Global Head Of Adtech

The Company

Star is a global consultancy that connects strategy, design and engineering services to help companies accelerate product innovation. With over a decade of average 25% annual growth, we’re rapidly expanding our consulting services, geographic footprint and industry expertise. We’re on the cusp of further growth as we become a household name in consulting. The role of the Global Head of AdTech & MarTech will be instrumental in getting us there.

Star works for businesses in a variety of industries, including Automotive & Mobility, HealthTech, FinTech and AdTech. Our clients include BMW Group, SAIC, Lufthansa, Denso, NIO, Panasonic, AppyWay, Zeiss, Walmart, Dolby, and many more.

We support our clients at every step of their digital journey. Through co-creation, we guide them from ideation and concept crafting to full-stack development. We always remain focused on helping our clients win the hearts and minds of their customers.

At Star, we connect strategy, insights, design and engineering into a seamless workflow devised to support our clients every step of the way - no matter how long or complex their journey. We anchor everything we do in clear and compelling endgames, enabling our multidisciplinary teams to create superior solutions and impressive commercial returns for our clients.

Star is truly global. That is why we are the first major consulting company that does not have a headquarters. Instead, we have many front doors, spanning Silicon Valley, Tokyo, London, Munich, Copenhagen, Kyiv, Wroclaw, Medellin, Ho Chi Minh City, and other vibrant design, technology and creative nuclei of the world. Our spirited and growing 700+ strong Star Crew takes great pride in working side-by-side with their trailblazing counterparts at some of the world’s most disruptive “unicorn” startups and iconic global brands.

Our passion is to make every great person, every great idea and every great company shine. That’s why we’re called Star.

The Opportunity

Working directly for the CEO, you are world-class at scaling successful global sales, business development and customer success within the AdTech & MarTech industry. You have experience building and managing a $75m+ annual revenue run rate within the professional services industry, and have a large, senior network of established relationships within both agencies and advertisers across the media & advertising ecosystem. You feel passionate about introducing the Star approach - a unique and organic blend of strategy, design and engineering - to companies that embark on transformational business journeys or complex roadmap implementations.

You know how to open doors and build connections with all manner of decision-makers and corporate intrapreneurs, and are well-versed in the market trends and dynamics in our core AdTech & MarTech industry. You are a true challenger who knows customers’ value drivers and can confidently take control of the customer conversation while offering a unique perspective. You have an innate sales instinct, an inspiring leadership style, a rainmaker personality, and a truly global mindset. You are a player-coach, excited both about personally driving and winning big deals, as well as making sure your industry team performs at the top of its game.

As a Global Head of AdTech & MarTech at Star, you will define, run, and own initiatives that will expand Star’s industry market share through our ability to attract, retain, and grow world-class customers through our impactful, high-value adding offerings.

You will be an integral part of Star’s management team and an executive sponsor of multiple “dream” and high-potential customers of Star.

We are open to fill the position in one of the following locations: London, New York.

Responsibilities

• Serve as an inspirational, effective and focused leader of a global industry team consisting of both direct reports and matrixed commercial and delivery crew members across the globe;
• Grow business with existing customers by 15-20% per year;
• Bring in new enterprise customers with a $10M+ annual revenue run rate each;
• Establish and maintain a qualified, factored pipeline of a minimum of 2.5X the annual revenue targets;
• Own creation and execution of the global and regional industry sales plans focused on customer acquisition, retention, and growth;
• Lead from the front, developing and leveraging relationships through meetings, pitches, networking, speaking engagements, and events;
• Establish and implement OKRs and performance measures designed to track and report progress against the plan;
• Owns PnL for the industry and ensures budgets are allocated according to the plan
• Own executive and board-level reporting on industry performance activities;
• Manage sales systems and incentive structures that ensure accountability and focus for everyone in your industry organization;
• Factors in client and industry context when structuring projects and ensures team is aware of these factors
• Resolves any business escalations and challenges with client decision makers
• Builds professional credibility so that clients trust them to understand problems and lead solving efforts
• Recruit, activate, and manage high-performance crew members;
• Work closely with the marketing and inside sales team on activities that generate lead flow and funnel traction;
• Act as a spokesperson and opinion leader for the industry.

Qualifications

Must have:

• 15+ years of sales/business development experience, which must include some experience in selling design, engineering, or consulting services within the AdTech or MarTech space;

• Proven past track record and an ability to build and manage B2B revenue run rate in excess of $75m+ annually, scalable to $150m+;
• Strong executive relationships and impeccable networking skills;
• Proven track record in finding, activating and retaining high-performance salespeople with quotas in excess of $10m per year;
• Proven success in personally leading the drive to land multiple major $10m+ client engagements per year during the past 4-5 years;
• Capable of managing all phases of the sales process - from lead generation to closing deals and developing client relationships;
• Scalable operations expertise;
• Fast-paced, highly collaborative team player;
• Solid experience in software services and /or consulting firms;
• Fluent in consultative selling with a strong ability to identify, open, and win specific large-scale customers;
• Strong muscle memory of revenue stabilization and growth during crises and downcycles;
• Public speaking and negotiation skills;
• Avid practitioner of scalable process and methodology;
• Value pricing expertise;
• Truly global, with experience and appreciation of American, European, and Asian business cultures.

Should have:

• Scrappiness and high-growth company mentality;
• A high degree of cognitive and emotional intelligence, as applied to solving complex business problems with cross-functional teams;
• Succession planning experience;
• Understanding of design thinking & software development process;
• Ability to travel 30-40% of the time;
• Passion for analytics and data.

Nice to have:

• Experience in integrating teams acquired through M&A;
• “Silicon Valley” DNA;
• Branding and digital marketing skills;
• MBA degree.

What you’ll get

We offer a rewarding compensation and benefits package, intellectually and creatively stimulating environment, professional flexibility and unique international travel opportunities.

Star is an Equal Opportunity Employer. We believe that equity, diversity and inclusion are key to our ability to provide our clients and crew members with unique business and career outcomes. Your race, color, ancestry, religion, gender, identity, sexual orientation, age, marital status, disability have no effect on our hiring decisions. If you have a special need that requires accommodation, please let us know.