Vice President, Client Partnerships (Publisher Cloud)

Position Summary

The VP, Enterprise Sales, Publisher Cloud will lead the enterprise sales organization responsible for driving net new revenue across Zeta's Publisher Cloud portfolio.

Publisher Cloud brings together Sailthru, LiveIntent Email Exchange, HIRO, Email Intelligence/DER, Audience Intelligence, the Zeta Data Cloud, and future publisher-focused solutions into an integrated platform that helps publishers acquire, engage, monetize, and grow their audiences.

This leader will be responsible for building, coaching, and leading a high-performing enterprise sales organization that consistently converts the Publisher Cloud strategy into predictable revenue growth.

This role is designed for an experienced enterprise sales leader with deep MarTech, ESP, SaaS, and AdTech experience who thrives leading sales teams in the field. The ideal candidate is passionate about coaching sellers, accelerating deal velocity, improving forecast accuracy, and building scalable sales organizations.

Core Responsibilities

Enterprise Sales Leadership

Own net new revenue attainment across the Publisher Cloud portfolio.

• Lead both point-solution sales and integrated enterprise platform opportunities.
• Drive strategic account development and multi-product adoption.
• Build and execute annual sales plans aligned to revenue objectives.

Frontline Sales Management

Coach enterprise sellers throughout complex sales cycles.

• Lead pipeline inspections, forecast reviews, and opportunity strategy sessions.
• Spend significant time in the field supporting strategic customer engagements.
• Drive execution, accountability, and sales productivity across the organization.

Build & Develop the Team

Recruit, develop, and retain top enterprise sales talent.

• Establish a high-performance culture focused on coaching, accountability, and continuous improvement.
• Implement scalable sales management practices that improve consistency, forecasting, and execution.

Cross-Functional Leadership

Partner closely with Revenue Operations & Enablement, Product Marketing, Solutions Consulting, Customer Success, and Product Management to ensure alignment across the commercial organization and continuously improve the customer buying experience.

Success Metrics

Revenue

Net New ARR

• Strategic Account Growth
• Multi-Product Adoption
• Expansion Revenue

• Sales Execution
• Forecast Accuracy
• • Pipeline Coverage
• • Deal Velocity

• Win Rate
• Sales Productivity

Leadership

• Team Performance
• • Talent Recruitment & Retention
• • Coaching Effectiveness
• • Cross-Functional Collaboration

Qualifications

• Required
• 10+ years of enterprise software sales leadership experience.
• Demonstrated success leading enterprise sales organizations for a Marketing Technology platform, Email Service Provider (ESP), Customer Engagement Platform, or closely related SaaS solution.
• Strong enterprise MarTech, ESP, SaaS, and AdTech experience.
• Proven ability to recruit, coach, and develop high-performing enterprise sales teams.
• Experience leading complex enterprise sales cycles and executive customer relationships.
• Strong forecasting, pipeline management, and operational sales discipline.
• Preferred
• Publisher Technology
• Customer Data Platforms (CDP)
• Identity & Audience Platforms
• Marketing Automation
• Retail Media
• Enterprise CRM
• Leadership Profile
• The successful candidate is a sales leader first and foremost.
• They are energized by leading enterprise sales teams in the field, coaching complex opportunities, building scalable organizations, developing talent, and creating a disciplined sales culture.
• While they bring strong commercial judgment, this role is primarily focused on execution rather than defining corporate strategy or building go-to-market frameworks. Success will be measured by the team's ability to consistently execute against the Publisher Cloud vision and deliver predictable revenue growth.
• Operating Model
• The VP, Enterprise Sales is responsible for field execution, enterprise sales leadership, and revenue generation for Publisher Cloud.
• This role partners closely with: VP, Revenue Operations & Enablement
• VP, Customer Success