Sales Director

About Chartbeat, Tubular, Lineup, and FatTail

Chartbeat, Tubular, Lineup, and FatTail are united in our mission to connect publishers with the insights, tools, and technology they need to thrive in a rapidly evolving media landscape. Chartbeat’s intuitive and powerful software empowers media brands to use real-time and historical data to build loyal audiences across desktop, mobile, and social platforms. Tubular, the leader in global social video intelligence, delivers a unified view of audience behavior across YouTube, Instagram, Facebook, Twitch, and Twitter. With the addition of Lineup, a leading provider of media sales technology, and FatTail, a pioneer in monetization and revenue optimization solutions, our combined platform now supports the full publishing value chain—from audience growth and content intelligence to ad sales and revenue operations. By bringing together robust, network-level datasets and powerful monetization tools, we help our partners better understand their audiences, make smarter decisions, and unlock new revenue opportunities. Today, we serve more than 1,000 brands around the world, including influential media organizations such as The New York Times, the BBC, ESPN, Vox, BuzzFeed, Paramount, Warner Bros., Mediahuis, Hearst, McClatchy, and GQ.

Role Overview

Chartbeat's New Business team is in search of a Sales Director who is positive, enthusiastic and ready to help rapidly grow our worldwide client list to sell our Tubular social video analytics offering in North America. The Sales Director provides proactive outreach to Chartbeat’s prospects and communicates the value of Tubular Labs’ social video analytics offering via video conference calls, demos, emails, and other 1:1 engagement efforts. This role requires a combination of consultative selling and sales management skills to build a spirit of close partnership with sophisticated media organizations. The Sales Director reports to the Head of Sales, Americas and strives to win new business for Chartbeat, managing all aspects—from prospect outreach to on-trial management to contract negotiation and finally through to contract close—with brands in North America. Ultimately, the Sales Director seeks to understand brand organizations’ varied business challenges, corresponding metrics of success and makes every effort to demonstrate how powerful and valuable Tubular Labs will be to their overall digital strategy.

Key Duties Responsibilities

• Prospect and win new business from brands of all sizes in North America.
• Understands how to engage prospects with compelling outreach using the strong value proposition of the Tubular services to secure meetings and fill the top of the funnel pipeline activity.
• Follow up on high-priority inbound leads.
• Proactively reach out to prospective new customers on various outbound channels via targeted email, calls, Linkedin Sales Navigator.
• Understands and anticipates customer/prospect business goals and KPIs to best align and customize our approach and commercial offering to their needs using a combination of the Tubular services.
• Understand prospective customers’ business goals and KPIs and adapt presentations to align to the prospects’ stated needs.
• Plan and execute qualification calls, conduct virtual demos, manage “on trial” prospects, negotiate and finalize work orders and provide a seamless transition of signed clients to Chartbeat's Customer Success team.
• Provide Chartbeat leadership with clear visibility into activity, pipeline quarterly sales goals.
• Exceed quarterly and annual sales targets.

Minimum Qualifications

• Bachelor’s degree and/or equivalent experience.
• 5-7 years of B2B SaaS or experience selling media-oriented software.
• Demonstrated consultative selling, objection-handling and prospect-oriented demo skills, preferably in support of SAAS, cloud, media, marketing or web-analytics platforms.
• Enthusiasm for the opportunity to interact with and help the leaders of digital newsrooms is highly desired (and crucial to your success).
• Strong understanding of the social video space and how media companies are utilizing social and in particular, social video to drive business outcomes across Youtube, TikTok, Facebook, Instagram and Twitch.
• Proven results consistently exceeding aggressive sales quotas.
• Ability to work independently and to effectively handle numerous and often simultaneous priorities and prospects at all stages of the sales funnel.
• Must have the ability to craft clear and concise memos, presentations and emails - our clients believe in the power of the written world and so does Chartbeat.
• Excellent persuasive speaking, presentation, price and contract negotiation skills are a must.
• Demonstrated proficiency with CRM (Salesforce) is essential.
• US or Canada based

Compensation and Benefits:

We are proud to offer our team members a competitive compensation plan that includes:

• Comprehensive Health, Dental, and Vision Insurance
• 401K with company match (100% of the first 3% and 50% of the next 2%)
• Fully Paid Parental Leave - 18 weeks for birthing parents, 12 weeks for non-birthing parents
• Phone and internet stipend
• Wellness, learning, and coworking reimbursements
• Flexible work hours
• Unlimited PTO
• 11 paid holidays and December holiday closure
• Company-wide outings
• The base compensation range for this position is $125,000.00 - $150,000.00