VP, Industry Lead, SMB

Fetch

23h • Hybrid

About The Position

The VP, Industry Lead will report directly to the Head of Mid-Market & SMB and will be responsible for defining the vision, building the sales motion, and standing up the team and infrastructure to support long-term SMB growth. They will be responsible for managing vendor relationships, individual contributors, and achieving quota by nurturing existing relationships and initiating new relationships among partners. This role manages a team of sales and account professionals, helping them execute effectively and develop into top performers. The VP will focus on driving revenue growth, maintaining strong relationships, and building operational consistency across the team. This is a full-time role that can be held from one of our US offices or remotely in the United States.

Requirements

• 5+ years of people management experience with demonstrated success in mentoring or coaching others to reach performance goals.
• 8+ years experience in new business and account management experience within digital media, advertising, or related industries. Track record of business development and driving growth.
• Proven experience building and scaling SMB businesses and experience building and scaling SMB businesses
• Experience managing or partnering with vendor organizations
• Strong understanding of media performance metrics, advertising KPIs, and how data informs business decisions.
• Proficiency in Salesforce and Excel with strong analytical, forecasting, and organizational skills.
• Advanced fluency with AI tools that support account growth, sales performance, and improve sales processes.
• Bachelor’s degree or equivalent combination of education and experience

Nice To Haves

• Strong collaboration skills with a track record of working cross-functionally to solve problems and deliver results.
• Ability to translate strategic direction from leadership into tactical plans for direct reports.
• Lead by example - you own Fetch’s core values and drive your team towards the company vision. You embody a strong work ethic and operational rigor in processes.
• You’re an expert within your category, and understand key partners, partner competitors, along with developments/trends in the industry and adjacent industries.

Responsibilities

• Build and scale Fetch’s SMB strategy and operating model, designing and implementing the sales motion (self-serve, managed, hybrid)
• Establish processes for acquisition, onboarding, retention, and growth.
• Manage the team's broader client acquisition, retention, and expansion strategies that drive revenue growth and efficiency across the SMB segment.
• Oversee industry sales revenue and progress to quota while providing accurate assessment of progress to Fetch leadership.
• Independently provide tailored coaching, guidance, and feedback to partner professionals in sales functions and account professionals in account-management functions.
• Direct sales professionals to work efficiently and expand influence across targeted accounts.
• Develop the team’s AI fluency and influence new process adoption.
• In partnership with GTM, Finance, and People Experience teams, lead hiring processes and onboard new employees, maintaining Fetch values and culture. Hire and develop high-performing SMB sales and vendor teams.
• Collaborate with cross-functional teams, including marketing, finance, legal, and operations, to deliver partner success and manage deal execution.
• Develop sales strategies that ensure Fetch remains a preferred partner, informed by performance insights, partner segmentation, and industry benchmarks.
• Influence and contribute to new GTM strategies that can be scaled across the sales organization.
• Apply your understanding of how Fetch’s advertising solutions drive partner business outcomes, connecting campaign performance to key KPIs, and scale learnings across your team and others.
• Lead account-level planning and the implementation of revenue strategies within the industry, leveraging data and insights to influence decisions.
• Maintain and coach sellers on Salesforce hygiene and accuracy, ensuring data integrity for forecasting and reporting. Identify areas of automation and encourage the use of AI to improve processes.
• Represent Fetch with professionalism and credibility in partner interactions, events, speaking engagements, and conferences.
• Operationalize long-term strategies into clear, actionable goals for the team.

Benefits

• Competitive compensation packages
• Equity in Fetch
• Accelerators or sales plan incentive funds
• Benefits and information on how employees live rewarded at https://fetch.com/careers

What This Job Offers

• Job Type: Full-time
• Career Level: Manager