Head of Emerging Business, NYT Advertising

About the Role

We are looking for an experienced leader to oversee our Emerging Business team, where you will report to the Head of Ad Sales. This is a new team within NYT Advertising, and you will build and manage a team of sellers focused on mid-market opportunities. This responsibility includes working both externally with clients and agency partners and internally with cross-functional teams to sell our advertising offerings.

This is a hybrid position where you will work out of our NYC headquarters 3 days per week.

Responsibilities:

• Develop our sales strategy targeting the growth/mid-market segment, and manage a high-velocity sales process.
• Hire and develop a high-performing team of sellers, guiding headcount decisions and optimizing resource allocation.
• Grow our mid-market book of business with a significant focus on new customer acquisitions.
• Advocate for and support development of a product roadmap that maximizes our mid-market opportunity.
• Collaborate with Planning, Operations, Product, Marketing, and Strategy teams to achieve our revenue and profitability goals, and ensure advertising campaigns are compliant with our values, internal auditing, and finance requirements.
• Manage funnel health and forecasting while monitoring trends affecting the growth category and strategize how to navigate them.
• Maintain a clear point of view on and knowledge of our products and offerings.
• Represent The New York Times at industry conferences, webinars, trade shows, and other events.
• Demonstrate support and understanding of our value of journalistic independence and a strong commitment to our mission to seek the truth and help people understand the world.

Basic Qualifications:

• 12+ years of consultative, strategic sales experience, including experience with teams of higher volume and velocity.
• Experience scaling a sales team – examples include a leadership role for an early phase startup to a mature business, or growing a segment at an established, larger company.
• Experience with mid-market / growth segments and their client needs.
• Experience collaborating with Marketing, Product, and related departments.

Preferred Qualifications:

• Experience selling AdTech (Programmatic) or in the broader SaaS environment.