SMB Sales Specialist - Criteo GO

Criteo Technology•Boston, MA

5d•Hybrid

About The Position

Criteo GO is building a next-generation, self-serve performance media platform for small and mid-sized businesses. We are hiring an SMB Sales Specialist to own the conversion of high-intent leads into active, successful Criteo GO advertisers. This role sits at the intersection of sales, onboarding, and light-touch strategic guidance. You will handle inbound, high-intent prospects, qualify and prioritize them, guide them through setup and first campaign launch, and ensure a clean handoff into scaled lifecycle programs. Your goal is to maximize conversion and time-to-first-value, not to manually operate campaigns. You will own the end-to-end conversion journey for scored priority leads, from first contact through first successful campaign and initial performance review, with clear SLAs on outreach, follow-up, and activation. You will run structured discovery to understand each prospect’s business model, objectives, and readiness, and translate that into the right Criteo GO setup (tagging path, feed options, channels, budget ranges, and recommended next steps). You will guide advertisers through onboarding and campaign creation using a “coach, not operator” approach: screen-share walkthroughs when needed, playbooks and checklists, and strong use of in-product guidance and AI assistant features rather than manual builds. You will rigorously track your funnel (lead → qualified → onboarded → first spend → first success milestone) and partner with the Marketing and Operations teams to improve lead scoring, routing rules, and conversion playbooks over time. You will collect structured feedback on friction points in onboarding, billing, or campaign setup and feed that back to the GO Commercialization team to improve the self-serve experience. You will act as a visible, trusted point of contact for early-stage Criteo GO customers, setting expectations on level of support in a self-service model and positioning AI + self-serve tools as their primary growth levers.

Requirements

2-4 years of experience in SMB sales, pre-sales, or account management in SaaS, AdTech, or another self-serve B2B product, with a strong track record on conversion and activation KPIs.
Entrepreneurial mindset, flexible, adaptive and proactive.
Comfortable owning a high volume of inbound conversations with short sales cycles, and know how to prioritize using lead scores, intent signals, and revenue potential.
Product-led and consultative by default: prefer to show customers how to self-serve and use automation, rather than running campaigns manually for them.
Fluent in digital marketing fundamentals (performance media, funnels, attribution basics, feeds or pixels) and can quickly diagnose common setup or performance issues for SMB advertisers.
Data-driven and comfortable working to targets such as lead-to-signup rate, signup-to-first-campaign rate, time-to-first-value, and early retention.
Thrive in a fast-moving, evolving environment, comfortable with ambiguity, and enjoy building playbooks and processes as you go.
Communicate clearly and credibly with both SMB founders/marketers and internal stakeholders, adapting your message to the audience while staying concise and action-oriented.

Responsibilities

Own the end-to-end conversion journey for scored priority leads, from first contact through first successful campaign and initial performance review, with clear SLAs on outreach, follow-up, and activation.
Run structured discovery to understand each prospect’s business model, objectives, and readiness, and translate that into the right Criteo GO setup (tagging path, feed options, channels, budget ranges, and recommended next steps).
Guide advertisers through onboarding and campaign creation using a “coach, not operator” approach: screen-share walkthroughs when needed, playbooks and checklists, and strong use of in-product guidance and AI assistant features rather than manual builds.
Rigorously track your funnel (lead → qualified → onboarded → first spend → first success milestone) and partner with the Marketing and Operations teams to improve lead scoring, routing rules, and conversion playbooks over time.
Collect structured feedback on friction points in onboarding, billing, or campaign setup and feed that back to the GO Commercialization team to improve the self-serve experience.
Act as a visible, trusted point of contact for early-stage Criteo GO customers, setting expectations on level of support in a self-service model and positioning AI + self-serve tools as their primary growth levers.
Collaborate with Growth Marketing on lead handover rules, SLAs, and feedback on lead quality by segment, campaign, and channel.
Work with Lifecycle Marketing and Client Enablement to align onboarding flows, email cadences, Help Center content, and Criteo Academy modules with the realities seen in calls and demos.
Coordinate with Customer Care and the AI Agent Manager to define clear triage rules between strategic onboarding questions, technical issues, and what should be handled entirely by AI or support.
Provide concrete, prioritized feedback to Product Managers and UX Designers on where the onboarding flow, campaign setup, or reporting experience creates drop-off for new SMBs.

Benefits

Hybrid model blends home with in-office experiences
Learning, mentorship & career development programs
Health benefits, wellness perks & mental health support
Diverse, inclusive, and globally connected team
Attractive salary
Performance-based rewards
Family-friendly policies
Potential for equity depending on role and level
Healthcare, dental, and vision insurance (US-based)
401(k) plan with company match (US-based)
Short-term and long-term disability coverage (US-based)
Life insurance (US-based)
Family forming and wellness benefits (US-based)
Flexible Work financial support (US-based)
Learning opportunities (US-based)
Robust annual leave plan including volunteer time off and summer vacation days (US-based)