Sr. Manager, GTM Strategy & Sales Packaging

Lyft•San Francisco, CA

22h•$169,000 - $211,250•Hybrid

About The Position

Lyft Ads is seeking a Senior Manager of Sales Packaging & Go-to-Market Strategy to build and lead the function that turns ridership data, cultural moments, and product capabilities into sales offerings. The role sets the packaging and pricing agenda for the Lyft Ads portfolio, develops go-to-market motions for major revenue opportunities, and equips sellers with the stories, structures, and pricing tools to win. It operates across data, product, pricing, creative, and sales, with responsibility for developing an independent point of view on portfolio positioning, pricing, and multi-product solutions with measurement built in. The position owns and manages the Lyft Ads Studio team, currently consisting of two creative strategists, a designer, and a program manager. It partners closely with Sales leadership and with Data Science, Finance, Product Marketing, Product, and cross-functional business leaders. The role is hybrid, with three required in-office days per week—Mondays, Wednesdays, and Thursdays—and the flexibility to work from anywhere for up to four weeks per year. The expected base pay range in the San Francisco area is $169,000–$211,250, excluding potential equity, bonus, and benefits.

Requirements

15+ years of experience in digital advertising, with meaningful depth in brand media solutions, programmatic, ad tech, and/or commerce or retail media.
In-depth understanding of building brand solutions across on-platform, programmatic, and experiential channels.
Strong knowledge of the programmatic ecosystem, including DSPs such as The Trade Desk, DV360, and Amazon DSP, as well as SSPs, DMPs, CDPs, clean rooms, and measurement partners.
Experience developing go-to-market strategies, sales packaging, and pricing frameworks for advertising products.
Proven people leadership experience, including managing creative, program, or strategy professionals and developing their careers.
Strong cross-functional collaboration skills and demonstrated ability to work across Sales, Product, Engineering, Data Science, Marketing, and Finance.
Strong analytical and financial modeling skills, including the ability to build business cases and model revenue scenarios.
Outstanding written and verbal communication skills, including the ability to translate complex ad tech concepts into clear, compelling narratives for diverse audiences.
Bachelor's degree or equivalent experience.

Nice To Haves

Experience at a travel media platform, commerce media company, or high-growth digital publisher.
Familiarity with audience extension products and off-platform programmatic solutions built on first-party data.
Prior experience in a sales marketing, packaging, strategy, or business development role within an ad tech organization.
Understanding of location-based advertising, mobility data, and contextual targeting methodologies.
Experience building and managing joint business plans with major agency holding companies and independent agencies.
Background developing digital and experiential marketing solutions around key tentpole consumer moments.

Responsibilities

Own sales packaging strategy for Lyft Ads' full suite of on- and off-platform advertising solutions, creating differentiated packages aligned with advertiser objectives and buying behavior.
Set the vision and calendar for tentpole and cultural-moment packaging, using ridership and audience data to identify where and when advertisers should participate.
Develop go-to-market narratives for packages, from data-driven thesis through seller-facing stories, in partnership with Product Marketing and Lyft Ads Studio.
Formulate pricing and deal economics for sponsorships, tentpole packages, and multi-product bundles, balancing revenue optimization, competitive positioning, and advertiser value.
Build multi-product solutions that incorporate measurement frameworks and provide advertisers with performance insights and sellers with proof points.
Partner with Sales, Data Science, and Finance to model package performance, set pricing guardrails, and develop scalable frameworks for direct IO and programmatic deal structures.
Develop audience-segmented packaging for key verticals, including CPG, QSR, Auto, Financial Services, and Travel.
Own go-to-market materials for the field, including one-sheets, rate cards, media plans, packaging guides, and sales playbooks.
Establish feedback loops between field sales and the packaging and pricing function to keep offerings relevant, competitive, and commercially viable.
Report on tentpole and package performance and develop case studies with Product Marketing to validate the model and inform future cycles.
Represent packaging strategy to Sales and Ads leadership and advise the VP on the future direction of the portfolio.
Lead and manage the Lyft Ads Studio team, setting priorities, workflows, and quality standards for creative and go-to-market work.
Represent packaging, pricing, and creative strategy in Sales leadership planning and pipeline conversations.
Build and maintain working relationships with leaders across Product, Data Science, Finance, and Marketing to align packaging strategy with the broader business.

Benefits

Medical, dental, and vision insurance options, with additional programs available when enrolled.
Mental health benefits.
Family building benefits.
Child care and pet benefits.
401(k) plan with company match.
12 observed holidays.
Discretionary paid time off for salaried team members; 15 days of paid time off for hourly team members.
18 weeks of paid parental leave for biological, adoptive, and foster parents.
Subsidized commuter benefits.
Monthly Lyft credits and complimentary Lyft Pink membership.