Senior Director, Sales Engineering

Job description

**Samba is a media intelligence company. We know what the world is watching, reading, and thinking about — in real time, at scale, across every screen. Our data exists with the consent of over a billion people, organized into the most complete picture of consumer attention ever built. The biggest brands in the world use that picture to make smarter decisions. We think it’s the most interesting data asset on the planet, because it’s the most culturally relevant.** The **Sr. Director, Sales Engineering** will play a key role in driving Samba TV’s sales and revenue efforts by combining technical expertise with consultative selling strategies to position our enterprise products as trusted solutions for clients. This individual will empower sales teams to close deals effectively while emphasizing the measurable value of Samba TV’s offerings in Media Activation, TV measurement, planning, tune-in analysis, and outcomes-based strategies. They will own the global Sales Engineering function that powers Samba TV’s enterprise growth. Set strategy, lead a high-performing team, and turn complex data and measurement products into clear business value for C-suite buyers. This role requires a balance of technical skill, consultative sales ability, and a client-focused approach. The ideal candidate will be instrumental in shaping sales conversations, demonstrating how Samba TV’s products solve critical business challenges and deliver ROI while building strong client relationships. ### What You'll Own - **Strategy & Ops:** Define SE charter, org design, coverage model, and annual plan. Manage headcount, budget, and capacity. - **Leadership:** Hire, develop, and lead managers and senior ICs across regions. Build career ladders and coaching rhythms. - **Revenue Impact:** Lift win rate, shorten cycles, and raise ACV. Run value engineering, ROI models, and deal reviews. - **Standards & Quality:** Ship reference architectures and solution patterns for activation, measurement, tune-in, and outcomes. - **Governance:** Oversee security, privacy, and clean-room standards. Partner with Legal/InfoSec on enterprise diligence. - **Exec Selling:** Lead C-suite workshops and POVs. Navigate procurement and complex redlines with clear trade-offs. - **GTM Alignment:** Shape pricing/packaging, partner strategy, and lighthouse plays with Sales, Product, and Marketing. - **Roadmap Influence:** Translate field signals into product bets with Product and Data Science; validate through POCs. - **Enablement at Scale:** Build discovery guides, objection handling, demo paths, and certification for AEs/CSMs. - **Ecosystem:** Deep alignment with clouds, clean rooms, CDPs/DSPs, and data partners to unlock scale. ### What You'll Do - Own SE pipeline influence and forecast hygiene; run stage-gates and technical close plans. - Lead executive narratives on TV measurement, tune-in, planning, and outcomes. - Ensure smooth integrations (APIs, clean rooms, SQL/ETL, AWS/Azure/GCP). - Partner with CS on handoffs and time-to-value; reduce post-sale risk. - Represent Samba at industry events and with strategic accounts. ### Who You Are - 12-15+ years in AdTech/MarTech/Measurement; 5+ years leading managers. - Track record influencing $20M+ ARR and closing complex enterprise deals. - Fluent in measurement frameworks, clean rooms, identity, and TV outcomes. - Working knowledge of APIs, SQL, ETL, and major clouds. - Crisp communicator with strong executive presence and negotiation skills. - Builder’s mindset. Scales teams, process, and quality. - Trusted partner to Sales; decisive, data-driven, and calm under pressure. - High empathy for clients; simplifies the complex. - Bachelor’s degree required; Master’s is preferred #LI-AH1