Job Description

Who We Are

Night Market is an affiliate of Horizon Group. Night Market is a new breed of agency designed to drive communication to commerce across DTC, retail, marketplaces, social, gaming, immersive, and omnichannel-what we call the pervasive store. Through our integrated, end-to-end solutions encompassing media, content & creative, customer experience (CX), digital transformation (DX), retail operations, and advanced analytics & modeling, we help clients architect, build, and orchestrate cohesive experiences--across time, spaces, and places--to drive brand to basket. Founded in 2020 with a focus on being a strategic business partner and a business driver as much, if not more, than an agency.

NEON, which was officially launched as a standalone SaaS platform and service in June 2024, is an AI-powered, end-to-end retail media and digital storefront recursive optimization platform. It utilizes an ensemble of macro (spends and returns) and micro (tactical yield maximization) performance optimization models to continuously identify the best opportunities for growing true incremental sales with an accuracy of 97.5%. NEON's proprietary incrementality measurement generates a neutral and standard ROI, not just media attributed ROAS, thus revealing the true ROI. It recommends daily and weekly optimization adjustments, down to the keyword level, which can be made directly into retail media networks, commerce media networks and campaign management platforms. At a macro level, its ROI predictions are highly aligned with MMM providers to enable accurate campaign planning, goal tracking, budget reallocations, and JBP negotiations. From $250M+ in retail media spend across CPGs, beauty, electronics, home-goods, and insurance brands, NEON has helped clients achieve an 18% increase in incremental revenue on the same media investment.

At Night Market and NEON, we understand the value that different perspectives can bring to our clients and culture, so we strive for an environment where our employees feel welcomed, safe and empowered. We value you and believe that your authentic voice and unique perspective allows us to create a more rewarding culture, and experience, together.

Our simple recipe for success? We hire talented people (thinkers, doers, dreamers, makers), challenge them and give them every opportunity to grow.

There is no such thing as the perfect resume, or someone that checks every box. At Night Market, we are generous with our time and knowledge, and always ready to teach. So however, you identify and whatever background you bring with you, please apply if this is a role that would make you excited to come to Night Market help us accelerate growth.

Job Summary

To drive growth and propel Night Market and NEON to new heights of success, we are looking for someone to lead Night Market's and NEON's sales function. We are seeking a dynamic, hardworking and results-oriented sales executive with superb energy, passion and experience with a "roll up their sleeves" mentality to cultivate a robust pipeline of opportunities and drive top-line revenue growth through new customer acquisition using a consultative, solution and value-based selling approach.

We're looking for someone that has a strong, established network of contacts (i.e., large rolodex) of brand marketing decision makers (NOT an agency or tech) that they can call upon. The successful candidate will be a motivated 'hunter' with a successful track record of pipeline generation (finding, qualifying, selling, and closing) through an outbound engagement model.

The role will report into the Chief Business Officer (CBO) and will work alongside the CBO, President, and SVP of sales on ideas and strategies to grow pipeline.

Key Responsibilities & Focus areas:

Sales Growth
Sales Targets & Goals
Sales Strategy & Business Development
Direct Pipeline Development & Management
Prospecting & Pipeline Management
Sales Performance & Reporting
Sales Process Management & Methodology
CRM Management
Market Research & Insights
Collaboration
Performance Metrics & Reporting
Project Management
Sales Collateral
Contract Negotiation
Product Knowledge

What You'll Do

Formulate and execute sales strategies resulting in prospecting, lead generation and new customer acquisition (net new logos) to achieve revenue targets and market penetration goals
Work autonomously (i.e., as individual contributor) to cultivate a robust, high-quality net new pipeline of opportunities that is sufficient to achieve and surpass quarterly and annual revenue targets
Generate qualified leads and business opportunities through prospecting outbound initiatives like professional networking, cold calling, emailing, and other communication channels
Own the entire sales cycle from prospect identification, lead generation and qualification to contract negotiation, contract review processes and deal closure, ensuring a high conversion rate
Develop a deep understanding of Night Market and NEON and their unique value propositions to effectively communicate its benefits to potential customers
Prepare and deliver product demonstrations and presentations
Conduct prospect (account) research (using LinkedIn, etc.) to identify targets
Effectively articulate contractual, technical, value propositions and competitive differentiation to prospects
Establish and manage a comprehensive prospect database, optimizing CRM (HudSpot) system, and designing targeted outreach campaigns to engage potential customers, ensuring a consistent and effective sales pipeline
Effectively leverage tools (ex. HubSpot, LinkedIn/Sales Navigator, ChatGPT, etc.) to enhance prospect engagement and support lead generation initiatives
Ensure that sales activities and interactions are updated, current, accurate, and tracked in the CRM (prospecting) database
Develop tools, key performance metrics, and systems to monitor and measure performance against the sales process
Compile, clean-up and prepare lists for prospecting activity
Continuously evaluate, improve and optimize (ex. resource allocation, investments, etc.) our pipeline development and sales processes and workflows for increased effectiveness and efficiency
Prepare regular (week, monthly) reports on sales activity and performance (forecasting, pipeline health, etc.) and present to senior management, providing insight into key metrics
Meet weekly with the CBO to communicate progress and issues on sales programs and opportunities
Collaborate with the marketing team to develop targeted marketing (lead generation) campaigns and initiatives to attract and engage prospects
Build out playbooks, processes, scripts, etc. for the next stage of growth
Partner with CBO, President, SVP of Sales, and Finance to develop and manage the sales budget, ensuring that resources are allocated effectively to meet sales targets and support business growth
Collaborate with the NEON product team by providing feedback and insights to shape new tool and product releases
Collaborate with CBO, President, and SVP of Sales to develop effective sales collateral, presentations, and materials that support sales efforts
Stay current with industry trends, competitive landscape, and emerging technologies to inform product development and sales strategies, identify opportunities for growth, stay ahead of the competition and strategically position our solutions
Represent Night Market and NEON at industry events and conferences

Who You Are

Growth mindset
Thrives in a fast-paced, dynamic environment, demonstrating resilience and adaptability
A proactive, go-get-it sales approach
Willing to roll up your sleeves (hands on, in the fight with the troops, approach)
A relentless competitive nature and hunger to win
Out-of-the-box thinker
Believes no ask is too big and no detail too small
Tactical; able to execute at the ground-level
Goal-driven with enthusiasm, adaptability, and a can-do attitude
Wake up every day aware and concerned with the numbers and what they tell us
Nimble and flexible to succeed in a fast-paced environment
Strong work ethic with self-starter; self-motivated attitude
Exceptional time management, organizational and project management skills and ability to manage priorities
Detail oriented with commitment to follow through
Excellent communication and interpersonal skills, with the ability to build strong relationships with prospects, procurement, search consultants, and internal stakeholders
Excellent presentation, negotiation and persuasion skills to drive successful deal closures and establish mutually beneficial partnerships

Preferred Skills & Experience

BA/BS degree or equivalent experience
10+ years of quota carrying sales experience (prospecting, developing, and closing) in marketing services and multi-product business (media, creative, digital experience, digital transformation), new SaaS-based solution sales or similar experience, with at least 6 years in a senior sales leadership role
Proven track record of success in achieving (and surpassing) lead generation quotas and sales targets, contributing significantly to revenue expansion
Strategic, solutions-based enterprise sales experience and revenue achievement selling multiple enterprise offerings to marketing stakeholders
Have a strong, established network of contacts (i.e., large rolodex) of marketing decision makers (NOT an agency) they can call upon
Experience with outbound sales and pipeline management
Experience researching, account planning, prospecting, and cold calling/emailing into accounts
Experience building strategic plans for sales growth and development to drive revenue growth
Proven experience with developing processes (sales playbooks, KPIs, collateral creation, etc.), and executing on sales strategies
Extensive familiarity with using CRM platforms and automated outreach tools (ex. Salesforce, HubSpot, Microsoft Outreach.io, etc.) for sales operations and analysis
Expertise in Microsoft Excel and PowerPoint required

Certificates, Licenses and Registrations
N/A

Physical Activity and Work Environment

N/A

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The statements herein are intended to describe the general nature and level of work being performed by employees and are not to be construed as an exhaustive list of responsibilities, duties and skills required of personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

Horizon Media is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

Salary Range
$200,000.00 - $240,000.00

A successful applicant's actual base salary may vary based on factors such as individual's skill sets, experience, training, education, licensure/certifications, and qualifications for the role. As an organization, we take an aptitude and competency-based hiring approach. We provide a competitive total rewards package including a discretionary bonus and a variety of benefits including health insurance coverage, life and disability insurance, retirement savings plans, company paid holidays and unlimited paid time off (PTO), mental health and wellness resources, pet insurance, childcare resources, identity theft insurance, fertility assistance programs, and fitness reimbursement.

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