Head of Sales

2060 Digital•Saint Paul, MN

About The Position

This role is responsible for managing Gamut's national sales team, driving revenue strategy, and fostering partnerships with market sales teams. The Head of Sales will oversee account executives, manage the national revenue forecast, and build relationships with strategic agency and brand partners. Additionally, this role involves developing sales plans, maintaining CRM discipline, and representing Gamut at industry events. A key aspect of the role is to serve as the primary sales contact for market Directors of Sales, providing guidance and training to local sellers on podcast products and sales strategies. The position requires a strong understanding of the podcast advertising market, including ad tech, measurement, and competitive landscape, to inform sales recommendations. Collaboration with content and marketing teams for new show launches and inventory planning is also essential. The role may involve travel and other duties as assigned.

Requirements

8+ years in media or digital advertising sales, with at least 3 years managing a sales team.
Direct podcast sales experience required, ideally with a network or publisher selling a portfolio of shows.
A track record of hitting team revenue goals, not just individual quota.
Established relationships with national agencies that buy podcast and audio, including the specialist podcast shops.
Working knowledge of podcast ad tech and measurement, including Megaphone, Art19, AdsWizz, IAB download and impression standards, and attribution tools.
Comfort selling video podcasts and YouTube integrations alongside audio.
Experience working with local or regional sales teams, whether in radio, TV, or local digital. You understand how a local seller thinks and what makes podcasting easy for them to sell.
Able to read a revenue report, spot what's off, and turn it into a plan.
Influence without authority. Market sales teams don't report to this role, so trust and usefulness are how you lead there.
Clear, direct communicator who is equally comfortable in a pitch, a pipeline review, or a room of local sellers.
Comfortable using CRM and sales reporting tools. Working knowledge of O365 including Teams.
Must have a valid driver's license, a good driving record, and be insurable. Applicant's driving record will be checked.
Ability to communicate in English both verbally and in writing.
Dexterity to manipulate computer keys, cell phone, and other office equipment.
Requires the ability to think critically and articulate information clearly and concisely, both verbally and in writing.
Read, hear, and speak clearly.
Prepare reports, business correspondence, and business proposals.
Quick and clear thinking required.
Ability to travel as needed and requested.
Ability to gather and organize large amounts of data and search for patterns and connections.
Must be able to perform the essential functions of the job. The Company will make reasonable physical accommodations to facilitate the ability to perform essential job functions.

Responsibilities

Manage, coach, and develop Gamut's national Account Executives, including hiring, onboarding, goal setting, and regular one-on-ones.
Own the national revenue forecast. Run weekly pipeline reviews and report pacing against monthly, quarterly, and annual goals to the President of Gamut.
Carry a book of strategic agency and brand relationships and join key pitches, negotiations, and upfront conversations alongside the team.
Set pricing guidance and approve deal structures within established parameters, covering host-read, baked-in, dynamic ad insertion (DAI), programmatic, and YouTube integrations.
Build and maintain sales materials, one-sheets, and category pitches with the national team and Gamut's content and marketing leads.
Partner with Ad Operations on clean handoffs from sold to delivered, makegoods, and campaign reporting.
Own credit approval and collections follow-through for national accounts in coordination with finance.
Serve as the primary Gamut sales contact for each market's Director of Sales and their local sellers.
Hold regular check-ins with market sales leaders to review podcast revenue, pipeline, and upcoming opportunities.
Maintain a clear, current view of podcast revenue performance in every market, and work with market leaders on plans to grow it.
Help markets build podcast packages, sponsorships, and multi-platform proposals that pair Gamut shows with existing local advertiser relationships.
Train local sellers on podcast products, measurement, and how to position podcasting next to their other offerings.
Connect national and local opportunities, including shared accounts, regional campaigns, and deals that need both teams to close.
Bring what's working in one market to the rest of the network.
Develop Gamut's annual sales plan and budget input with the President of Gamut, including revenue targets, category priorities, and headcount needs.
Keep a single view of all Gamut sales activity, national and local, through shared reporting and CRM discipline.
Track the podcast advertising market, including agency buying trends, measurement standards, and competitor packaging, and turn it into recommendations for how Gamut sells.
Work with Gamut's content team on new show launches, sponsorship-ready formats, and inventory planning.
Represent Gamut at industry events and with key agency holding companies.
Attend client and industry events, which may occur after business hours and on weekends.
May be assigned other duties as needed.