Head of Sales (Media & Advertising)

A fast growing, technology driven marketing software company is looking for a sales leader to build and run its new business effort focused on independent advertising and media agencies. These are agencies that operate outside the large global holding company networks. You will own the strategy, the team, and the results for this segment in your region, and you will have real influence on how the company shows up in a part of the market that values relationships, agility, and trust. About the Role This is a player and coach leadership position. You will lead a team of quota carrying sellers, shape the go to market approach for independent agencies, and stay close to the most important deals and relationships yourself. You will partner with senior sales leadership, marketing, sales development, and customer teams to turn a strong market opportunity into predictable, growing revenue. What You Will Do Lead and Develop the Team Coach, mentor, and motivate a team of sales professionals, setting clear goals and helping each person grow in their craft Hire, onboard, and train new team members who bring independent agency experience and a consultative selling style Run regular pipeline reviews, forecast calls, and performance conversations, and take part in the company's talent development and review programs Drive Revenue and Strategy Partner with senior leadership to build and refine a business plan that meets and exceeds revenue targets for your region Own pipeline health and forecast accuracy, delivering against monthly, quarterly, and annual goals Identify new segments, buying centers, and account strategies within the independent agency landscape Support your team on complex, high value opportunities through executive engagement, negotiation, and deal strategy Build Relationships and Market Presence Develop senior level relationships with agency founders, presidents, and heads of media, activation, and programmatic Represent the company at industry associations, agency conferences, and partner events Work with marketing and sales development on targeted campaigns and outreach designed for the independent agency community Collaborate Across the Business Share market feedback with product, marketing, and customer success teams to help shape the offering Align with operational partners to keep the sales process, tooling, and reporting efficient and consistent What You Bring 5 to 10 years of digital sales experience, including time in sales management or team leadership A track record of selling software, platforms, or technology enabled services into advertising or media agencies Strong knowledge of the independent agency landscape, including agency of record relationships, trading desk and programmatic teams, and how independent agencies differ from holding company structures An established network within the independent agency community (strongly preferred) Proven success in building, coaching, and retaining high performing sales teams Comfort selling both software and services, with the ability to quickly learn and explain a technical solution Experience using a CRM such as Salesforce and a prospecting tool such as LinkedIn Sales Navigator Excellent written, verbal, and presentation skills, with the credibility to engage senior executives A collaborative approach, along with curiosity, drive, and a positive attitude Bachelor's degree preferred, though equivalent professional experience will be considered What Success Looks Like Consistent attainment of team and individual revenue targets A healthy, well qualified pipeline and accurate forecasting A engaged, high performing team with strong retention and clear development paths Growing brand recognition and trusted relationships across the independent agency community The company is an equal opportunity employer. All qualified applicants are welcome and will be considered without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, ethnicity, age, disability, marital status, veteran status, political affiliation, medical condition, or any other characteristic protected by applicable law. The company is committed to building a diverse and inclusive workplace where every person feels respected and valued. Preferred Skills Advertising Media Skills Parable Associates Mumbai, Maharashtra, India 4 months ago Job Type: Full-time, Remote/Hybrid (2/3 split) Language Requirement: Proficient in English with strong communication and documentation skills Experience Level: Intermediate to Advanced 5+ years of experience Technical Requirements: Expertise in SQL, data engineering, data warehousing, data integration, and data modeling best practices Experience with error handling and error logging Proficiency with ETL tools such as Azure Data Factory and SSIS Experience with API data integration Knowledge of Power Automate and Power Apps preferred Experience with Power BI or other business intelligence tools is a plus Responsibilities: Design, develop, and maintain robust ETL processes Ensure data accuracy and integrity across databases and reporting systems Collaborate with stakeholders to understand data requirements and deliver solutions Implement data models and optimize data retrieval processes Create dashboards and reports for business intelligence insights Address client issues with innovative problem-solving and best-practice solutions Manage time effectively to meet project deadlines in a remote work environment Capture requirements, design technical solutions, develop and test reports, and maintain the health of BI environments Skills: Excellent time management and organizational abilities Independent self-starter with a proactive approach to tasks Strong problem-solving skills with a creative mindset Capable of working autonomously and as part of a small team Education: Bachelor's Degree in Computer Science, Mathematics, Healthcare Management, Engineering, or 5+ years of relevant experience in lieu of a degree The company is a fast-growing, well-funded AI infrastructure business serving some of the world's largest media, advertising, and marketing organizations. Its platform runs agentic AI systems directly inside partners' own cloud environments, automating complex campaign, audience, and measurement workflows at enterprise scale. This is a brand-new role, created to keep pace with the company's growth. The company already has a strong track record of renewing and expanding its enterprise accounts, and this position is being built to take that even further giving a dedicated owner the mandate to drive adoption, retention, and growth across a focused set of enterprise relationships. What You'll Own Take responsibility for a small portfolio of named enterprise accounts once they move past the proof-of-concept stage, turning an initial use case into a growing, reference-ready partnership. Track account health across the full partner organization more teams live on the platform, more workflows in production, more of the business engaged and know exactly where each account stands at any time. Get ahead of the client's next need: identify the next workflow or use case worth building before the client asks for it, and shape it into scoped, deliverable work. Partner closely with the commercial/account-executive side of the business to turn realized value into renewals, references, and expansion new use cases, new business units, new contracted features. Build real champions inside each client organization the people who will vouch for the platform internally when it matters. Stay hands‑on: configure workflows and onboard new teams yourself, working alongside an implementation/engineering team, so you remain credible and useful in the details. Run the operating rhythm for your accounts quarterly business reviews, executive check‑ins, and regular status updates that keep progress visible and wins recognized. Watch for renewal risk early spot churn or adoption warning signs well before a renewal conversation and work with your commercial partner to address them. Own a clear account plan for each relationship goals, challenges, success metrics, and timeline built together with the client and kept current. Feed what you learn back to the product and engineering teams expansion patterns, gaps, and anything blocking adoption so the roadmap reflects what real accounts actually need. What You Bring (Required) 4+ years in a customer‑facing role at an enterprise software, technology, or agency organization, solutions consulting, engagement management, technical account management, customer success engineering, or a senior client‑facing role on the agency side. (If your client‑services background is agency‑side, you should have been promoted at least once beyond an entry‑level client‑services position.) A genuine track record of growing the accounts you've owned, with real numbers behind it think meaningfully above typical single‑digit growth, ideally in a role where your compensation was tied to that performance. We'll ask about the story behind your numbers too, not just the headline percentage. Comfort and credibility in front of senior client stakeholders you've run quarterly or executive business reviews before and you hold your own in the room. A consulting mindset: you're comfortable taking an ambiguous, half‑formed client need and turning it into a scoped, valuable outcome, whether that's in a workshop, a working session, or a boardroom. You are a genuine, everyday user of modern AI tools comfortable configuring, demonstrating, and troubleshooting LLM‑based and agentic systems with users at every skill level. This is a hard requirement: if you've only used AI as a chatbot or search engine and haven't gone deeper, this likely isn't the right fit yet though you don't need to be a career AI specialist. At least one concrete example of creative problem‑solving you can point to not just identifying a problem and proposing an answer, but actually seeing a solution through to reality (you don't need to have written the code yourself, but you need to have driven it). Working comfort with SQL and with campaign, audience, or measurement data enough to handle first‑line configuration and troubleshooting before looping in engineering. Nice to Have Direct experience inside the media or advertising industry how agencies are structured, how planning, audience, and measurement work actually flows, and how to speak the language of a strategist or analyst. If you don't have this yet but you've shown you can learn a new industry fast, that counts for a lot too. A track record you can point to of account growth or expansion revenue specifically. An existing network across media agency holding companies or independent agencies. Hands‑on experience building with large language models prototypes, evaluations, or agent workflows you can show, not just describe. Previous experience at an early‑stage startup. Location & Travel Fully remote, with a preference for candidates in the greater New York / East Coast area given where our client's partners are concentrated. Expect roughly 25% travel for onsite work with your accounts. Why This Role You'd be joining a small, high-trust team at a company operating at the leading edge of applied AI in a real high-stakes industry, not a demo environment, but production systems used by some of the largest players in media and advertising. It's early enough that your impact on both the client relationship and the product roadmap will be direct and visible, with the equity upside that comes with that stage. Shift: 5:00 PM IST start (overlaps US Eastern business hours) About Parable Associates: Parable Associates creates reporting-based solutions that help healthcare organizations achieve their full operational and financial potential. We specialize in Healthcare Revenue Cycle and operational analytics, including scheduling, registration, claims processing, collections, and accounts receivable management. We're not just another business intelligence company; we're storytellers, turning complex data into clear, actionable insight that helps clients reduce financial risk and improve key metrics such as AR Days, Denials, Bad Debt, and Productivity. Role Overview: Parable Associates is seeking a Senior BI Developer to design and deliver the Power BI reporting solutions our healthcare clients rely on every day. You will own reporting work from requirements through release: shaping data models, writing complex SQL, building intuitive dashboards, and making sure every number is accurate and trusted. This role is built for real-time collaboration. With a 5:00 PM IST start, your day overlaps with the US workday, so you'll partner directly with our US-based Engagement Managers and client stakeholders, joining working sessions, clarifying requirements on the spot, and turning feedback into results quickly. If you enjoy client-facing BI work and take pride in polished, high-performing reports, we'd love to hear from you. Work Schedule: This role works an evening shift in India, with a 5:00 PM IST start and a standard full-time workday The schedule overlaps with US Eastern Time business hours, allowing real-time collaboration with US-based teammates and clients Candidates must be able to commit to this schedule on a consistent, long-term basis Language Requirement: Excellent spoken and written English, with the confidence to lead requirements discussions and present work directly to US clients and stakeholders Requirements: 5+ years of hands‑on business intelligence development experience Advanced Power BI expertise (required), including data modeling, DAX, Power Query (M), and report and dashboard design Advanced SQL skills (required), including complex queries, CTEs, window functions, views, stored procedures, and query performance tuning Strong understanding of dimensional modeling, star schema design, and data warehousing concepts Experience with Power BI Service, including workspaces, deployment pipelines, gateways, scheduled and incremental refresh, and row‑level security Experience optimizing report and model performance using tools such as DAX Studio, Tabular Editor, or Performance Analyzer Familiarity with Microsoft Fabric, Azure Data Factory, or SSIS preferred Knowledge of Power Automate and Power Apps is a plus Microsoft Power BI or Fabric certification is a plus Responsibilities: Design, develop, and maintain Power BI dashboards and reports that turn healthcare revenue cycle and operational data into clear, actionable insight Build and optimize Power BI semantic models, including relationships, DAX measures, and reusable calculations, following modeling best practices Write and tune SQL queries, views, and stored procedures to prepare, transform, and validate data for reporting Partner with Analytics Engagement Managers and client stakeholders during US business hours to capture requirements and translate business questions into reporting solutions Collaborate with Data Engineers working in Microsoft Fabric and Azure to shape reporting‑ready datasets and lakehouse and warehouse models Validate data accuracy by reconciling report outputs against source systems, and investigate metric changes and data anomalies Manage Power BI Service environments, including workspaces, refresh schedules, security, and access Improve report performance and usability through DAX optimization, efficient model design, and thoughtful visual layout Document metric definitions, business logic, and reporting standards Mentor junior BI developers and contribute to Parable's reporting best practices, templates, and standards What Success Looks Like: Accurate, trusted dashboards that clients rely on to manage AR Days, Denials, Bad Debt, and Productivity Fast, well‑designed Power BI models that scale across clients Quick turnaround on client requests through real‑time collaboration with US teams Clear documentation that makes reporting logic easy to understand and maintain Preferred Experience: Healthcare experience, ideally within revenue cycle (scheduling, registration, claims processing, collections, or accounts receivable) Experience in analytics consulting, managed services, or supporting multiple clients at once Prior experience working directly with US‑based teams or clients Skills: Strong communication skills with the ability to explain data concepts clearly to technical and non‑technical audiences Excellent time management and organizational abilities, including balancing priorities across multiple clients Independent self‑starter with a proactive approach and strong attention to detail Strong problem‑solving skills with a creative mindset Capable of working autonomously and as part of a small, distributed team Education: Bachelor's Degree in Computer Science, Information Systems, Mathematics, Healthcare Management, Engineering, or 5+ years of relevant experience in lieu of a degree #J-18808-Ljbffr Scalis LLC