Principal Client Partner

• We’re looking for a Principal Client Partner to lead the sale of Samba’s advertising, measurement and research solutions to brand advertisers — helping them deliver their messages across all screens, while measuring what matters most: business outcomes
• The advertiser is your customer
• You’ll own the entire relationship, from the CMO and senior marketing leadership through to the brand, media, insight and procurement teams who run the business day to day — and you’ll work alongside the agencies who buy on their behalf without ever losing ownership of the client relationship
• Own and exceed a revenue target across a portfolio of strategic brand advertisers, with full accountability for pipeline, forecasting and close
• Sell Samba’s suite of measurement, audience targeting and attribution solutions to leading brand advertisers, growing adoption across their brands, categories and markets
• Sell Samba’s suite of research tools across planning and measurement, becoming the partner clients reach for when they set a strategy and when they prove its outcome
• Own the entire relationship with the advertiser — from the CMO and senior marketing leadership to the brand, media, insight, analytics and procurement teams — demonstrating a thorough understanding of each account’s organization, needs and revenue potential
• Navigate multi-stakeholder sales cycles across marketing, media, insight and procurement, and lead complex commercial negotiations through to signature
• Partner effectively with your clients’ agencies of record — briefing them, enabling them, keeping activation moving — while retaining the client relationship and the commercial conversation
• Lead business reviews and annual planning sessions with your clients, translating performance into the next commitment
• Prospect, qualify, close and scale revenue-generating relationships with advertisers within your territory or vertical
• Serve as a subject-matter expert and thought leader within your assigned verticals
• Collaborate with Programmatic Consulting, account management and Measurement Science to deliver proposals that exceed advertiser marketing objectives and expectations
• Meet or exceed quarterly sales quotas against the territory and account list, maintaining strong pipeline and Salesforce discipline with accurate forecasting
• Channel client feedback into Product and Measurement Science roadmap discussions
• Help develop local marketing initiatives and participate in industry events, becoming a regional knowledge leader in your market or vertical
• Own the relationship from the CMO and senior marketing leadership through to the brand, media, insight and procurement teams
• Mentor, and over time potentially manage, an Account Executive as the team scales — leading as a player-coach without stepping away from your own number

Benefits

• Health Coverage: We have several choices of medical, dental, and vision plans with a range of coverage levels and costs, including a 100% employer-covered plan.
• Wellness & Lifestyle Perks: Our wellness programs are designed to help you maintain or move toward a healthy lifestyle through mindful meditations, gym access, and other assistance when you need it!
• Company Equity Plan: We believe in shared success. We want our employees to not just work for us, but to truly be part of our growth story.
• Volunteer Days: We’re committed to making a positive impact, both in and outside the workplace!
• Flexible Time Off: We encourage a healthy work-life balance which empowers our teams to recharge when needed and thrive both personally and professionally.
• Team & Company Events: We love to hang out together! We provide many opportunities to get to know each other whether virtually or in person.

Preferred experience

• Proficiency in Salesforce and a disciplined approach to pipeline and forecast management
• Desire to learn how to use AI-powered tools for sales productivity — CRM intelligence, proposal generation, audience insights and campaign optimization workflows
• Familiarity with how AI and ML are reshaping audience measurement, targeting and attribution in the TV and streaming advertising landscape is a strong plus
• Highly motivated and professionally mature, with outstanding communication skills and demonstrated knowledge of the online advertising landscape
• Strong, current relationships with senior marketing and media decision-makers at brand advertisers
• Comfortable working with and through your clients’ agencies without ceding ownership of the client relationship
• Demonstrated ability to leverage AI to streamline workflows, including interpreting model-generated recommendations, stress-testing assumptions, and translating insights into client-facing strategy
• Proven sales success with a minimum of 7+ years total experience in advertising, digital media, adtech or data/analytics sales, selling directly to brands (TV experience is a plus)
• Demonstrated ability to perform against quota and excel in a highly competitive market
• Strong references with partners, customers and colleagues
• Willingness to travel to outside markets, and to entertain clients during evenings and occasionally weekends
• Deep knowledge of client-side planning processes — how advertisers set strategy, build budgets, run annual reviews and make data and measurement decisions — and of the privacy regulations that shape them
• Existing, current relationships with senior marketing decision makers favored
• Strong understanding of the digital advertising ecosystem — display, video, mobile, CTV and programmatic — and fluency in cross-screen measurement, targeting and attribution
• Bachelor’s Degree (or equivalent experience)
• Currently requiring 4 days a week on-site in office
• Proven track record navigating complex, multi-stakeholder negotiations through to close
• Demonstrated strategic, consultative and analytical sales approach with a focus on building partnerships with clients