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Head of CTV Business Development

Scope3

Scope3

Sales & Business Development
United States · Remote
Posted on Wednesday, June 26, 2024

About Scope3

Scope3 is the industry’s leading collaborative sustainability platform. By modeling the complex digital advertising supply chain, we help brands measure and dramatically reduce digital waste to reduce carbon emissions from advertising and increase the efficacy of advertising investment. This is an exceptional opportunity to build a company alongside great people and make a difference in one of the most important issues facing the planet: the climate crisis.

We’re a reliably-funded company of 60 folks distributed across the globe. We are fortunate to be led by an experienced leadership team, many of whom designed and engineered the digital advertising landscape as we know it today. The company secured $20M in Series B funding led by GV in Oct 2023 (additional investors include Venrock, Rucker Park, Room40 Ventures, and Craft Ventures). Scope3 has significant market traction with more than 70+ customers and is experiencing accelerated growth.

Scope3 is a fully remote company and largely asynchronous to provide flexible working hours and to operate globally, with concentrations in New York and Europe.

About the role …

As the Head of CTV Business Development, you will be responsible for driving the success of our rapidly expanding Connected TV (CTV) business. Reporting directly to the Leader of our AdTech Platform Business, you will be the first commercial executive dedicated to this critical vertical. Initially acting as a Player/Coach, you will manage existing client relationships at the executive level, drive new business and partnerships, craft go-to-market (GTM) strategy, and build the team and organizational structure to support rapid growth.

The ideal candidate will have experience in an early-stage company that has experienced rapid growth, thrive in an environment with market and product ambiguity, and have successfully launched and sold products requiring client and market education. This role emphasizes the need for candidates who can craft GTM plans who have experience selling to and partnering with major enterprise platforms, content producers, and publishers in the CTV, Advanced TV, and OTT space.

This role is a unique opportunity to significantly impact the company's growth and promote sustainability in the digital advertising industry.

Key responsibilities include:

Revenue Leadership: Accountable for the commercial success of the CTV segment, focusing on the adoption of Scope3 solutions & products, driving revenue, and acquiring net new customers. Establish a robust deal pipeline, consistently driving the attainment of revenue goals.

Partner Development: Drive and manage high-value partnerships with pivotal CTV companies, ensuring mutual commercial benefits and revenue generation.

Client Management: Develop and nurture executive-level customer relationships, ensuring long-term satisfaction and retention.

Go-to-Market Execution: Launch new products and actively participate in crafting and executing comprehensive GTM strategies that position our solutions effectively in the market.

People Leadership: Recruit, build, and lead a high-performing business development and sales team inline with commercial performance to ensure the rapid growth of the CTV business.

Collaboration: Work closely with internal teams (product, marketing, customer success) to align on market needs and product offerings, ensuring the successful delivery of solutions to clients.

Thought Leadership: Be Scope3’s CTV domain expert as it relates to the company’s solutions as well as the overall programmatic ecosystem. Advocate for the Scope3’s mission and solutions within the CTV category, promoting sustainable advertising practices through participation in industry events, content creation, and client engagements. Be the company’s internal CTV expert - effectively communicate industry trends

Market Assessment: Identify, communicate and capitalize on opportunities that leverage Scope3’s capabilities and mission to cement its position as the leader in Sustainable Digital Advertising.

Your experience:

CTV Domain Expertise: Extensive experience in the CTV space, ideally at a platform that enables programmatic monetization. In-depth understanding of the CTV/Advanced TV/OTT ecosystem, who the key players are, market dynamics, and economic and organizational factors effecting the decision-making processes.

Programmatic Ecosystem: Solid foundation in the fundamentals of the programmatic ecosystem and how its components fit together (DSPs, SSPs, Data Management, Measurement, and the overall programmatic supply path).

Entrepreneurial Nature: Experience in an early-stage company. Thrive in a fast-paced, fluid environment with the ability to adapt to evolving market conditions, opportunities, and priorities.

Commercial Success: A track record of consistently achieving commercial/revenue targets in business development and/or sales leadership roles.

Execution: Demonstrated success crafting and executing GTM plans that drive product adoption and revenue.

Enterprise Partnerships: Experience establishing and managing relationships with complex organizations where there may not be an obvious “sponsor” for sustainability initiatives.

Leadership: A track record of leading while achieving individual targets. Able to grow, develop, and lead nimble teams as the vertical gains traction.

Communication: Excellent communicator (writing, collaborating, negotiating, persuading, public speaking, and listening) capable of articulating complex concepts to diverse audiences.

Industry Network: A recognized leader in CTV with a well-established network who can be leveraged to advance both commercial success and Scope3’s mission.

Commitment to the Mission: Passion for driving sustainable advertising practices and the ability to educate and inspire others on this mission.

Our Culture is rooted in …

  • A passion for the environment and climate work. We are a mission-driven company, and this is what motivates us to work hard and deliver outcomes for our customers.
  • A desire to communicate clearly and empathetically while working asynchronously. We are remote-first and have been operating across time zones from day one, so we do a lot of collaboration using Notion, Miro, and other tools.
  • We celebrate healthy conflict in the workplace; we focus on the solutions and we move on quickly.
  • The ability and accountability to deliver what we promise. We do what we say we will do, and we don’t make promises we can’t keep.
  • Experience driving systemic change. Our mission is to decarbonize advertising and this requires a holistic approach to re-imagining and inspiring an industry movement at a global scale.