Revenue Sector Leader

Who We Are:

DELVE is a Performance Media Agency focused on helping clients grow their customer base by integrating the power of Tech & Data in Media.  We act as one highly functioning team that is powered by our professional “Fire in the Belly”, with a passion for creating exceptional value by delighting our clients and creating an engaging work environment for our team members. 

We deliver digital marketing management, first-party data science and consulting, and adtech/martech systems integration & reselling on a global scale. We connect the dots between data and technology in media by identifying our clients’ super fans, deterministically finding more of them, and converting them online in the most effective way.DELVE has been recognized as Built In Colorado’s “Best Places to Work” for the past three years in a row. Our culture emphasizes professional development in an environment where everyone can have an impact. We are passionate about seeing our team through self-care, family, community and (of course) career growth. As a privately owned company, we don’t get caught in red tape, instead we pave a path of growth for those with a passion to succeed professionally.

DELVE is a fast-paced company with proven success with high-profile global customers such as UNICEF, International Rescue Committee, Virgin Voyages, Gerber Life Insurance, Apple Leisure Group, Orange, and Hebe.Headquartered in Boulder, Colorado, DELVE also has offices in Warsaw and Minsk, as well as team members in 10 other countries.

Here’s What We Need:

We are seeking an experienced and dynamic Revenue Leader to oversee the growth processes for the Non for Profit, Charity sector, within our Performance Media Agency. The ideal candidate will be responsible for managing the entire sales cycle from prospecting to closing, as well as upselling current clients with new service offerings. 

The optimal candidate will understand and embrace the Challenger sales model, which focuses on 3 key principles: Teach, Tailor, and Take Control. 

We are not looking for a traditional “enterprise sales” individual; instead, we are seeking someone who loves to build a thriving community of customers and prospects, always keeping front and center the idea of creating exceptional value for everyone in that community, of being ‘in service’ to that community. 

This individual will listen, deliver new perspectives and thought leadership on solving critical problems, calculate explicitly value that can be created through Delve’s solutions, tailor those solutions to unique customer pain points, and be in control of the sales process. 

You will act as a Trusted Advisor and Strategic Consultant to the Charities that want to lean on Delve, with an end goal of accelerating their donor file and revenue growth.

This role requires a strategic thinker with excellent emotional intelligence. 

Currently, we are only considering candidates who are based in Colorado or are willing to relocate there. Unfortunately, we are not accepting applications from remote candidates at this time.

Here’s What You’ll do:

Charity Sector Expertise 

• Stay informed about Non for Profit and Charity sector trends, market conditions, and competitive landscape to identify potential opportunities and threats.
•  Maintain a deep understanding of the key pain points experienced by Charities today
• Provide insights and recommendations to senior management based on market analysis and client feedback.

Moreover

• Be an undisputed most knowledgeable person at the agency, with in depth knowledge around: top couple hundred target Charities, fundraising org structure with each Charity, roles within the fundraising org, pain points that each these roles possess, and content and solutions that they desire in order to accomplish their personal goals

Sector Thought Leadership and “Evangelization”

• Participate and/or present at relevant industry events and networking opportunities to enhance the firm’s visibility and reputation.
• Be the ‘face’ of the Charity industry, both within the agency, with current Charities that lean on us for help, and within the industry
• Create a thought leadership calendar, to share the agency’s perspective with the industry
• Ideate, brainstorm, create outlines and work with Marketing to deliver true thought leadership, e.g. write content drafts or briefs (for social, article, white papers, or annual industry reports), and/or record videos, case studies, etc, alongside with Marketing, to “enter the conversation” in the mind of our target Charity buyer, and to stay top mind with customers and prospects
• Work with Client Advisory team after the initial sale, to come in for the UP-sells when relevant. Collaborate on the opportunities to increase revenue from existing Charity clients. 

Relationship Management, as a Trusted Advisor and Community Builder

• Create a tight knit community of sector marketing leaders, through ongoing conversations with existing customers and prospects
• Organize frequent dinners or meetings, with one or many industry leaders, to create a community of like minded individuals, with Delve as the ‘behind the scenes’ enabler or connector
• Maintain and establish relationships and alliances 3rd party technology and strategy partners
• Practice a very soft, looking at the long term, approach to sales – be a Trusted Consultant and Advisor, never a short term focused Sales person

Revenue – Process Management

• Lead the end-to-end sales process for new deals from prospect identification, to need definition, value discussion, alignment on appropriate menu of services, to contract negotiation and closure, with heavy focus on our CRM system, as the system of record
• Educate existing customers and lead new opportunity discussions, from start to end
• Directly manage sector BDEs, including training them, education, and growth in skillset
• Work closely with Marketing, Practice Areas, and Client Advisors, as one integrated team
• Remove traditional barriers between Marketing and Sales – always see these teams as part of one Revenue department
• Develop and implement sales strategies, such as the Challenger Sales model, to achieve and exceed revenue targets for the assigned sector.

Revenue – Reporting and Analytics

• Monitor and report on sales performance, pipeline activity, and revenue forecasts.
• Use CRM and other sales tools to track and manage sales activities and client interactions.
• Analyze sales data to identify trends, measure effectiveness, and refine sales strategies.

Revenue – Special Skills

• Decks – develop customized proposals and presentations to showcase the value of our services to potential and current clients – must have incredible deck creation skills
• Legal – own A to Z all of the steps, around MSA and Proposal creation – must have proven experience working with legal counterparts
• Financial – understand how to create a win-win for the agency and the customers, by creating semi-customizable solutions, based on existing agency Menu of Services, that both create value for the customers, and ensure that the agency accomplishes its profitability targets.
• RFPs – ability to create complex multi page proposals, often 30-50 pages long, that take best examples of existing content (from other RFPs), as well as tailor sections where relevant, while maintaining congruence with agency’s existing Menu of Services and ways of operating
• Negotiations – ability to negotiate new engagements, balancing exceptional value that is created by the agency, with pricing.

Here’s What You’ll Bring:

• Solid understanding of Digital Marketing
• Strategic thinker, never a Sales person, but always a Trusted Consultant and Advisor who looks out to create value for every Charity that we work with 
• Ability to manage complex sales cycles.
• Strong understanding of the sales process, with the ability to manage complex sales cycles.
• Excellent communication, negotiation, and interpersonal skills.
• Demonstrated ability to build and maintain client relationships.
• Proficiency in CRM software and other sales tools
• Proven experience in structuring complex proposals, independently, or with little outside input
• Proven experience in structuring complex decks or presentations, independently, or with little outside input
• Results-driven with a track record of achieving and exceeding sales targets.
• Strong analytical skills with the ability to interpret sales data and market trends.

What DELVE Offers:

• Health Benefits: Comprehensive (100% company-paid) health coverage for employees & their families including medical, dental and vision insurance. We also offer FSA and HSA health options with a company contribution. 
• Other Benefits: Life Insurance and Disability Coverage
• Retirement Plan: 401(k) plan with a 4% match/company contribution
• Paid Time Off (PTO): Generous vacation, sick leave, and paid holidays 
• Parental Leave: Up to 3 months of paid time off for new parents 
• Wellness Program: $1,250 annual reimbursement for health and well-being (gym membership, ski passes, meal plans, fitness equipment, etc.) 
• Beautiful Office & Workspace: Newly built and designed office exclusively for DELVE with local restaurants, shopping, and hiking/biking trails. Large common areas filled with snacks, beverages, and regularly catered meals!
• Hybrid Working Model: Tuesdays, Wednesdays, Thursdays in office with the option to work from home on Mondays and Fridays 

The salary for this position includes a base of $200,000, with the potential to earn an additional performance bonus of up to $200,000, based on achieving targets.

 Delve is an equal opportunity employer. We believe that diversity enriches the workplace and we are committed to growing our team with the most talented and passionate people from every community. Delve strives to create a culture of unity and respect and to that end, we have a zero tolerance policy for behavior that promotes harassment, hate and discrimination of any kind. We are committed to providing reasonable accommodations for qualified individuals. If you require assistance during the application process due to a disability, please let us know.

DELVE gladly accepts applications from candidates that have already secured H1B Visa status and are looking for a new employer to sponsor them. DELVE can assist in the proper legal process for change of employer of record in the H1B Visa program.