The Insight Collective
VP, Strategic Partnerships
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VP Strategic Partnerships
Location: New York City or US Remote
Reports to: Chief Sales Officer
About the Role
We're launching a new product and need a hands-on sales leader to drive it. What we need is someone who can pick up the phone, run the discovery calls, close the deals, and build a small, high-performing team around themselves as pipeline grows.
You'll carry your own number for this new product area from day one, while managing and coaching a small team of BDRs and Account Executives (2–3 reps) who are doing the same. Think player-coach: roughly 60% of your time spent selling directly to strategic accounts, 40% coaching reps, reviewing deals, and helping close theirs.
This is a great fit for someone who wants to be in the field - someone energized by running their own pipeline, working live deals, and multiplying their impact by developing a small team while working with other sales colleagues across the organization.
What You'll Do
Sell, personally
- Own and carry an individual quota and work on strategic partnership accounts.
- Run discovery calls, build business cases, negotiate terms, and close new business directly.
- Manage your own pipeline with discipline: accurate forecasting, clean CRM hygiene, and realistic stage-by-stage progression.
- Build and maintain relationships with senior buyers (tech marketers) at strategic accounts.
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Lead a small team
- Directly manage 2-3 BDRs and Account Executives.
- Run weekly 1:1s and deal reviews; coach reps live on calls and in negotiations.
- Model the behaviors you want copied - your own pipeline and close rate should set the standard for the team.
- Help onboard and ramp new reps as the team grows.
Execute the existing playbook
- Use the established sales plays, discovery guide, and messaging for this product line.
- Feed practical, field-level feedback to Sales Enablement, Marketing, and Product on what's working and what isn't with real prospects.
- Partner with Marketing on named accounts and target lists for this product area.
Forecast and report
- Deliver accurate weekly forecasts for your individual pipeline and your team's pipeline.
- Flag risk early - slipping deals, stalled accounts, coverage gaps - so the CSO has no surprises.
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What Success Looks Like (First 12 Months)
- Personal quota attainment, established as a credible individual contributor benchmark for the team.
- Team (including you) hits combined pipeline and closed-won targets for the product line.
- Forecast accuracy tight enough that the CSO can rely on your numbers without padding.
- A small team that's ramped, coached, and capable of running the playbook without hand-holding.
What You Bring
- 8+ years of B2B media and/or demand generation sales experience, with a track record of personally carrying and hitting quota - not just managing others who do.
- 4+ years directly managing a small sales team (player-coach experience strongly preferred over pure people-management backgrounds).
- Experience selling to marketing buyers (CMO, VP, Director of Marketing) is a strong plus, especially in demand generation, Martech, or media.
- Strong forecasting discipline and CRM hygiene habits.
- Based in NYC area or US Remote, with willingness to travel for customer and prospect meetings.
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