VP Sales Strategy & Operations

Описание вакансии

GumGum is The Mindset Company™ transforming advertising. We’re an advertising technology company delivering results by matching brands with people in the right mindset in the moments that matter. Our platform is powered by the Mindset Graph™, our AI-driven data engine that processes billions of real-time contextual, creative, environmental, and historical signals to match every ad with the most receptive audience. The result is advertising that drives meaningful outcomes for advertisers and publishers, and is more relevant for consumers.

We were founded in 2008 and are headquartered in Santa Monica, California, operating in over 19 markets across North America, Europe, Japan, and Australia.

Our principles guide our work every day and are as follows:

• Customer-Obsessed: We’re focused on advertising solutions that solve needs and drive success for clients and partners.
• Make it Happen: We have a bias for action and take ownership to deliver results.
• Always Innovate: We push boundaries with creativity and technology.
• Foster Belonging: We ensure colleagues feel included, supported, and empowered to thrive.

To be a part of The Mindset Company™ transforming advertising, please visit www.gumgum.com/careers.

GumGum is looking for a Vice President, Sales Strategy & Operations to serve as the CRO’s senior operating partner and the architect of our revenue engine. This is a hands-on, systems-oriented leadership role — not a quota-carrying or corporate strategy position. You’ll be responsible for designing, scaling, and continuously improving how revenue is planned, sold, measured, and grown across regions, products, and customer segments.

You’ll translate company priorities into clear, executable go-to-market frameworks and ensure those frameworks are consistently applied across the global sales organization. Success in this role means consistency, speed of execution, reduced friction, and increased confidence in the revenue model.

Note: GumGum fosters a flexible hybrid work environment, offering GumGummers the ability to work in-office and remotely/from home. This role is based in New York, NY.

What You'll Own

Revenue Operating Model & GTM Architecture

• Own the design and evolution of GumGum’s revenue operating system
• Define and maintain the global GTM model across brand vs. agency, managed vs. programmatic, and regional variations (NA, EMEA, JAPAC)
• Drive sales strategy execution — market and segment focus, coverage models, regional priorities — in partnership with the CRO
• Translate company priorities into clear GTM rules, guardrails, and operating principles
• Ensure GTM decisions are executable in Salesforce, comp plans, and seller workflows
• Document and socialize GTM frameworks so they are applied consistently across the organisation

Sales Planning, Quotas & Incentives

• Lead annual and quarterly sales planning in partnership with the CRO and Finance
• Design quota-setting methodologies that reflect market dynamics, account mix, and seller roles
• Build data-backed models to evaluate scenarios, tradeoffs, and risks for executive decision-making
• Partner with Compensation and Finance on incentive design, quota allocation, and reallocation frameworks
• Ensure plans are motivating, fair, economically sound, and defensible

RevOps & Sales Operations

• Partner with SalesOps to ensure Salesforce and related tools reflect GTM rules and planning decisions
• Ensure reporting and dashboards support decision-making, not just activity tracking
• Drive operational consistency across regions while accommodating necessary local nuance

Cross-Functional Revenue Alignment

• Serve as the connective tissue across Revenue, Finance, Product, People Ops, Marketing, and BizOps
• Partner with Product Marketing on GTM readiness, packaging, and launches
• Work with Finance on pricing, discounting, and deal economics
• Partner with People Operations on sales role design, incentive alignment, and org evolution
• Drive decisions to closure and ensure execution follows agreed standards

Commercial Frameworks & Deal Support

• Establish scalable frameworks for complex and non-standard deals — trading, large partnerships, and true exceptions
• Manage guardrails around incentives, discounts, and value exchange
• Translate learnings from exceptions into system-level improvements

What We're Looking For

Experience

• 12–15+ years in revenue strategy, sales operations, GTM, or management consulting, including VP/SVP-level experience
• Background in ad tech, media, SaaS, or complex B2B platforms
• Demonstrated success designing and scaling revenue operating models
• Track record of building operating frameworks that function effectively without ongoing personal intervention
• Prior experience partnering closely with RevOps/SalesOps teams strongly preferred
• Consulting or internal transformation background is a plus

Skills & Capabilities

• Ability to lead senior sales leaders through complex change, challenge legacy practices, and drive alignment
• Strong analytical and systems-thinking mindset
• Deep understanding of sales behaviour, incentives, and operating models
• Ability to simplify complexity into clear rules and frameworks
• Credible communicator with senior sales, finance, and product leaders
• Comfortable operating in matrixed environments with clear accountability
• Low ego, high conviction — brings clarity to ambiguity and structure to complexity

What We Offer

At GumGum, competitive base pay is a part of a total rewards package which also includes benefits, an emphasis on recognition, development, and wellness. The reasonable estimated base pay range for this role is from *242,000 - 273,500**annually.*  The actual amount may be higher or lower. Individual compensation will vary based on factors including, but not limited to, relevant qualifications, work location, and labor market conditions.

The total rewards package offered also includes an employer-matched 401(k) retirement plan, and depending on the role, participation in a bonus, commission, or stock incentive program. Your recruiter can share more specifics during the hiring process. Learn more about our U.S. benefits & perks package at gumgum.com/benefits.

Awards

• 2025 & 2026 Digiday Media Awards Europe Best Contextual Targeting Offering
• 2025 AdExchanger Awards AI Innovators, Technology & Service Provider, Finalist
• 2025 MARKETECH APAC Marketing Technology Awards Silver Winner for Best Contextual Advertising Tech Platform
• 2025 Inc. B2B Power Partner
• 2025 ExchangeWire The Wires Global Best Client Services team winner (GumGum UK)
• 2025 and 2026 BuiltIn Best U.S. Midsize Companies to Work For

DEIB and EEO Statement

GumGum is proud to be an equal opportunity employer. We're committed to creating a workplace where people feel respected, supported, and able to do their best work. We believe different perspectives make us stronger and lead to better outcomes—for our teams, our partners, and our business. We strive to build an environment where individuals are treated fairly, opportunities are accessible, and everyone is held to a high standard of respect and accountability.

We're always learning and evolving as a company, and we continue to take thoughtful steps to support our people and strengthen our culture.

Follow Us on Social

• Instagram: @gumgum
• LinkedIn: https://www.linkedin.com/company/gumgum/
• YouTube: @GumGumInc
• TikTok: @itsgumgum