Job Description
By bringing together next-gen technology and the finest live data available, Genius Sports is enabling a new era of sports for fans worldwide, delivering experiences that are more immersive, interactive and personalised than ever before. Learn more at geniussports.com
THE ROLE:
This is an inside-sales leadership role. You will build the playbook, the tooling, and the cadence that lets a small team source, qualify, pitch, and close partner deals over phone, email, and video at high volume and short cycle times. You’ll obsess over conversion rates, pipeline velocity, and rep productivity. You’ll work side-by-side with Marketing on demand gen, RevOps on tooling and reporting, Product and Engineering on partner integrations, and Ad Ops on partner launch, all to package our Pre-Game, In-Game, and Post-Game moment products (Full Arc, The Moment, The Fanbase, and the Genius Momentum Score™) into repeatable, sellable activation paths.
WHAT YOU’LL DO
- After partnerships are closed, own and exceed the inside Channel Partnerships number, new partner activations and expansion across the existing mid-market and long-tail partner base.
- Build the inside-sales playbook end-to-end: ICP definition, outbound cadences, qualification framework, demo motion, pricing guardrails, and contracting templates that close partners in weeks, not quarters.
- Stand up the tooling stack: Salesforce, Outreach (or equivalent), Apollo / ZoomInfo, Gong, LinkedIn Sales Navigator and operate it as the source of truth for pipeline, activity, and forecast.
- Define materials needed, process with internal support teams, and sales KPI’s.
- Hire, ramp, coach, and retain a high-performing team of sellers.
- Define the leveling, ramp plan, and career path for every role on the team.
- Set the standard for activity rigor: dials, emails, demos, opportunities created and pair it with deal-quality and conversion-rate discipline.
- Partner with Marketing on inbound demand gen, content, and partner co-marketing; partner with RevOps on dashboards, segmentation, and territory design.
- Operate the CRM and forecast as a discipline, not a chore; deliver a forecast leadership can trust within ±10%.
- Own the funnel metrics: outbound activity, MQL→SQL conversion, SQL→Opportunity conversion, opportunity win rate, average deal size, and cycle time. Move each one quarter-over-quarter.
WHAT YOU’LL BRING:
- 8+ years in advertising, ad-tech, or media sales, with at least 4 years leading inside-sales or teams that carry a number.
- Demonstrable success building or scaling an inside-sales engine in ad-tech, SaaS, or media, playbook design, cadence operations, tooling stack, and rep ramp programs.
- Track record of driving high-volume, short-cycle commercial deals (weeks-to-months, not quarters-to-years) and of developing reps who consistently hit quota.
- Fluency in modern sales tooling: Salesforce, Outreach or Salesloft, Apollo or ZoomInfo, Gong or Chorus, LinkedIn Sales Navigator.
- Working knowledge of the modern media stack: programmatic, CTV, social, addressable, identity/data, attention/measurement enough to qualify partners and coach reps through technical conversations.
- Operating discipline: forecast accuracy, CRM hygiene, pipeline math, and a real point of view on the metrics that matter (activity, conversion, velocity, win rate).
IT WILL BE A BONUS IF YOU:
- Experience selling sports media, sports data, or fan-engagement products into the ad-tech ecosystem.
- Prior experience scaling an inside team alongside a strategic field team, with clear lines of segmentation between the two.
- Background standing up integrations or curated marketplaces with programmatic platforms.
- Experience hiring and ramping BDRs and inside AEs in the New York ad-tech talent market.
The annualized base salary for this role ranges from $220,000 to $240,000 USD and includes eligibility for additional variable compensation. This role will also be eligible to take part in Genius Sports Group’s benefits plan.
We enjoy an ‘office-first’ culture and maximize opportunities to collaborate, connect and learn together. Our hybrid working models differ depending on your role and location.
As well as a competitive salary and range of benefits, we’re committed to supporting employee wellbeing and helping you grow your skills, experience and career. Learn more about how rewarding life at Genius can be at Reward | Genius Sports.
One team, being brave, driving change
We strive to create an inclusive working environment, where everyone feels a sense of belonging and the ability to make a difference. Learn more about our values and culture at Culture | Genius
Let us know when you apply if you need any assistance during the recruiting process due to a disability.
