Morning Brew is a media company that covers the business news and narratives shaping our world. The companies, the people, the workplace, the economy — we nerd out on this stuff, and we’re dedicated to helping our audience navigate it all in a way that informs and entertains.
The Morning Brew team is clever, creative, and growing fast. Want in? Read on.
OVERVIEW
The Senior Vice President of Sales will provide leadership to the entire Morning Brew sales org, including four verticalized teams that each have unique opportunities for growth within their respective B2C and B2B verticals.
The SVP will be responsible for directing day-to-day operations of the sales org, setting the tone for 20+ sellers on a daily basis, and working seamlessly with adjacent departments such as pricing & packaging, account management, analytics, finance, GTM and our various content teams. This role must be a strong coach personality who does not shy away from details and respects the operational side of sales that will make their teams successful.
Reporting into the Chief Operating Officer, this role will have ownership over all direct ad sales efforts at Morning Brew in partnership with a group of direct reports who currently oversee the verticalized sales teams. We are seeking a proven leader with experience fighting and winning within a direct ad sales business to sit at the top of this org and ensure we realize the full potential of our business.
For this role, we have a strong preference for employees who can work from our Morning Brew HQ in NYC.
QUALIFICATIONS
- 12+ years of digital media ad sales experience with at least half of that in a leadership position
- Deep experience with “non traditional” media products that are sold directly to partners - including newsletters, podcasts, events, social, custom content, and multiple formats of video
- A true appreciation of 1st party data and owned audiences, as well as data-targeted publishing and marketing best practices
- Proven track record of exceeding targets in difficult macro environments, driving performance from teams with varying degrees of experience, and creating a culture of success within the sales org
- Complete understanding of the sales cycle for consultative, direct ad sales businesses similar to Morning Brew and experience optimizing every stage of that funnel. Both with agency partners and brand direct relationships.
- Genuine respect for data and how it drives our business. Excellent analytical skills that will allow data-driven decisions based on the ongoing intel provided by finance, data & insights, pricing & packaging, and other internal teams
- Experience partnering with sales enablement teams to establish and maintain required tools and processes that drive sales performance. Respect for and personal contribution to these technical sales ops aspects of the org.
- Personal involvement in sales forecasting processes that are based on a complex set of internal and external factors - quantified in an accurate way that can roll up to larger corporate goals
- Unquestionably strong presentation skills and a history of leading client presentations, meetings, and events that resulted in new business conversions.
- Respected executive communicator with a proven ability to build buy-in for recommendations across all departments and levels of the organization
- Strong existing relationships and good standing with relevant clients and agencies
MENTALITY
- A proactive, go-get-it sales approach that does not rely on inbound interest or existing relationships to hit goals
- At a stage in your career where you have extensive experience and playbooks to share with a company focused on growth, but not so senior that you rely on others to do all of the work required to execute those playbooks. Hands on, in the fight with the troops, approach. Inspire through action and output.
- Leadership style that people follow because they believe in the mission being shared, the “WHY”, and feel supported on a daily basis by your words and actions
- Constantly in pursuit of the truth. Working to find the facts in every situation and make sound leadership decisions based on the information available
- Wake up everyday aware and concerned with the numbers and what they tell us. Using them to optimize today and plan for tomorrow.
- Genuinely interested in the career progression of every member of the sales org and supporting their longevity at Morning Brew. Simultaneously, in tune with the personal contributions of adjacent team members, respectful of their jobs and how sales decisions may impact them.
RESPONSIBILITIES
- Above all else this role is accountable for the sales org driving revenue growth and hitting goals. Hard stop.
- Responsible for leading direct ad sales across a diverse portfolio of media franchises, content mediums, products within those mediums, audience segments engaging across the portfolio and being sold by a mix of B2C and B2B verticalized sales teams.
- Pursue multiple paths to each quarterly goal through steady optimizations and course correction - with a heavy emphasis on prospecting and driving healthy new business that will renew and grow with us
- Own the overall well being of sales org personnel. Including hiring, onboarding, account assignments, compensation planning, ongoing training, coaching and mentorship, as well as discipline and terminations.
- Quarterback sales forecasting exercises in partnership with finance, executive leadership and other rev ops teams to ensure we are setting accurate targets and marching towards them.
- Manage the overall rhythm of business for the sales org. Such as leading weekly team meetings, establishing ongoing tracking and reporting cadence, setting expectations on everything from pipeline development and pacing to seasonal competitions and incentives.
- Ensure that every sales rep has an accurate understanding of how to build campaigns and package together our products into the most effective program for each client.
- Drive a sales team culture that respects the value of consistent training and sees it as a helpful tool rather than a burden. Use training to preemptively solve knowledge gaps for the team and proactively pursue new opportunities that arise.
- Champion internal collaboration with all the adjacent groups in our business that directly impact sales performance in one way or another, be their ally, be the liaison between them and our reps, ensure mutual respect and high expectations across all involved.
- Act as a primary external representative for Morning Brew’s revenue efforts within client meetings, industry events, speaking engagements, press opportunities and other occasions where your voice could create increased interest in our marketing capabilities that lead to sales conversions.
COMPENSATION $300,000 base + commission. *Final offers for this job will be made within the parameters of the salary range provided, commensurate with experience. Total offer package to include benefits highlighted under our perks section below.
WHAT ELSE ARE WE LOOKING FOR?
Character and integrity rank pretty high on the list. Our team is guided by our core values:
HOW WE TREAT EACH OTHER
• Respectful Candor: We believe that engaging in timely, constructive, and open discourse is an act of respect that makes for a more transparent and productive work environment.
• Empathy: We establish a strong partnership of trust with our co-workers and partners. We build human connections in order to understand each other.
• Inclusivity: We strive to celebrate and welcome people of diverse backgrounds and cultures. Differing perspectives help us make better decisions and have more fulfilling experiences.
HOW WE TREAT OUR WORK
• Curiosity: We learn every day through deliberate inquiry and exploration. We re-examine assumptions to be a better company, offer better products, and become better colleagues.
• Accountability: We celebrate our successes and own our failures. Taking responsibility for our actions allows us to learn from our experiences.
• Bias Toward Action: We know speed matters in business so we embrace quick and calculated risk-taking. We understand that many actions are reversible and therefore we are solutions-oriented, even when facing obstacles and challenges.
• Challenger Mentality: We don’t allow ourselves to be comfortable with our success. We are hungry to become the best and create more value for our audience.
• Clarity of Purpose: We understand the “why" in our work, which helps us to operate at our highest level of performance and efficiency.
PERKS
While being surrounded by a bunch of cool people who look great in crewnecks is its own reward, we have plenty more to offer:
🌴 Unlimited PTO: And by “unlimited,” we mean absolutely unlimited.
🏢 Brew’s Brand-New HQ: Pick an adjustable standing desk or cozy corner and load up on free coffee (duh) and snacks at our new two-story office space in NYC’s Flatiron District.
💰 401(k) employer match: We want to help you prepare for the future, now.
⚕️ Premium health, vision, and dental plans: Your health matters!
🛋 Mental health benefits: Personalized plans and programs to promote your mental well-being.
💞 Extra help when you need it: Including a care concierge, plus free access to One Medical and the Calm app.
👪 Family planning: Want to join #brewparents? Generous paid parental leave and fertility coverage for eligible employees.
☕️ Employee Resource Groups: Black Coffee, LGBTQ Brew, AAPI Brew, Cafe Con Leche, and Grounded
🏋️ Gym and workout class reimbursements: It pays to be healthy.
🎓 Annual learning credit: Want to learn something new? We'll reimburse you.
Morning Brew is deeply committed to fostering a transparently inclusive workplace environment, and people of color, women, people with disabilities, veterans, and LGBTQIA+ candidates are strongly encouraged to apply. Our company-wide mission is to reach very diverse audiences, and so, we are committed to having teams and leaders that reflect this mission.