About the Guideline 

Guideline is a global provider of ad intelligence and media plan management technology powering the strategy, planning, and management of advertising buying and selling for the world’s leading enterprises. Our solutions deliver the industry’s most comprehensive and timely insights, enabling enterprises from publishers, agencies and brands to investors and consulting firms to optimize media performance and drive superior business outcomes. 

Our proprietary spend and pricing data represents approximately $200 billion in annual media investment across 65 countries worldwide, providing the most complete and transparent view of the global advertising marketplace available today.

About the Role 

As Sales Director, Capital Markets at Guideline, you will play a pivotal role in driving growth within this high-growth vertical. You will be responsible for identifying, sourcing, and closing institutional investor prospects who are an excellent fit for our data solutions. With strong consultative selling skills, you will engage with inbound leads while proactively building a robust sales pipeline and closing new business. 

Collaboration with internal teams across product, marketing, and sales development is essential to achieving individual and team goals and contributing to our mission-driven approach. Your ability to clearly articulate the value of our data solutions will be critical in helping institutional clients achieve their investment objectives. 

Key Responsibilities 

• Represent Guideline's data solutions to institutional investors, building awareness and credibility within the capital markets vertical. 
• Proactively identify and cultivate high-value prospective accounts, maintaining a robust and well-qualified pipeline of new business opportunities. 
• Manage complex, multi-stakeholder sales cycles with confidence, navigating intricate negotiations through to close. 
• Build and maintain senior-level relationships at target accounts, establishing Guideline as a trusted long-term partner to drive new business. 
• Work cross-functionally with product, marketing, and sales development teams, leveraging a strong understanding of market needs and the unique value Guideline’s data solutions bring to institutional investors. 
• Deliver accurate forecasts and weekly pipeline updates, leveraging Salesforce and Gong to manage and enhance your business strategies. 

Desired Skills & Experience 

• 7+ years of closing experience in data, SaaS, or fintech sales, with a strong preference for candidates who have sold to institutional investors or worked within the buyside. 
• Demonstrated expertise in crafting and executing sales strategies for alternative data solutions or capital markets technology products. 
• A background in helping clients leverage complex data sets for analytics, portfolio construction, or business intelligence. 
• Proficiency in consultative, solution-based selling, with a consistent track record of exceeding quarterly quotas. 
• An established network of senior contacts within institutional investor accounts (asset managers, hedge funds, sovereign wealth funds, mutual funds or similar). 
• Skilled negotiator with strong presentation abilities and a proven track record of closing enterprise-level deals. 
• Adept at identifying new business prospects and building dynamic pipelines within Salesforce; experience with MEDDICC or similar sales methodologies is a plus. 
• Exceptional communication, organization, and presentation skills, with the ability to convey complex data concepts to both technical and non-technical stakeholders. 
• Advanced proficiency in Salesforce and Gong; working knowledge of relevant data and analytics tools. 

Compensation

We consider a wide range of factors when determining compensation including relevant experience, education, and skill level. Additional commission incentives will be included as part of a market-competitive total compensation package.

US Benefits

Guideline offers full-time employees a comprehensive benefits package based on location. Some benefits may include, but are not limited to: 

• Medical, Dental, Vision, Health Savings Account, Flexible Spending Account 

• STD, Life, LTD and AD&D 

• 401(k) and RRSP with a company match program 

• Unlimited Paid Time Off (PTO) 

• Paid Parental Leave 

• Commuter Benefits 

• Employee Recognition Program 

• Referral Bonus program

Equal Opportunity Employer

Guideline is an equal opportunity employer, committed to our diversity and inclusiveness. We will consider all qualified applicants without regard to race, color, nationality, gender, gender identity or expression, sexual orientation, religion, disability, or age. We strongly encourage women, people of color, members of the LGBTQIA community, people with disabilities, and veterans to apply.