Director of Sales

📋 Description

• • Own the entire Sales Development & Inside Sales function for iHeartMedia’s St. Petersburg hub, reporting directly to the VP of Inside Sales and steering a team whose pipeline feeds every major revenue stream in America’s #1 audio company.
• • Architect and execute a scalable, data-driven strategy that turns cold leads into multi-million-dollar campaigns across broadcast radio, streaming, podcasting, and live events—touching 90 % of U.S. consumers monthly.
• • Define aggressive yet attainable quarterly and annual targets, then build the KPI framework (SQLs, conversion rates, average deal size, sales-cycle length) that keeps every rep laser-focused on measurable growth.
• • Recruit, interview, and onboard top-tier SDRs and inside-sales account executives; craft individualized ramp plans that cut time-to-productivity by 30 % while maintaining 100 % CRM hygiene in Salesforce, Groove, and Chorus.
• • Design and continuously refine call scripts, email cadences, and AI-powered sequences that lift lead-to-opportunity conversion above industry benchmarks, leveraging real-time conversation intelligence to A/B test messaging daily.
• • Partner with Marketing to launch integrated campaigns—webinars, tent-pole events like the iHeartRadio Music Festival, and targeted ABM plays—that flood the funnel with high-intent prospects and create co-selling moments.
• • Build a transparent, incentive-rich culture: tiered SPIFFs, President’s Club trips, and gamified dashboards that celebrate wins publicly and drive friendly competition across pods and geographies.
• • Forecast revenue with CFO-level accuracy; translate pipeline health into board-ready reports that inform budget allocation, head-count planning, and product roadmap priorities.
• • Create a continuous-learning engine: weekly call-clinics, monthly win-loss reviews, and quarterly certification tracks that keep the team fluent in emerging audio ad-tech, attribution science, and vertical-specific pain points.
• • Serve as executive escalation point for high-value prospects, stepping in to negotiate complex, multi-platform packages that span on-air talent endorsements, podcast host-reads, and experiential activations.
• • Champion diversity, equity, and inclusion inside the sales org—ensuring hiring panels, comp plans, and promotion paths reflect iHeartMedia’s commitment to mirror the communities we serve.
• • Collaborate with Product, Data Science, and Revenue Operations to pilot beta features—dynamic ad insertion, audience-graph targeting, and real-time attribution—turning early adopters into case-study success stories.
• • Instill a customer-obsessed mindset: mandate post-sale check-ins, NPS tracking, and cross-functional QBRs that deepen relationships, reduce churn, and unlock upsell paths worth 25 %+ incremental ARR.
• • Travel as needed (up to 20 %) to regional offices, client summits, and marquee events, representing the inside-sales organization as a visible, inspirational leader who embodies iHeartMedia’s culture of curiosity and respect.