Sales Director, New Business

DEPARTMENT: Revenue

REPORTS TO: Revenue Leadership

LOCATION: Remote - Must be authorized to work in and be located within the US

About Statara

Statara is an outcomes-focused data, technology, research, and media company. We help clients identify and understand the audiences that matter, translate insight into strategy, activate campaigns across channels, and measure what works. By connecting proprietary data, audience intelligence, research, and digital media buying, Statara helps clients make smarter decisions, spend more effectively, and achieve measurable business, marketing, and advocacy goals.

Role Overview - Net New logos and Full-Cycle Business Development

The Sales Director is a quota-carrying individual contributor responsible for driving revenue through net-new client acquisition. With no direct reports, this role independently develops and executes a sales approach, personally originating and closing a range of opportunities, including complex, multi-stakeholder pursuits. The Sales Director builds senior buyer relationships, shapes deal strategy and commercial structure with internal experts, and sells individual offerings or integrated solutions based on client needs. The role operates with limited day-to-day direction and helps turn successful market and sales approaches into repeatable practices.

REVENUE ACCOUNTABILITY
New-client revenue is the primary measure of success. This role carries an individual new-business revenue goal and is expected to consistently meet or exceed annual and quarterly targets. Additional measures include personally originated pipeline, forecast accuracy, sales-cycle progression, and the quality and durability of new client relationships.

Key Responsibilities

Revenue Growth and Pipeline Ownership

• Own and deliver against an annual net-new revenue target, with clear quarterly milestones and activity expectations.

• Build, manage, and advance a healthy pipeline sufficient to support revenue goals and reduce dependence on a small number of opportunities.

• Create new opportunities through an existing network, targeted outbound prospecting, referrals, partnerships, events, and inbound lead follow-up.

• Maintain accurate opportunity stages, next steps, close dates, probabilities, and revenue forecasts in the CRM.

• Review performance regularly and adjust account, territory, and prospecting strategies when results are off plan.

Consultative Selling and Deal Leadership

• Lead discovery with prospective clients to understand business objectives, audiences, constraints, buying processes, and success measures.

• Translate client needs into the right individual offering or integrated solution across insight and research, data and audience strategy, digital media buying, campaign activation, and measurement.

• Independently lead opportunities from prospecting through close, including complex, multi-stakeholder pursuits, proposals, presentations, RFP responses, negotiations, and contract progression.

• Build trusted relationships with senior-level buyers and navigate multiple stakeholders throughout the sales cycle.

• Shape deal strategy, scope, pricing, and commercial structure with internal experts, while ensuring all commitments follow established approval requirements before close.

Commercial and Solution Fluency

• Speak credibly about Statara’s data, research, audience intelligence, digital media, activation, and measurement capabilities, and determine when an individual offering or integrated solution best fits the client’s needs.

• Guide client conversations across data and audience strategy, research and insights, programmatic display, CTV/OTT, online video, streaming audio, native, mobile, and related solutions.

• Connect solution recommendations and measurement approaches to the client’s business, marketing, or advocacy objectives and meaningful outcomes.

• Partner with data, research, media, analytics, and other subject-matter experts as needed; hands-on platform operation is not required.

Cross-Functional Leadership and Handoff

• Partner with Insights, Data, Research, Media, Activation, Finance, and Revenue Operations to shape compelling and deliverable solutions.

• Coordinate internal resources and decision-making for major pursuits without creating unnecessary process or delay.

• Complete a clear handoff covering approved scope, pricing, delivery commitments, success measures, ownership, and next steps, and provide appropriate transition support to delivery and account teams.

• Remain appropriately involved during transition to preserve client confidence, while recognizing that ongoing account management and delivery are not core responsibilities of the role.

Market Development

• Represent Statara externally with credibility and confidence in priority markets and professional networks.

• Identify market trends, unmet client needs, partnership opportunities, and feedback that can inform Statara’s offerings and go-to-market strategy.

• Contribute to sales playbooks, messaging, case studies, and repeatable approaches that improve team performance.

How Success Will Be Measured

• Achievement of annual and quarterly net-new revenue goals.

• Consistent qualified pipeline coverage and creation of new opportunities.

• Forecast accuracy and disciplined progression of opportunities through the sales process.

• New-client quality, revenue durability, and successful transition from sale to delivery.

• Contribution to Statara’s market presence, partnerships, and repeatable sales practices.

What We Value

• A results-oriented seller who takes ownership of commitments and follows through.

• A consultative approach that starts with client goals rather than a predetermined product.

• The ability to connect data, research, media strategy, and measurement into a clear client solution.

• Strong collaboration, sound judgment, transparency, and disciplined use of CRM and forecasting processes.

Requirements

7+ years of consultative B2B sales or business development experience, with a record of meeting or exceeding revenue goals.

• Demonstrated sustained success personally sourcing, originating, and closing net-new clients, including complex, multi-stakeholder opportunities.

• Strong knowledge of digital media buying, ad tech, programmatic, campaign strategy, reporting, optimization, attribution, and measurement. Hands-on platform operation is not required.

• Ability to sell integrated solutions involving data, research, technology, media, analytics, or strategic services.

• Executive presence and strong written, presentation, negotiation, and relationship-management skills.

• Disciplined CRM use, pipeline management, and revenue forecasting.

Preferred Qualifications

• A relevant professional network and demonstrated ability to develop new buyer relationships that support early pipeline development.

• Experience with audience data, identity resolution, research, polling, or outcome-based measurement.

• Experience leading RFPs and large, integrated pursuits.

Benefits

We believe that a diverse, inclusive staff is a fundamental strength. We’re committed to hiring people of all races, ethnicities, religions, ages, sex, genders, sexual orientations, and gender identities. Women, people of color, LGBTQ+ individuals, and members of untapped groups are strongly encouraged to apply and are welcome on our teams.

We are committed to providing reasonable accommodations throughout the hiring process and employment. If you require an accommodation to apply for or interview for this position, please let us know.

We encourage candidates to apply even if their experience does not align perfectly with every qualification listed.

COMPETITIVE COMPENSATION

Including a 401(k) with generous company matching.

100% REMOTE WORKING OPPORTUNITY

Always have been and always will be.

TOP-NOTCH MEDICAL COVERAGE

Domestic-partner inclusive, health, dental, vision, life, cancer coverage, and long-term disability insurance for you and your dependents.

GENEROUS PAID TIME OFF

23 days of PTO per year. We believe in work-life balance and encourage you to use your time off.

PAID PARENTAL LEAVE

10 weeks of fully paid time off. All genders qualify equally, and the policy includes adoptions.

EMPLOYER PAID VIRTUAL CARE

All full-time employees have access to convenient, 24/7 virtual care, including virtual primary care, urgent care, and behavioral health services at no cost