Publisher Sales Lead

About Insticator 

At Insticator, we’re on a mission to create a smart, unified platform built to collect, aggregate and monetize all of a publisher’s first-party data. Our suite of engagement products empowers publishers and consumers alike to amplify their voices and express their opinions in safe, interactive environments. From our Commenting Platform backed by hybrid AI and human moderation to our Trivia & Polls Unit which enables audiences to interact with content that speaks directly to them, Insticator reaches and pulls insights from over 350 million users monthly. Our vast roster of partners includes Gannett, USA Today, Major League Baseball, Ancestry, WebMD, and countless others.

Headquartered in New York City, Insticator’s global footprint spans offices in Miami, Canada, India, the Philippines, Ukraine, and the United Kingdom.

About the Role

The Sales Lead position is a pivotal role within the company, reporting directly to the Director of Publisher Sales and Success. This role involves spearheading sales initiatives, driving revenue growth, and fostering strong relationships with publishers. The Sales Lead is responsible for identifying new business opportunities, negotiating contracts, and ensuring client satisfaction through effective communication and support. Additionally, they play a crucial role in strategizing sales campaigns, analyzing market trends, and implementing solutions to meet and exceed sales targets. Alongside these responsibilities, the Sales Lead also manages a dedicated sales team, guiding their performance, and fostering a collaborative team environment. By taking ownership of completing team targets and providing mentorship and support to the sales team, the Sales Lead contributes significantly to overall sales success and the company's growth trajectory.

Responsibilities and Duties

• Initiating first-level contact with prospective leads through Account-based Sales.

• Strategizing sales campaigns, analyzing market trends, and implementing solutions to meet and exceed sales targets

• Managing a team of experienced sellers as direct reports

• Responsible for mentoring, training and development of new team members.

• Creating and executing an outreach strategy in collaboration with sales ops and ad ops.

• Develop an efficient strategy to easily transition closed deals to AMs to onboard and manage the account.

• Leading discovery calls with prospects to understand their revenue and organization goals.

• Gather intel on their needs, pain points, and bottlenecks.

• Understanding customer goals, plans, challenges, timelines, budgets, and internal hierarchies within the organization.

• Structuring and orchestrating deals to meet company revenue goals.

• Objection handling for any challenges, queries, and concerns a publisher may have.

• Setting up demo calls with prospects to showcase our products and solutions.

• Generating & tracking a healthy sales pipeline, developing and communicating accurate revenue forecasts for internal planning.

• Logging all activities on the CRM and maintaining CRM adherence to ensure a clean repository of sales and marketing data.

• Keeping up to date with all product releases and sales collateral.

• Resolving Customer Queries while displaying deep industry knowledge.

• Building a knowledge base and Canned Responses for common queries.

• Helping users understand the tool/product better.

Qualifications

Professional Competencies

• 3+ years of sales experience with digital publishers, ad networks, and ad servers
• Team management experience as a TL with direct reportees with AdTech experience
• An understanding of analytics, ad networks (AdSense, AdX, and DFP)
• Preferred to have a book of key contacts and decision-makers in the digital publishing industry.
• Excellent English verbal and written communication skills
• Ability to design & set the process that is clear to other people
• Preferred prior experience in publisher focus sales/customer success roles.
• Efficient with MS Excel and Google Spreadsheets
• Great attention to detail, structured and analytical approach, critical and logical thinking
• Highly motivated self-starter who can own the process and work independently
• A consistent track record of achieving sales objectives and demonstrable planning and forecasting skills.
• The ability to work in a dynamic environment

Cultural Competencies

  

• Creative confidence

• Collaborative mindset and great teamwork skills

• Skilled at receiving feedback, as well as providing it

• Entrepreneurial & adaptable; great learning skills

• Transparent & communicative, patient

• Curious, research-minded, data-informed

The Insticator Values

We recruit, promote, and reward-based off of our three core values:

• Sleeves Up - At Insticator, we hire engineers who think like product owners! We provide the autonomy and creativity needed to own your role, iterate where needed and drive impact on a massive scale.

• 100% Viewability - The Insticator is passionate about open feedback at all levels of the company. This allows us to fail fast, create in real time and build an open company culture.

• Be Defiantly Great - We are defiant, that’s in our lifeblood, and we accomplish what other people think is impossible. Challenging the status quo is our lifeblood.

• Unconditional Empathy - Our customers are real people with real business needs, and we are here to listen and tackle them accordingly. If we care and respect each other, there is no challenge we can’t overcome.

Benefits

We offer a diverse package and the chance to grow financially with the company, including:

• Competitive Salary

• Annual Performance Bonus

• Paid Time Off

• Flexible work schedule (100% Remote Opportunity)