Director of GTM Operations

Samba TV tracks streaming and broadcast video across the world with our proprietary data and technology. We are on a mission to fundamentally transform the viewing experience for everyone. Our data enables media companies to connect with audiences for new shows and movies, and enables advertisers to engage viewers and measure reach across all their devices. We have an amazing story with a unique perspective on culture formed by a global footprint of data and AI-driven insights.

As Director of GTM Operations at Samba TV, you’ll manage the operations of our revenue teams, ensuring smooth workflows that help enable and empower Sales and Sales Support functions. You’ll work closely with other members of the Revenue Operations Team, Sales, and Sales Support Leaders, Marketing and Finance to help optimize our go-to-market processes. This is a pivotal role to help unlock our client-facing teams to spend their time driving revenue and supporting clients.

Requirements: must live within 50 miles of a Samba Office in NYC. Required in office 3 days a week (Tuesday-Thursday) with a possibility of increasing in the future.

• Operational Excellence:
• Identify bottlenecks in the sales process and implement solutions for efficiency
• Support pricing, compensation, and incentive design for the sales team
• Drive continuous improvement in GTM productivity and execution

• GTM Strategy & Alignment:
• Partner with the Director of Sales Enablement and Sales leadership to define and optimize the GTM motion within Salesforce
• Support new product launches by building out appropriate quote to cash processes

• Revenue Operations: InfrastructureOwn and optimize the CRM (e.g., Salesforce, Gong) and related GTM tech stack.
• Build scalable processes for revenue tracking,  pipeline management, forecasting, account mapping, and reporting

• Data, Insights & Forecasting:
• Develop and maintain dashboards and reporting for the executive team and board
• Provide data-driven insights into pipeline health, sales activity,  and revenue performance
• Establish and enforce data hygiene standards across systems

• Cross-Functional Collaboration:
• Partner with Marketing on lead generation and campaign attribution.
• Support Customer Success in upsell/renewal motion and client health metrics

• Curious – Always learning, humble when you don’t know something, and eager to improve
• Proactive – You see opportunity in every challenge and work fast to deliver value to clients
• Collaborative – You’re a team player who thrives in a fast-paced, cross-functional environment
• Self-Starter - You seek out opportunities to solve problems instead of waiting to be told what to do
• Communicative - You overcommunicate to ensure your stakeholders are aligned with expectations
• Ownership - You take Ownership in your roles and responsibility and can be counted upon to deliver

• 5–10 years of experience in sales operations, revenue operations, strategy operations roles
• Experience overseeing Salesforce and managing a team
• Salesforce Certifications are not required but deep understanding of Salesforce capabilities is a must
• Strong proficiency and understanding of go-to-market sales process
• Experience creating and managing compensation plans and calculating commission payouts
• Strong understanding of the Ad Tech and Media landscape specifically Audience and Measurement
• Deep understanding of the digital advertising and programmatic ecosystem
• Strong communication and problem-solving skills with a proactive, collaborative approach
• CRM and project management tool proficiency (Salesforce, Jira, Asana, Trello, etc.)
• Strong Excel skills (SUMIFS, INDEX MATCH, pivot tables, VLOOKUP); 
• BA/BS with a focus on marketing, business, data, or related experience

Samba TV is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.  We strive to empower connection with one another, reflect the communities we serve, and tackle meaningful projects that make a real impact.

Samba TV may collect personal information directly from you, as a job applicant, Samba TV may also receive personal information from third parties, for example, in connection with a background, employment or reference check, in accordance with the applicable law. For further details, please see Samba's Applicant Privacy Policy. For residents of the EU , Samba Inc. is the data controller.