Vertical Lead
We’re looking for a Vertical Lead to lead a dedicated vertical business within our revenue organization. This role is responsible for owning revenue performance for a category of advertisers, driving new business growth, customer retention, and expansion, and leading a team of Account Executives and Customer Success Managers across the entire customer journey to meet a quarterly revenue target. This is a highly strategic, hands-on leadership role for someone who combines strong sales and customer success leadership with deep customer understanding, operational rigor, and vertical-market expertise.
What You’ll Do
Own a vertical business end-to-end, including revenue performance, growth strategy, customer acquisition, retention, and expansion.
Lead and develop a team of Account Executives and Customer Success Managers, providing coaching, accountability, and career development.
Establish team operating cadence, performance expectations, forecasting discipline, and pipeline management practices, including regular reviews of customer health, retention risks, and expansion opportunities.
Coach teams through complex sales cycles, customer onboarding, campaign performance discussions, customer retention risks, and account expansion opportunities.
Shape and refine sales pitches and customer value stories tailored to the needs, priorities, and challenges of the vertical.
Drive a consultative, customer-first approach to selling and account management, grounded in vertical expertise and full-funnel storytelling.
Guide Customer Success Managers in translating campaign performance and measurement insights into clear recommendations that support customer goals and long-term investment.
Ensure Sales and Customer Success stay aligned on customer expectations, onboarding priorities, and account strategy throughout the customer journey.
Partner cross-functionally with Marketing, Product, Operations, and Revenue Enablement to improve customer outcomes and unlock revenue growth.
Develop deep expertise in MNTN’s platform and products to inform customer strategy, identify opportunities to scale investment, and mitigate churn risk.
Provide thought leadership around account planning, book of business management, pitching strategy, and long-term customer growth.
Maintain a strong understanding of market trends, competitive dynamics, and emerging opportunities within the vertical.
Own forecasting accuracy, pipeline health, and overall book of business strategy for the team, consolidating team updates into clear summaries for the Head of Industry that highlight revenue projections, key risks, growth opportunities, and recommended actions
What Success Looks Like
The vertical consistently meets or exceeds revenue targets through new business, retention, and expansion.
The team maintains accurate forecasts, healthy pipeline coverage, and actionable account plans.
Customer risks are addressed early, and adoption and expansion recommendations are tied to customer goals and performance.
Vertical-specific pitches and customer strategies drive stronger win rates, engagement, and long-term advertiser relationships.
Account Executives and Customer Success Managers grow in performance, judgment, and ownership.
What We’re Looking For
5+ years of experience in digital advertising, media sales, adtech, or SaaS, including experience leading teams across sales and customer success.
A track record of meeting or exceeding revenue targets across new business, retention, and expansion.
Experience leading consultative sales and strategic account management with mid-market and/or enterprise advertisers.
Ability to coach teams across the customer journey, from complex sales cycles and onboarding to performance challenges, retention, and growth.
Strong understanding of performance marketing, digital advertising, and full-funnel measurement, with the ability to translate results into clear customer recommendations.
Strong analytical and operational skills, including forecasting, pipeline management, and account prioritization.
Clear communication, strong people leadership, and the ability to work effectively across functions.
Curiosity about customer needs, industry trends, and evolving advertiser priorities.
Experience working with advertisers in the Technology vertical strongly preferred.