Inside Sales Leader - Sports Technology

Company: Genius Sports

About Genius Sports:
Genius Sports is at the forefront of a new era in sports, combining next-gen technology with live data to create more immersive, interactive, and personalized fan experiences worldwide. Learn more at geniussports.com.

About the Role:
This is an inside-sales leadership position focused on building the foundational elements – playbook, tooling, and cadence – for a high-volume, short-cycle sales team. You will be responsible for driving the sourcing, qualification, pitching, and closing of partner deals via phone, email, and video. Your focus will be on optimizing conversion rates, pipeline velocity, and rep productivity. You'll collaborate closely with Marketing, RevOps, Product, Engineering, and Ad Ops to package and sell our innovative moment products (Full Arc, The Moment, The Fanbase, and the Genius Momentum Score™) into repeatable activation paths.

What You’ll Do:

• Own and exceed inside Channel Partnerships targets, including new partner activations and expansion within the existing mid-market and long-tail partner base.
• Develop the end-to-end inside-sales playbook: defining ICP, outbound cadences, qualification framework, demo motion, pricing guardrails, and contracting templates to close partners rapidly.
• Implement and manage the sales tooling stack: Salesforce, Outreach (or equivalent), Apollo / ZoomInfo, Gong, LinkedIn Sales Navigator, ensuring it serves as the single source of truth for pipeline, activity, and forecast.
• Define necessary sales materials, establish processes with internal support teams, and set sales KPIs.
• Hire, onboard, coach, and retain a high-performing team of sellers.
• Define the leveling, ramp plan, and career path for each team member.
• Set and maintain high standards for activity rigor (dials, emails, demos, opportunities created) coupled with a strong focus on deal quality and conversion rates.
• Partner with Marketing on demand generation, content, and co-marketing initiatives; collaborate with RevOps on dashboards, segmentation, and territory design.
• Manage the CRM and forecasting process with discipline, delivering a forecast accuracy within ±10%.
• Drive key funnel metrics: outbound activity, MQL→SQL conversion, SQL→Opportunity conversion, opportunity win rate, average deal size, and cycle time, aiming for quarter-over-quarter improvement.

What You’ll Bring:

• 8+ years in advertising, ad-tech, or media sales, with a minimum of 4 years leading inside-sales teams or teams carrying a number.
• Demonstrated success in building or scaling an inside-sales engine within ad-tech, SaaS, or media, including playbook design, cadence operations, tooling stack implementation, and rep ramp programs.
• Proven track record of driving high-volume, short-cycle commercial deals (weeks-to-months) and developing reps who consistently hit quota.
• Fluency in modern sales tooling: Salesforce, Outreach or Salesloft, Apollo or ZoomInfo, Gong or Chorus, LinkedIn Sales Navigator.
• Working knowledge of the modern media stack (programmatic, CTV, social, addressable, identity/data, attention/measurement) sufficient to qualify partners and coach reps on technical conversations.
• Operating discipline: forecast accuracy, CRM hygiene, pipeline math, and a clear point of view on essential metrics (activity, conversion, velocity, win rate).

Bonus Points:

• Experience selling sports media, sports data, or fan-engagement products within the ad-tech ecosystem.
• Prior experience scaling an inside team alongside a strategic field team with clear segmentation.
• Background in establishing integrations or curated marketplaces with programmatic platforms.
• Experience hiring and ramping BDRs and inside AEs in the New York ad-tech talent market.

Compensation & Benefits:

• Annualized base salary: $220,000 - $240,000 USD.
• Eligibility for additional variable compensation.
• Eligibility for Genius Sports Group’s benefits plan.
• Commitment to supporting employee wellbeing and professional growth.

Culture:

• 'Office-first' culture emphasizing collaboration, connection, and learning.
• Hybrid working models vary by role and location.
• Values: One team, being brave, driving change.
• Commitment to an inclusive working environment where everyone feels a sense of belonging and can make a difference.

Note: Please inform us during your application if you require any assistance during the recruiting process due to a disability.