Note: The job is a remote job and is open to candidates in USA. Incubeta is a global marketing partner that brings media, creative, data, and technology together to help ambitious brands drive profitable growth. The Principal, Enterprise Growth will own North America net new revenue performance, generate and convert enterprise-level opportunities, build senior executive relationships, and lead complex commercial pursuits through contract execution.
Responsibilities
- Owning annual net new revenue targets exceeding $10M and maintaining disciplined oversight of pipeline health, deal velocity, forecast accuracy, and conversion quality
- Personally originating, qualifying, and advancing complex enterprise opportunities from first conversation through contract execution
- Building senior-level access with CMOs, Chief Marketing Officers, senior marketing leaders, transformation stakeholders, procurement leaders, consultants, and executive buyers
- Securing and leading C-suite discussions that uncover strategic business priorities and position Incubeta as a credible growth partner
- Using your understanding of media agency and media AOR buying processes to influence opportunities early, shape the brief, and position Incubeta before an RFP is issued
- Building relationships across the new business consultancy, pitch consultant, agency search, and media intermediary ecosystem
- Structuring and negotiating high-value agreements, including scope architecture, pricing strategy, performance metrics, procurement, and legal terms
- Navigating complex procurement, legal, and executive decision-making processes with commercial confidence and persistence
- Building a focused territory and account-based pursuit strategy across North America
- Positioning Incubeta’s integrated media, creative, data, and technology capabilities around clear client outcomes rather than isolated services
- Developing compelling value propositions, pursuit strategies, proposals, and executive presentations for complex enterprise opportunities
- Partnering closely with the broader sales, marketing, strategy, media, creative, data, technology, and delivery teams to ensure alignment and coordinated pursuit strategy
- Working alongside Finance to protect margin integrity while driving ambitious revenue growth
- Leveraging existing infrastructure, including HubSpot, internal sales processes, and SDR/outbound support, without becoming dependent on it
- Maintaining strong CRM discipline across qualification, opportunity stages, next steps, close plans, forecasting, and commercial documentation
- Travelling across North America as needed to build relationships, progress opportunities, and strengthen market presence
Skills
- A strong track record within a media agency, media AOR, integrated marketing agency, creative agency, marketing services business, consultancy, or adjacent professional services environment
- Direct experience originating and closing enterprise-scale engagements, ideally in the $5M to $15M range
- Experience selling media, integrated marketing, digital transformation, data, technology, creative, or related services to large and complex organisations
- Clear evidence that you have carried your own quota, owned your own pipeline, and built new business yourself rather than relying heavily on inherited opportunities or inbound RFPs
- A strong understanding of how media agencies, creative agencies, in-house teams, marketing operations functions, and procurement teams work, including stakeholder dynamics, budget ownership, internal politics, and transformation priorities
- Experience with agency reviews, media AOR appointments, retained and project-based scopes, account transitions, pitch processes, and senior stakeholder decision-making
- A genuine hunter mentality with a multi-channel approach to new business development, including thoughtful outbound, relationship-led networking, referrals, industry influence, and differentiated market access strategies
- An established network of senior industry relationships that you can activate over time, including CMOs, senior marketing leaders, procurement stakeholders, transformation leaders, consultants, and agency decision-makers
- Meaningful exposure to the new business consultancy and pitch consultant ecosystem, or the credibility to build those relationships quickly
- Strong CRM discipline, including comfort managing pipeline stages, forecast accuracy, qualification rigor, sales hygiene, close plans, and next steps end to end
- Commercial sophistication in navigating procurement processes, shaping RFP strategy rather than responding reactively, and structuring agreements that balance financial discipline with long-term partnership value
- Confidence discussing the commercial implications of AI-driven marketing evolution, including automation, personalisation at scale, creative intelligence, media effectiveness, and the integration of brand and performance
- Experience helping clients navigate structural change, whether through operating model redesign, technology implementation, agency transformation, or broader marketing capability transformation
- The ability to translate complex capabilities into a clear, differentiated, and commercially compelling client proposition
- A high level of personal credibility, curiosity, preparation, listening skill, resilience, and sound judgement in senior client conversations
- This role requires someone who is comfortable operating independently, thrives in enterprise selling environments, and can create immediate market momentum without relying on large internal infrastructure
- Travelling across North America as needed to build relationships, progress opportunities, and strengthen market presence
Benefits
- Potential commission of $135K USD
- Remote work (any location)
Company Overview