Senior Director, Industry Lead

Role Responsibilities

• Manage the team's broader client acquisition, retention, and expansion strategies, resulting in partnerships that generate revenue.
• Oversee industry sales revenue and progress to quota while providing accurate assessment of progress to Fetch leadership.
• Guide Partner and Account Managers by providing structured coaching, regular feedback, and clear direction on account planning and execution.
• Direct sales professionals to work efficiently and expand influence across targeted accounts.
• Develop the team’s AI fluency and influence new process adoptions.
• With limited oversight, work closely with XFN partners like GTM, Finance, and People Experience to lead hiring processes and onboard new employees, maintaining Fetch’s values and culture.
• Collaborate with cross-functional teams, including marketing, finance, legal, and operations, to deliver partner success and manage deal execution.
• Develop sales strategies that ensure Fetch remains a preferred partner, informed by performance insights, partner segmentation, and industry benchmarks.
• Apply a deep understanding of how Fetch’s advertising solutions drive partner business outcomes, connecting campaign performance to key KPIs.
• Contribute to account-level planning and the implementation of revenue strategies within the industry, leveraging data and insights to influence decisions.
• Maintain Salesforce hygiene and accuracy, ensuring data integrity for forecasting and reporting.
• Serve as an ambassador for Fetch within the industry, representing the company with professionalism and credibility in partner interactions and events.
• Partner with senior leadership to operationalize long-term strategies into clear, actionable goals for the team.

Minimum Requirements

• 2+ years of people management experience with demonstrated success in mentoring or coaching both Account Executives and Account Managers to reach performance goals.
• 8+ years of new business and account management experience within digital media, advertising, or related industries.
• Proven success meeting or exceeding sales quotas through the acquisition of new clients.
• Strong understanding of media performance metrics, advertising KPIs, and how data informs business decisions.
• Proficiency in Salesforce and Excel with strong analytical, forecasting, and organizational skills.
• Familiarity with emerging AI tools that support account growth and sales performance.

Preferred Requirements

• Direct experience with mid-market clients in travel or disruptor services like food delivery, home services, etc.
• Strong collaboration skills with a track record of working cross-functionally to solve problems and deliver results.
• Ability to translate strategic direction from leadership into tactical plans for direct reports.
• Lead by example - you own Fetch’s core values and drive your team towards the company vision. You embody a strong work ethic and operational rigor in processes.
• You’re an expert within your category, and understand key partners, partner competitors, along with developments/trends in the industry and adjacent industries.

Compensation

• Base salary range: $168,000 - $187,500
• On-target earnings (OTE) range: $336,000 - $375,000 (does not include accelerators or sales plan incentive funds, which employees may also be eligible for)
• Equity in Fetch
• 401k match up to 4%
• Comprehensive medical, dental, and vision plans (including for pets)
• $10,000 annual education reimbursement
• Flexible PTO, 9 paid holidays, year-end week-long break
• 20 weeks paid parental leave for primary caregivers, 14 weeks for secondary
• One-time $2,000 Calvin Care Cash for new family members
• Flexible work environment (office or fully remote in the US)