Vertical Lead

MNTN

4d•Remote

About The Position

MNTN is seeking a Vertical Lead to own a dedicated advertiser vertical within its revenue organization. The role is accountable for the vertical’s revenue performance, including new business growth, customer retention, and expansion, and leads Account Executives and Customer Success Managers across the customer journey to achieve quarterly revenue targets. It combines strategic, hands-on leadership with customer understanding, operational rigor, and vertical-market expertise. The Vertical Lead sets the vertical’s growth strategy and team operating practices, develops team members, and coaches them through sales, onboarding, campaign performance, retention, and account expansion. The role shapes vertical-specific pitches and customer value stories, guides teams in turning campaign measurement insights into recommendations, and keeps Sales and Customer Success aligned on customer expectations and account strategy. It also partners with Marketing, Product, Operations, and Revenue Enablement to improve customer outcomes and revenue growth. The role owns forecasting accuracy, pipeline health, and book-of-business strategy, and consolidates team updates for the Head of Industry. Success includes consistently meeting or exceeding revenue targets, maintaining actionable forecasts and account plans, addressing customer risks early, improving advertiser relationships and outcomes, and developing the performance and ownership of the team.

Requirements

At least 5 years of experience in digital advertising, media sales, adtech, or SaaS, including experience leading teams across sales and customer success.
Track record of meeting or exceeding revenue targets across new business, retention, and expansion.
Experience leading consultative sales and strategic account management with mid-market and/or enterprise advertisers.
Ability to coach teams across the customer journey, from complex sales cycles and onboarding to performance challenges, retention, and growth.
Strong understanding of performance marketing, digital advertising, and full-funnel measurement, with the ability to translate results into clear customer recommendations.
Strong analytical and operational skills, including forecasting, pipeline management, and account prioritization.
Clear communication and strong people leadership.
Ability to work effectively across functions.
Curiosity about customer needs, industry trends, and evolving advertiser priorities.

Nice To Haves

Experience working with advertisers in the Technology vertical.

Responsibilities

Own the vertical business end-to-end, including revenue performance, growth strategy, customer acquisition, retention, and expansion.
Lead, coach, and develop Account Executives and Customer Success Managers, including supporting accountability and career development.
Establish team operating cadence, performance expectations, forecasting discipline, and pipeline management practices.
Review customer health, retention risks, and expansion opportunities regularly.
Coach teams through complex sales cycles, onboarding, campaign performance discussions, customer retention risks, and account expansion opportunities.
Shape and refine sales pitches and customer value stories for the vertical’s needs, priorities, and challenges.
Promote consultative, customer-first selling and account management grounded in vertical expertise and full-funnel storytelling.
Guide Customer Success Managers in turning campaign performance and measurement insights into recommendations that support customer goals and long-term investment.
Keep Sales and Customer Success aligned on customer expectations, onboarding priorities, and account strategy throughout the customer journey.
Partner with Marketing, Product, Operations, and Revenue Enablement to improve customer outcomes and unlock revenue growth.
Build expertise in MNTN’s platform and products to inform customer strategy, identify opportunities to scale investment, and mitigate churn risk.
Provide thought leadership on account planning, book-of-business management, pitching strategy, and long-term customer growth.
Track market trends, competitive dynamics, and emerging opportunities within the vertical.
Own forecasting accuracy, pipeline health, and team book-of-business strategy.
Consolidate team updates into summaries for the Head of Industry covering revenue projections, key risks, growth opportunities, and recommended actions.