Facebook is seeking a dynamic, experienced leader to lead our Sales Organization for the US. This leader will drive the strategy, operations and results for US Sales Teams across more than nine office locations and all of its vertical and agency teams. This position would develop and manage the execution of Facebook’s US go-to-market sales strategy, building key partnerships, and provide the leadership to deliver strategic initiatives for our advertisers. As such, they would be charged with building a highly effective consultative sales organization that can perform as the business scales at a rapid rate. The leader will also be a key public spokesperson for our business in the US. This position reports directly to Facebook’s Vice President of Global Sales and is located in New York, NY or Menlo Park, CA.
Lead the US Sales team, and effectively embody and promote the culture and values of Facebook, and lead the team to do the same. Facebook core values consist of the following: Be bold, Focus on Impact, Be open and transparent, Move fast and Build social value.
Be bold:
Define and drive Facebook’s US sales strategy
Deliver against an aggressive sales targets while building out your team, systems and processes to continue to scale over time
Be the face of the company for US Sales by raising public profile and delivering key note speeches at industry conferences and events, representing the business in front of strategic clients, industry events, media briefings, when required
Provide guidance on organizational effectiveness, change management and conflict resolution, as well as provide expertise in the following areas: career planning, performance management, coaching, data analysis, recognition programs, and strategic development
Build strong working relationships with leaders across Facebook teams (e.g. product, engineering, sales, business development, marketing, human resources sales planning/operations and finance) over time through collaboration on projects that impact teams across Facebook
Develop, retain and motivate existing team while recruiting for new members and continually raising the bar for talent and capabilities across all nine US Sales offices
Focus on Impact:
Drive and deliver on quarterly and annual sales objectives. Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively managing the pipeline of opportunities and weekly sales forecasts, drive the highest levels of client service and improve relationships and process
Assess and refine Facebook’s US Sales operating model, focusing on driving continued growth, developing and executing strategy to ensure growth and achievement of key accounts (global and regional/national) and revenue objectives
Develop strategic partnerships within the market and execute “go-to-market” ad strategies
Provide innovative, scalable solutions to drive our advertisers business objectives
Continue to build out and manage a strong bench of exceptional sales professionals across the US Sales organization
Lead strategic, proactive and consultative sales capabilities for all internal client departments and US Sales market and define overall team and performance goals
Create systems, tools and processes that provide a feedback loop that makes sales client satisfaction data accessible and actionable across the US teams
Build out and manage back-end sales operations capabilities including compliance, process improvements, and sales-related analytics
Be open and transparent:
Provide leadership, inspiration and coaching to the US sales teams by actively participate in the US leadership team and global teams where appropriate, embracing company culture, mission, and strategy
Manage high performing teams and a demonstrated ability to lead complex operational and strategic initiatives: ability to influence, develop, and empower employees to achieve their best with a team approach
Develop, manage and monitor sales business reports, dashboards, and metrics. Establish and track metrics to measure the efficiency and effectiveness of the US sales teams
Partner with cross functional teams to provide excellent strategic partnership and guidance, identify efficiencies and build strong operating systems on issues related to sales and operations
Move fast, yet know when to slow down and plan:
To continue Marks’ vision, Facebook will need a sales leader to scale while continuing to delight clients and our users through hyper growth. To accomplish this, it will be crucial to be a leader and plan for the future by building teams and operational systems capable of scaling to a substantially larger capacity
Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively managing the pipeline of opportunities and weekly sales forecasts, drive the highest levels of client service and improve relationships and process
In this fast-paced environment, you will wear many hats, providing guidance and direction in multiple functional areas
Implement efficient, scalable sales business processes which support Facebook’s US Sales rapid growth
Build social value:
Articulate, own and lead the vision for Facebook US sales to create a unified team with shared vision, shared goals and partnership in execution
Passionate advocate and credible evangelist, able to build strong relationships with external stakeholders
Develop and execute strategic approach to achieve company goals in sales
Partner with the HR, Staffing and Training teams to create innovative programs, events and campaigns to help hire and retain the best sales people for the US Sales teams
Partner with teams that are building sales tools to develop systems that increase efficiency, reach and accuracy while facilitating quality and compliance
Minimum Qualifications
Experience in sales and management of technology and or Internet company and proven experience in managing regional sales and marketing operations (Minimum 15 years of experience in media sales including at least 10 years of sales management experience)
You must have senior executive contacts across the region’s largest brands and businesses and a history of growing and developing high growth, scaled operations
Proven track record of executing against aggressive growth strategies and delivering sales targets in excess of company expectations
Experience working with and knowledge of advertising agencies and groups
Understanding of agency, television, Internet and other Media Advertising
Proven record of being creative, resourceful, detail-oriented, highly organized and effectively influencing and communicating cross-functionally
Travel on a regular basis across our US offices (~50% of the time, varies over time)
BA/BS degree, or equivalent experience
Preferred Qualifications
Online and/or high tech advertising experience
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