Senior Vice President of Sales, Morning Brew
$300k
Plus commission
Expert level
New York
Online media and newsletter publication
Open for applications
Online media and newsletter publication
201-500 employees
B2CLifestylePublishingContentDigital Media
Open for applications
$300k
Plus commission
Expert level
New York
201-500 employees
B2CLifestylePublishingContentDigital Media
Company mission
Morning Brew's mission is to help the business leaders of tomorrow become smarter in minutes.
Role
Who you are
- This role must be a strong coach personality who does not shy away from details and respects the operational side of sales that will make their teams successful
- We are seeking a proven leader with experience fighting and winning within a direct ad sales business to sit at the top of this org and ensure we realize the full potential of our business
- For this role, we have a strong preference for employees who can work from our Morning Brew HQ in NYC
- 12+ years of digital media ad sales experience with at least half of that in a leadership position
- Deep experience with “non traditional” media products that are sold directly to partners - including newsletters, podcasts, events, social, custom content, and multiple formats of video
- A true appreciation of 1st party data and owned audiences, as well as data-targeted publishing and marketing best practices
- Proven track record of exceeding targets in difficult macro environments, driving performance from teams with varying degrees of experience, and creating a culture of success within the sales org
- Complete understanding of the sales cycle for consultative, direct ad sales businesses similar to Morning Brew and experience optimizing every stage of that funnel. Both with agency partners and brand direct relationships
- Genuine respect for data and how it drives our business. Excellent analytical skills that will allow data-driven decisions based on the ongoing intel provided by finance, data & insights, pricing & packaging, and other internal teams
- Experience partnering with sales enablement teams to establish and maintain required tools and processes that drive sales performance. Respect for and personal contribution to these technical sales ops aspects of the org
- Personal involvement in sales forecasting processes that are based on a complex set of internal and external factors - quantified in an accurate way that can roll up to larger corporate goals
- Unquestionably strong presentation skills and a history of leading client presentations, meetings, and events that resulted in new business conversions
- Respected executive communicator with a proven ability to build buy-in for recommendations across all departments and levels of the organization
- Strong existing relationships and good standing with relevant clients and agencies
- A proactive, go-get-it sales approach that does not rely on inbound interest or existing relationships to hit goals
- At a stage in your career where you have extensive experience and playbooks to share with a company focused on growth, but not so senior that you rely on others to do all of the work required to execute those playbooks. Hands on, in the fight with the troops, approach. Inspire through action and output
- Leadership style that people follow because they believe in the mission being shared, the “WHY”, and feel supported on a daily basis by your words and actions
- Constantly in pursuit of the truth. Working to find the facts in every situation and make sound leadership decisions based on the information available
- Wake up everyday aware and concerned with the numbers and what they tell us. Using them to optimize today and plan for tomorrow
- Genuinely interested in the career progression of every member of the sales org and supporting their longevity at Morning Brew. Simultaneously, in tune with the personal contributions of adjacent team members, respectful of their jobs and how sales decisions may impact them
- Character and integrity rank pretty high on the list. Our team is guided by our core values:
What the job involves
- The Senior Vice President of Sales will provide leadership to the entire Morning Brew sales org, including four verticalized teams that each have unique opportunities for growth within their respective B2C and B2B verticals
- The SVP will be responsible for directing day-to-day operations of the sales org, setting the tone for 20+ sellers on a daily basis, and working seamlessly with adjacent departments such as pricing & packaging, account management, analytics, finance, GTM and our various content teams
- Reporting into the Chief Operating Officer, this role will have ownership over all direct ad sales efforts at Morning Brew in partnership with a group of direct reports who currently oversee the verticalized sales teams
- Above all else this role is accountable for the sales org driving revenue growth and hitting goals. Hard stop
- Responsible for leading direct ad sales across a diverse portfolio of media franchises, content mediums, products within those mediums, audience segments engaging across the portfolio and being sold by a mix of B2C and B2B verticalized sales teams
- Pursue multiple paths to each quarterly goal through steady optimizations and course correction - with a heavy emphasis on prospecting and driving healthy new business that will renew and grow with us
- Own the overall well being of sales org personnel. Including hiring, onboarding, account assignments, compensation planning, ongoing training, coaching and mentorship, as well as discipline and terminations
- Quarterback sales forecasting exercises in partnership with finance, executive leadership and other rev ops teams to ensure we are setting accurate targets and marching towards them
- Manage the overall rhythm of business for the sales org. Such as leading weekly team meetings, establishing ongoing tracking and reporting cadence, setting expectations on everything from pipeline development and pacing to seasonal competitions and incentives
- Ensure that every sales rep has an accurate understanding of how to build campaigns and package together our products into the most effective program for each client
- Drive a sales team culture that respects the value of consistent training and sees it as a helpful tool rather than a burden. Use training to preemptively solve knowledge gaps for the team and proactively pursue new opportunities that arise
- Champion internal collaboration with all the adjacent groups in our business that directly impact sales performance in one way or another, be their ally, be the liaison between them and our reps, ensure mutual respect and high expectations across all involved
- Act as a primary external representative for Morning Brew’s revenue efforts within client meetings, industry events, speaking engagements, press opportunities and other occasions where your voice could create increased interest in our marketing capabilities that lead to sales conversions
Our take
The last few years have seen a flurry of newsletters start up and rise to prominence. The pivot away from news outlets towards alternative content production sites like Substack, and the consumer pursuit of more personal brand engagement have all made newsletters a lucrative business proposition. Buoyed up by this trend is Morning Brew, a daily business summary newsletter.
Recently, Morning Brew’s subscriber count has been rising increasingly fast, topping 4 million at the time of writing. The founders put this down to its 2020 acquisition by media behemoth Insider, following which the headcount more than quadrupled, and new channels like a podcast, YouTube, and an education product have been added to the Morning Brew output.
The company is now looking to expand to cover news across more industry verticals, and it has the security, engagement, and means to do so with confidence. In 2023, it acquired the short-form business news video platform Our Future to expand Morning Brew product offerings.
Steph
Company Specialist
Insights
Few candidates hear
back within 2 weeks
-15% employee growth in 12 months
Company
Funding (1 round)
Jan 2017
$0.8m
SEED
Total funding: $0.8m
Company benefits
- Unlimited sick and vacation time
- Work from home, work from the office, work from the moon — you decide
- 401(k) with employer match
- Premium healthcare plans
- Annual learning credit: Want to learn something new? We'll pay for it
- Generous paid parental leave and fertility coverage for eligible employees
- Short and long-term disability covered 100% by us
- WFH stipend
Company values
- Respectful Candor - We believe that engaging in timely, constructive, and open discourse is an act of respect that makes for a more transparent and productive work environment
- Empathy - We establish a strong partnership of trust with our co-workers and partners. We build human connections in order to understand each other
- Inclusivity - We strive to celebrate and welcome people of diverse backgrounds and cultures. Differing perspectives help us make better decisions and have more fulfilling experiences
- Curiosity - We learn every day through deliberate inquiry and exploration. We re-examine assumptions to be a better company, offer better products, and become better colleagues
- Accountability - We celebrate our successes and own our failures. Taking responsibility for our actions allows us to learn from our experiences
- Bias Toward Action - We know speed matters in business so we embrace quick and calculated risk-taking. We understand that many actions are reversible and therefore we are solutions-oriented, even when facing obstacles and challenges
- Challenger Mentality - We don’t allow ourselves to be comfortable with our success. We are hungry to become the best and create more value for our audience
- Clarity of Purpose - We understand the “why” in our work, which helps us to operate at our highest level of performance and efficiency
Company HQ
Midtown Manhattan, New York, NY
Articles
Leadership
Austin Rief
(CEO)Following a finance degree, began his career as an analyst at Moelis & Company - before rapidly pivoting to begin Morning Brew.
Alex Lieberman
(Executive Chairman)Previously a trader with Morgan Stanley - now also serves as an advisor and investor at various startups including Something Navy, The PepTalk Co., and MicroAcquire. Also hosts Morning Brew's Founder's Journal podcast.
Salary benchmarks
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Diversity, Equity & Inclusion at Morning Brew
- As a rapidly growing media company, Morning Brew is seeking to prioritize diversity, equity, and inclusion through all of its operations—from recruitment to revenue partnerships to editorial content—to create an inclusive workplace that holds true to our values, no matter the size.
- Here at Morning Brew, we are proud of our membership and affiliation with diversity talent networks such as Mogul, Jopwell, Rise, and PinkJobs.
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