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About the team
The Sales Solutions Team serves as a strategic overlay to client sales, agency sales and account management teams, specializing in client technology integrations, audience-driven media strategies, and media sales across partner, agency and client-direct segments. The team acts as the programmatic and automation ambassador across Sales.
The Emerging Business team is the home for demand that sits outside our top segments, across mid and long tail. We activate, fulfil and accelerate business with channel partners (resellers, aggregators, sales houses), advertisers and agencies, then scale that investment through long-term strategic partnerships. We work closely with DSPs and other AdTech partners, driving proactive outbound sales through co-business development, enablement and automation.
About the Role
We are scaling the Emerging Business team in EMEA and are looking for a commercially driven Sales Solutions Specialist with deep industry experience — someone who operates with autonomy and initiative, like a segment owner. This is a senior role that requires a balance of commercial, strategic and technical acumen.
You will be accountable for driving revenue growth across the segment and will be the primary commercial contact for a large and heterogeneous portfolio of advertisers, agencies and channel partners.
You will unlock advertisers we don't reach today through partnerships, collaborating externally with DSPs, AdTech providers, channel partners and agencies, and internally across the wider organisation. Once new customers are onboarded, you will own the commercial cycle end to end: pitch, upsell, retention and renewal.
You will also build the machine: creating and optimising processes so that, as automation takes on more of the tactical workload, your time goes where it unlocks the most incremental revenue. This is equal parts execution and architecture — hands-on daily, while thinking long-term about how we grow and scale your market(s) and the wider segment.
The right person brings strong strategic sales acumen, the ability to engage senior stakeholders up to C-level, and programmatic expertise. You're used to managing large portfolios of strategic advertisers, you make data-driven decisions, and you have the judgment to prioritise ruthlessly in a fast-moving context. You're comfortable with ambiguity, proactive about surfacing what's working and what isn't, and energised by building something new.
Key Responsibilities
- Manage a portfolio of advertisers and partners at scale, using data to monitor performance and to decide where human attention creates the most value and where automation can be leveraged.
- Proactively identify high-potential clients and partners and grow the business to meet or exceed revenue and product targets, driving client satisfaction, renewal and retention.
- Build strategic relationships with key channel partners (aggregators, resellers, sales houses), including regular business reviews, joint planning and growth mechanisms, and collaborate with DSPs to develop scalable mechanisms and playbooks that unlock new clients and accelerate high-potential opportunities.
- Think and operate as a segment and market owner: anticipate, plan and execute revenue unlocks, bringing constructive feedback and working with cross-functional teams (marketing, sales operations, product, tech integration, Ad Ops, and more) to solve Emerging Business' strategic problems and shape the future of our offering, alongside in-market teams where segments meet.
- Act as a strategic consultant to partners, shaping win-win strategies that accelerate their business objectives.
- Monitor KPIs on net new advertisers, growth and churn, using insights to refine strategy and execution in a continuous learning loop.
- Stay current on industry trends, the competitive landscape and emerging technologies to identify new opportunities.
Qualifications
- At least 6 years in client-facing roles in digital advertising, with strong data analysis experience. Programmatic/DSP experience preferred.
- Used to negotiate and manage customers in English. Business fluency in another European language is a plus given the potential inter-market scope of the role.
- Proven experience managing a large portfolio of advertisers through partners — for example in a self-serve, SMB, or mid-market environment — is a strong advantage.
- Proven track record of over-achieving in a quota-carrying role: pipeline management, cross-sell, upsell, retention and activation.
- Solid understanding of Ad tech, agencies, channel partners and the CTV ecosystem.
- Experience building scalable sales mechanisms (playbooks, checklists, educational programmes) and delivering enablement at scale.
- Analytical, data-driven approach to sales process improvement and client strategy.
- Excellent communication and relationship-building skills, with the ability to adapt style to technical, commercial and senior audiences, and to collaborate cross-functionally across offices and time zones.
Success in this Role Means
- Achieving or exceeding revenue targets for the Emerging Business segment, with impact evidenced through incremental growth and net new demand.
- Growing partners strategically for the long term with their business objectives in mind, while maintaining a high-quality advertising experience for Netflix members.
- Maintaining the health of a growing portfolio, with high retention through scalable enablement and support.
- Driving adoption of playbooks and self-serve resources among DSPs, channel partners, indie agencies and clients.
- Building close and productive relationships across the business, including in-market sales and account teams, and XFNs (product, marketing, sales operations and more).
- Developing strategies — up to market and regional level — that improve sales processes, partner performance and client satisfaction.
- Removing barriers to scale for Emerging Business buyers and partners, thinking broadly and creatively.
Inclusion is a Netflix value and we strive to host a meaningful interview experience for all candidates. If you want an accommodation/adjustment for a disability or any other reason during the hiring process, please send a request to your recruiting partner.
We are an equal-opportunity employer and celebrate diversity, recognizing that diversity builds stronger teams. We approach diversity and inclusion seriously and thoughtfully. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.