatively, expansively, and strategically while maintaining discipline and rigor around the day-to-day activity and planning necessary to deliver revenue goals. Key to success is high accountability is driving performance, engaging, and coaching sellers, and creating collaborative relationships internally and externally.

Job Description

Key Responsibilities

• Achieves revenue goals through management of the Xumo sales team and GTM for both direct/managed service (IO, high-impact sponsorships, upfront and scatter) and programmatic activations (PG, PMP), developing and executing sales strategy in support of achieving near and long-term ad monetization goals.
• Builds, manages, inspires, and leads a highly motivated, high performance sales organization continually developing and upskilling talent and contributes to a broader Xumo ad monetization culture of collaboration, transparency, accountability, proactive communication.
• Sets aggressive and achievable sales plans and targets to support revenue growth and long-term business health
• Drives creativity and innovation throughout the sales process, cultivating those aspects of the culture as well
• Cultivates and grows client relationships at the highest levels of influence (hold co management, key agency buyers direct relationships with client marketers) with customers and prospects, directly negotiating upfronts and key partnership conversations as needed.
• Maintains highly visibility in the marketplace, effectively evangelizing Xumo’s unique value proposition; representing Xumo at key industry events, and through thought leadership.
• Guides positioning and commercialization of new ad packages and products, and provides market feedback and sales perspective to develop new, differentiated solutions that meet customer need.  Partners with product teams on development of new features that drive ad revenue and with ad product marketing on packaging & commercialization.
• Prepares regular sales forecasts, closely monitors performance and marketplace feedback to drive team accountability for revenue achievement, coach team members, and iterate strategy and offering as needed.
• Identifies and communicate trends, risks, opportunities for new and incremental revenue, and responds rapidly with appropriate tactics and actions. Stays ahead of marketplace and abreast of competitors to identify and assess opportunities.
• Builds connectivity with secondary selling teams (Comcast, Charter Spectrum, Ampersand), to ensure a coordinated go to market and customer experience
• Collaborates closely with marketing and sales development resources to help ensure the Xumo brand and offering are effectively positioned in the market. .

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