SVP, Global Tracking Sales Leader

About Us

Material is a global strategy, insights, design, and technology partner to companies striving for true customer centricity and ongoing relevance in a digital first, customer-led world. By leveraging proprietary, science-based tools that enable human understanding, we inform and create customer-centric business models and experiences + deploy measurement systems – to build transformational relationships between businesses and the people they serve.

About the SVP, Global Tracking Revenue Leader role

You will be responsible for growing Material’s revenue stream across our Tracking, Research, and Insights offerings. This role will be responsible for engaging with senior-level strategies to meet clients’ objectives. The role supports Material’s financial goals by maintaining and growing existing client relationships and contributing to efforts that establish relationships with new clients. We are looking for someone who is a has a track record of successful leadership, ambitious, a self-starter, and has exceptional client relationship skills. The ideal candidate will be very well-versed in selling a wide variety of insights and research services.

As the SVP Global Tracking Revenue Leader, you will be responsible for Business Growth and the Evolution of the Offering to include:

• Own a number for the growth of Tracking at M+ (10-15% CAGR 2025-2027 with minimum of 5% in 2025).
• Own Tracking growth in terms of GTM, thought leadership, executive sales leader, pitch leadership, etc.
• Co-own the growth and retention of existing Tracking clients, i.e., ensure renewals and continue expansion.
• Co-own efforts to drive Tracking high-up client organizations and to continually up-level the business value.
• Co-own the expansion to other insights and non-insights services on the back of tracking pitches/programs.
• Co-own the continued evolution/transformation of the offering (e.g., strategy, roadmap, capabilities, GTM). 
• The ideal candidate is familiar with experience transformation agendas and role of tracking/measurement.
• Collaborate with other leaders at Material to establish capability and methods to enable improvement of the customer experience based on tracking outcomes.
• Identify and/or hire talent needed to drive tracking growth.
• Responsible for profitable growth of account(s), including existing/expanding current clients and prospecting new clients.
• Successfully builds pipeline and converts that pipeline to closed sales. 
• Build strong business relationships with clients - beyond transactional. 
• Successfully prospects new relationships, alone or w/ support from others. 
• Can identify opportunities needing strategy, insights, tracking, or analytics. 
• Effectively leads to the pursuit of opportunities alone or w/ support of others. 
• Upon winning, touching the work at key points with high-project impact. 
• You will also be accountable to an activity management model within and beyond existing accounts.
• Over time, understand and be able to represent the full suite of Material services.
• Responsible for designing work, scoping, and developing proposals.
• Persuasively and effectively communicate with senior-level clients across multiple industries on behalf of Material.
• Identify and influence key decision-makers at all levels within the target client organization(s) with the goal of pursuing and closing growth opportunities.
• Possess experience delivering client engagements earlier in your career and providing support towards the development of delivery management practices that improve client satisfaction.
• Inspire and motivate cross-functional teams to deliver excellent, industry-leading proposals on digital experience transformation. 
• Advocate for and model an agile mindset and design thinking practices to solve client business problems. 
• Be responsible for forecasting and billing oversight on services sold.

About you 

• 12 - 15+ years of relationship and business development experience in the Tracking/Insights/Research space
• Strong executive presence and presentation skills 
• Experience with creating and delivering client-facing presentations and artifacts in a sales pursuit process.
• Experience working in a matrixed organization that involves collaborating with other Service Line/Industry leaders, practitioners, and other business development professionals.
• Should have demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace.
• Proven ability to develop and secure relationships at all levels within a client organization.
• Strong global, cross-business teaming skill