VP, Sales North America

The Business

illuma is an independent contextual ad-tech company which runs proprietary machine-learning tools to provide clients with intelligent and privacy-friendly way to scale their most valuable audiences online. We rethink what relevance is.

We are at an exciting stage in our journey, having just received Series A funding, and we are now investing in our team as we set our sights on global expansion.

At illuma we are curious, innovative, and progressive, committed to seeking new, intelligent solutions to business problems. You will be working with and learning from some of the brightest minds in AI, tech and data science, and you won’t be just a cog in a wheel, you will have an active voice with the opportunity to make real impact and grow your career with us as we scale.

Our technology has been developed by leading academics in data science and artificial intelligence, combined with input from senior advertising and publishing professionals. Our core clients are premium publishers, specialist media buyers and major programmatic advertisers including Microsoft, American Express, TUI, Aviva and Pernod Ricard. Our work has been recognized in The Guardian’s Publishing Trends Report 2019 and by the Digiday Media Awards Europe 2020, where we were finalists for ‘Best Social Good Campaign’.

At illuma we differentiate in a cluttered technology sector by challenging most of the norms of mainstream data-driven advertising by using AI to work reactively in real-time, rethinking relevance and expanding success. We are on a mission to grow and due to expansion, we are now excited to build our New York based Sales team. 

The Role

As VP Sales you will be responsible for expanding the business and increasing profitability, leveraging your current contacts and the company’s existing business relationships and credibility. You will be comfortable with driving both strategy and execution in a highly entrepreneurial environment, operating with agility and speed.
As this is a hands-on position you will dive deep into the details of all illuma’s varied products and services and add value at all levels of planning from strategy to implementation. You will be responsible for forward-looking strategies alongside ensuring current campaigns and business are executed flawlessly.

You will be responsible for driving sales growth among the largest media agencies and brands in the US market. You will be passionate and curious; demonstrating your desire to scale and develop our US business. We will give you the tools and knowledge to build your network fast.

You will be excited about AI and emerging technologies, and enjoy working in an agile, growing entrepreneurial business.

Key Responsibilities and Accountabilities

• Prepare market analysis to develop a strategy to identify, segment and target potential new accounts. 
• Develop, manage and grow a wide portfolio of new accounts in multiple US markets.
• Size new opportunities and establish discipline and clear prioritization for who they target and where they spend their time. 
• Develop and refine go-to-market value propositions by client segment and market. 
• Articulate the unique value, features, and benefits of illuma in comparison to other competitor options.
• Map the customer journey, define sales stages, and implement sales process best practices. 
• Compellingly and convincingly present and pitch to agencies and brands, in both individual and group meetings.
• Build a well-organized and updated pipeline. Supporting with accurate but ambitious revenue forecasting and target setting. 
• Achieve, and exceed, quarterly and annual revenue targets.
• Provide regular updates to the leadership team on revenue forecasting, account progress and challenges that require attention and assistance.
• Understand client expectations intimately, and anticipate their responses and needs.
• Actively collaborate with Technology teams and participate in product roadmap discussions based on evidence of client demand. Helping to refine our technology to increase our total addressable market opportunity. 
• Work with other senior leaders to refine our pricing strategy. 
• Act quickly when addressing obstacles and requests that need attention and prioritize accordingly.
• Collaborate with global commercial colleagues on account progress and strategy.
• Participate in product roadmap discussions based on evidence of client demand. 
• Write proposals and respond to RFPs in a timely fashion.
• Represent the company at industry-leading events.
• Be a positive contributor to the growing illuma company culture.
• Travel when needed.

Requirements

• Suggested minimum of 7 years’ experience selling in digital media. Programmatic sales experience is preferred. 
• A proven track record of achieving revenue goals.
• A relevant network of agency and enterprise contacts.
• Proficient in the language of programmatic advertising and knowledge of the systems and technology in this sector. 
• Extensive knowledge of Business Development.
• Creative and able to drive innovation.
• Consultative approach and demonstrable passion in helping brands successfully navigate their business problems.
• A curious mindset in being able to work with clients and agencies at all levels.
• Excellent interpersonal and communication skills, both written and verbal.
• Highly competent multi-tasker who has the ability to move quickly and definitively when making decisions.
• An expert in the interpretation of marketing and digital data to improve performance and provide strategic insight and recommendations.
• Excellent working knowledge of Salesforce plus MS Office including PowerPoint, Word, Excel and Outlook and adeptness at learning new computer packages.

Benefits

Our total rewards packages include 20 vacation days plus US public holidays and medical insurance allowance. Compensation for this role is expected to be between $150,000 and $280,000. Actual base pay may be higher or lower depending on geographic locations, skills, experience, and other factors permitted by law.