Sr. Sales Director - Xumo Advertising

Xumo, a joint venture between Comcast and Charter Communications, was formed to develop and offer a next-generation streaming platform for the entire entertainment industry. The company consists of three primary lines of business: Xumo devices, Xumo Play, and Xumo Enterprise. Powered by Comcast's global entertainment platform, Xumo devices feature a world-class user interface with universal voice search capabilities, making it easy for consumers to find and enjoy their favorite streaming content. Xumo Play is a free ad-supported streaming TV (FAST) service offering hundreds of linear channels and on-demand options. Xumo Enterprise provides tools and services for content creators, distributors, and advertisers to make FAST content more accessible.
Job Summary
As Senior Director of Sales at Xumo, you will be instrumental in driving our relationships with leading agencies and advertisers in the West Coast region, helping them enhance their video advertising strategies by growing video investments on Xumo. Your core mission will be to grow our client base and increase market share by showcasing Xumo's innovative products across Xumo Play, Devices and Platforms. This role will involve securing new accounts and growing existing partnerships by ensuring customer success. Your ability to foster strong business connections will directly impact the growth of our enterprise portfolio and your earning potential. In this role, you will build and manage the development of a strong pipeline of opportunities. Your background in selling and managing large, multi-brand accounts-ideally within the streaming video and CTV space - will distinguish you as a leader. You should excel in strategizing and executing complex sales initiatives, influencing key decision-makers (including agency stakeholders and leaders, as well as direct marketers) and closing high-impact deals that drive growth for both Xumo and your clients.
Job Description
Core Responsibilities

• Minimum of 12 years of experience working with top 200 US advertisers and holding companies selling premium video and CTV nationally.
• Manage against a revenue goal (quota) operating as the "general manager" for assigned book of business.
• Prospects and builds a strong active pipeline of new business.
• Consultative, client-centric sales approach with strong written and verbal communication skills deliver a clear value proposition based on customer use cases.
• Identifies growth areas to and key upsell opportunities for additional company technologies and services, in alignment with clients' business goals and priorities.
• Retains the client through renewals and growing the relationship.
• Understands client's business model, objectives and business needs, key performance indicators (KPIs), high-level technical architecture, key partnerships, and organization structure.
• Ensures overall client satisfaction and execution to meet client's business goals.
• Acts as the primary point of contact for assigned customer revenue and strategic initiatives.
• Moves opportunities through sales cycle from prospecting to completion - including proposal, negotiation, contracting, and approvals for complex deals.
• Consistently meets and exceeds quarterly/annual revenue targets.
• Liaisons and collaborates with other internal teams to champion customer needs and advocate for solutions needed to grow revenue.
• Works cross-functionally to execute go-to-market strategies and drive initiatives.
• Represents company at industry events, cultivating business relationships and trust across the client's organizations.
• Understands the premium video advertising business, the TV and cable industry, and the challenges facing a typical enterprise media company.
• Consistent exercise of independent judgment and discretion in matters of significance.
• Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule(s) as necessary.
• Other duties and responsibilities as assigned.

• Manages against a revenue goal (quota) operating as the "general manager" for assigned book of business.
• Manages, trains, and develops a sales team, including developing career growth plans and performance goals.
• Consultative, client-centric sales approach with strong written and verbal communication skills deliver a clear value proposition based on customer use cases.
• Identifies growth areas to and key upsell opportunities for additional company technologies and services, in alignment with clients' business goals and priorities.
• Retains the client through renewals and growing the relationship.
• Understands client's business model, objectives and business needs, key performance indicators (KPIs), high-level technical architecture, key partnerships, and organization structure.
• Ensures overall client satisfaction and execution to meet client's business goals.
• Acts as the primary point of contact for all customer revenue and strategic initiatives.
• Moves opportunities through sales cycle from prospecting to completion - including proposal, negotiation, contracting, and approvals for complex deals.
• Consistently meets and exceeds quarterly/annual revenue and booking targets.
• Liaisons with other internal teams to champion customer needs and advocate for solutions needed to grow revenue.
• Works cross-functionally to execute go-to-market strategies and drive initiatives.
• Develops cross-functional plans, objectives and strategies. Interprets company and department goals into functional goals and strategies.
• Consistently makes timely decisions on issues requiring immediate attention, balancing systematic analysis with decisiveness.
• Represents company at industry events, cultivating business relationships and trust across the client's organizations.
• Understands the premium video advertising business, the TV and cable industry, and the challenges facing a typical enterprise media company.
• Consistent exercise of independent judgment and discretion in matters of significance.
• Regular, consistent and punctual attendance.
• Must be able to work nights and weekends, variable schedule(s) as necessary.
• Other duties and responsibilities as assigned.

Additional Info:

• Position is office based in LA (4 days in office & 1 day remote) with on-site & client travel within the local LA/northwest territory, 30-40%.

Employees at all levels are expected to:

• Understand our Operating Principles; make them the guidelines for how you do your job.
• Own the customer experience think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
• Know your stuff be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences.
• Win as a team make big things happen by working together and being open to new ideas.
• Be an active part of the Net Promoter System a way of working that brings more employee and customer feedback into the company by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.
• Drive results and growth.
• Support a culture of inclusion in how you work and lead.
• Do what's right for each other, our customers, investors and our communities.

Disclaimer: This information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.
Comcast is an equal opportunity workplace. We will consider all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status, genetic information, or any other basis protected by applicable law. Comcast will consider for employment applicants with arrest or conviction records in accordance with the requirements of applicable law, including the San Francisco Fair Chance Ordinance, the Los Angeles Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Please note that federal state, or local laws and regulations may restrict or prohibit Comcast from hiring individuals convicted of certain crimes. Additionally, an applicant's criminal history may have a direct, adverse, and negative relationship on the job duties of this position, which may result in the withdrawal of a conditional offer of employment.
Skills:
Client Relationship Management; Team Coaching; Media Advertising Sales; Advertising
Salary:
Primary Location Pay Range: This job can be performed in California with a good faith estimated pay range upon hire of $198,423.82 - $264,565.08 USD.
Comcast intends to offer the selected candidate base pay within the posted range for this role at the time of posting dependent on job-related, non-discriminatory factors such as experience. The application window is 30 days from the date job is posted, unless the number of applicants requires it to close sooner or later.
Targeted Commission: $175,000.00
Our sales compensation programs offer the potential for significant upside above targeted earnings for those who overachieve their sales targets.
Base pay is one part of the Total Rewards that Comcast provides to compensate and recognize employees for their work. Most sales positions are eligible for a Commission under the terms of an applicable plan, while most non-sales positions are eligible for a Bonus. Additionally, Comcast provides best-in-class Benefits to eligible employees. We believe that benefits should connect you to the support you need when it matters most, and should help you care for those who matter most. That?s why we provide an array of options, expert guidance and always-on tools, that are personalized to meet the needs of your reality ? to help support you physically, financially and emotionally through the big milestones and in your everyday life. Please visit the compensation and benefits summary on our careers site for more details.
Education
Bachelor's Degree
While possessing the stated degree is preferred, Comcast also may consider applicants who hold some combination of coursework and experience, or who have extensive related professional experience.
Relevant Work Experience
10 Years +