Director of Indies

What You'll Do

• Carry your own revenue target across a portfolio of strategic independent media agencies, with full accountability for pipeline, forecasting, and close.

• Lead as a player-coach: set the standard by closing your own deals while building, coaching, and developing the team that owns the independent agency segment.

• Hire, onboard, and mentor a team of agency sellers; level up everyone around you and create a high-performing, collaborative culture.

• Define and execute Samba's go-to-market approach for the independent agency segment — segmentation, prioritization, packaging, and pricing.

• Prospect, qualify, close, and scale new agency partnerships across Samba's measurement, targeting, and attribution solutions.

• Deepen relationships with existing agency partners, expanding adoption across teams, clients, and product lines.

• Persuasively communicate Samba's offerings and unique value proposition to agencies via email, phone, and in-person presentations.

• Set targets, forecast, and report on both team and individual performance, instilling strong pipeline and Salesforce discipline across the team.

• Partner cross-functionally to ensure campaign success and growth of partnerships, and channel agency feedback to product and measurement science.

• Represent Samba at industry events as a senior voice and knowledge leader for the independent agency space.

Who You Are

• Demonstrated ability to perform against quota and excel in a highly competitive market.

• 8+ years of experience in advertising, digital media, adtech, or data/analytics sales, with a track record selling into or alongside media agencies.

• People-leadership experience — you've built, coached, and retained high-performing sales talent, whether formally or as a player-coach.

• A genuine player-coach mindset: you still love to sell and carry a number, and you get energy from developing others and multiplying their success.

• Deep familiarity with the independent agency landscape and the buyers, decision-makers, and dynamics that define it.

• Demonstrated strategic, consultative, and analytical sales approach with a focus on building partnerships with clients.

• Customer-focused leadership with excellent communication, networking, and negotiation skills.

• Fluency in cross-screen measurement, targeting, and attribution, and the confidence to lead that conversation with senior agency stakeholders.

• Proficiency in Salesforce and a disciplined approach to pipeline and forecast management.

• Currently requiring 3 days a week on-site in office, with a possibility of increasing in the future.

• Willingness to travel to outside markets and to entertain clients during evenings and occasionally weekends.

• Bachelor's Degree.

• Existing, current relationships with media buying decision-makers at independent agencies favored.

• Knowledge of the TV/online/mobile advertising industry and data a plus.