VP, Head of Sales - Xumo

Effectv helps businesses reach the right audience with the right message at the right time. We harness the scale and quality of Comcast data to target advertisers’ audiences across linear TV, streaming, and video on demand and enabling clients to evaluate performance. A division of Comcast, we have a presence in 60+ markets and an estimated reach of 96 million U.S. adults that include both Comcast and non-Comcast households. Job Summary The VP, Head of Sales Xumo will drive the growth of Xumo ad revenue through leadership of a dedicated Xumo sales team and close collaboration with partner functions, and secondary sales teams that monetize rapidly growing audiences across Xumo’s global entertainment ecosystem. This is a highly entrepreneurial role focused on building a high performing team, and being accountable for delivering sales results, sales strategy execution, and support to direct and secondary/partner sales teams as well as providing market perspective to inform the development of a differentiated Xumo ad offering and value proposition. This role reports directly to the VP, GM of Xumo Advertising Team which is a managed service operated by Comcast Advertising. This role works closely with leaders at the Xumo Joint Venture, and co-owners Comcast and Charter Spectrum Reach. The VP, Head of Sales will help develop and drive a go-to-market focused on growing client, agency and partner relationships and establishing Xumo as a key advertising partner for multiple demand channels and transaction models. This VP, Head of Sales will be an integral part of a dynamic, collaborative, growth-oriented ad monetization effort to develop, evangelize, and bring to market Xumo ad solutions, that combine the best of CTV, a world-class entertainment operating system, and the power of unique, proprietary data assets. The right leader will have a strong bias to action around solving problems and seizing opportunities, prior experience leading and collaborating in high-growth organizations, excellent communication skills, a track record of building winning strategies and delivering results, and the ability to think creatively, expansively, and strategically while maintaining discipline and rigor around the day-to-day activity and planning necessary to deliver revenue goals. Key to success is high accountability is driving performance, engaging, and coaching sellers, and creating collaborative relationships internally and externally. Job Description Key Responsibilities Achieves revenue goals through management of the Xumo sales team and GTM for both direct/managed service (IO, high-impact sponsorships, upfront and scatter) and programmatic activations (PG, PMP), developing and executing sales strategy in support of achieving near and long-term ad monetization goals. Builds, manages, inspires, and leads a highly motivated, high performance sales organization continually developing and upskilling talent and contributes to a broader Xumo ad monetization culture of collaboration, transparency, accountability, proactive communication. Sets aggressive and achievable sales plans and targets to support revenue growth and long-term business health Drives creativity and innovation throughout the sales process, cultivating those aspects of the culture as well Cultivates and grows client relationships at the highest levels of influence (hold co management, key agency buyers direct relationships with client marketers) with customers and prospects, directly negotiating upfronts and key partnership conversations as needed. Maintains highly visibility in the marketplace, effectively evangelizing Xumo’s unique value proposition; representing Xumo at key industry events, and through thought leadership. Guides positioning and commercialization of new ad packages and products, and provides market feedback and sales perspective to develop new, differentiated solutions that meet customer need. Partners with product teams on development of new features that drive ad revenue and with ad product marketing on packaging & commercialization. Prepares regular sales forecasts, closely monitors performance and marketplace feedback to drive team accountability for revenue achievement, coach team members, and iterate strategy and offering as needed. Identifies and communicate trends, risks, opportunities for new and incremental revenue, and responds rapidly with appropriate tactics and actions. Stays ahead of marketplace and abreast of competitors to identify and assess opportunities. Builds connectivity with secondary selling teams (Comcast, Charter Spectrum, Ampersand), to ensure a coordinated go to market and customer experience Collaborates closely with marketing and sales development resources to help ensure the Xumo brand and offering are effectively positioned in the market. . Experience Needed Bachelor’s Degree or equivalent 10+ years delivering results in selling and/or buying media and advertising across digital/linear/CTV/programmatic. 10+ years prior management experience and experience leading teams A hands-on leader, with the ability to be a player-coach and operate in a lean, start-up like environment. Demonstrated success crafting winning strategies and translating them into measurable success Leadership capability, energy, and personal charisma to build, manage, and inspire a growth-oriented team. with an overarching sense of purpose and collective ambition. Strong analytical and quantitative skills with the ability to use data and metrics to back up assumptions, evaluate outcomes, and develop ideas Demonstrated ability to drive results, collaborate, and influence executives and partner teams across functions A well-respected executive with firmly established relationships within the national video investment and programmatic buying community Deep knowledge and exposure to a variety of video advertising business models and an understanding of the CTV and FAST ad sales marketplace and competitive set Strong communication and storytelling skills; able to shape compelling and trustworthy sales narratives. Excellent written and verbal communication skills including the ability to prepare and present effectively to senior executives. Well-organized, able to prioritize for self and team. Attention to detail and follow-through. Able to travel as needed. Preferred Experience 12+ year’s experience leading and growing ad sales teams for world class video publishers; experience operating within the upfront and scatter market. The candidate will have led successful go-to-market drives, (ideally built) and managed a sales team within a dynamic, high-performing media business. Strong track record of leadership; known for consistently delivering results, innovating, and creating a culture of accountability. Experience evaluating specific business categories and marketplace trends to identify opportunities, develop differentiated sales value propositions, and enhance marketplace positioning. Proven experience presenting effectively at key industry events including key notes and panels. Global mindset with experience operating in markets outside of the U.S. Thought leader with a passion for growing businesses and experience bringing new, innovative new products to market. Ambitious leader with the aptitude to generate a long-term perspective on building the scope and value of the company’s business. Employees at all levels are expected to: Understand our Operating Principles; make them the guidelines for how you do your job. Own the customer experience - think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services. Know your stuff - be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences. Win as a team - make big things happen by working together and being open to new ideas. Be an active part of the Net Promoter System - a way of working that brings more employee and customer feedback into the company - by joining huddles, making call backs and helping us elevate opportunities to do better for our customers. Drive results and growth. Respect and promote inclusion & diversity. Do what's right for each other, our customers, investors and our communities. Disclaimer: This information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications. Comcast is proud to be an equal opportunity workplace. We will consider all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status, genetic information, or any other basis protected by applicable law. Education Bachelor's Degree While possessing the stated degree is preferred, Comcast also may consider applicants who hold some combination of coursework and experience, or who have extensive related professional experience. Relevant Work Experience 15 Years + Salary: Primary Location Pay Range: $256,047.36 - $384,071.04 Comcast intends to offer the selected candidate base pay within this range, dependent on job-related, non-discriminatory factors such as experience. The application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later. Targeted Commission: $157,500 Our sales compensation programs offer the potential for significant upside above targeted earnings for those who overachieve their sales targets. Base pay is one part of the Total Rewards that Comcast provides to compensate and recognize employees for their work. Most sales positions are eligible for a Commission under the terms of an applicable plan, while most non-sales positions are eligible for a Bonus. Additionally, Comcast provides best-in-class Benefits. We believe that benefits should connect you to the support you need when it matters most, and should help you care for those who matter most. That’s why we provide an array of options, expert guidance and always-on tools, that are personalized to meet the needs of your reality – to help support you physically, financially and emotionally through the big milestones and in your everyday life. Please visit the compensation and benefits summary on our careers site for more details.