VP Sales Strategy & Operations

Overview

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™, an 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.

Responsibilities

• 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 organization.
• 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.
• 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.

Qualifications

• 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.

Benefits

Competitive base pay is 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 $242,000 – $273,500 annually. Individual compensation will vary based on relevant qualifications, work location, and labor market conditions.

The total rewards package also includes an employer‑matched 401(k) retirement plan and participation in a bonus, commission, or stock incentive program. For more details, please refer to GumGum’s U.S. benefits & perks package.

Awards

• 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 & 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.

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