Principal, Enterprise Growth

Location: US (Remote)

Salary: $135 - $175K + potential $135K USD commission = $285K USD OTE (depending on location, experience, and track record)                                 

Who are we?

Incubeta is a global marketing partner helping ambitious brands drive profitable growth. We bring media, creative, data, and technology together into one integrated solution, working with CMOs and senior business leaders who want clarity, accountability, and measurable business impact.

In the Americas, we are entering an important growth phase. We already have strong capability, proven solutions, and differentiated intellectual property in place. What we are building now is greater enterprise momentum.

To accelerate that trajectory, we are hiring a Principal, Enterprise Growth to drive enterprise pipeline creation and new client acquisition at scale across North America. This is a leadership-level individual contributor role focused on one core outcome: getting Incubeta in the room, opening new revenue streams, and converting complex enterprise opportunity into sustained growth.

This is not a traditional sales management position. It is a mandate to build senior-level access, shape high-value commercial opportunities, and establish Incubeta as a credible growth partner for large, complex organisations.

We are looking for someone who can create real market pull, operate confidently at C-suite level, and translate our integrated capabilities into compelling commercial opportunities.

About the role

This is a senior individual contributor role with a singular mandate: generate and convert enterprise-level new client revenue at scale.

You will own North America net new revenue performance and personally drive the enterprise pipeline required to achieve it. This is not a role for someone who waits for RFPs to appear. It is a senior revenue operator role focused on high-value opportunity creation, strategic pursuit, and commercial conversion.

Your remit includes:

• 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.

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.

What you need to be successful

This role requires proven enterprise credibility, strong commercial discipline, and the ability to create opportunity through influence, access, and persistence.

To succeed, you will bring:

• 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 is a role for a senior operator who has repeatedly created, shaped, and closed large, complex enterprise deals and understands what it takes to create and convert opportunity at scale.

What success looks like

In the first 12 months, success in this role will be defined by tangible enterprise momentum and revenue impact.

• A qualified enterprise pipeline that materially exceeds annual net new revenue targets, with clear visibility across stage progression and forecast accuracy
• $5M to $10M+ in net new revenue secured or in late-stage negotiation, with disciplined margin protection and commercially sound deal structures
• Consistent inclusion in high-value enterprise pitch engagements, including consultant-led reviews and direct C-suite introductions
• Demonstrable improvement in deal velocity and conversion quality, with a focus on fewer, higher-value opportunities rather than volume activity
• Established executive-level relationships within priority enterprise accounts that position Incubeta as a credible long-term growth partner
• A repeatable enterprise pursuit model in place, including qualification criteria, commercial frameworks, and structured negotiation approach

Success will not be measured by activity, meetings, or RFP volume. It will be measured by enterprise pipeline strength, revenue conversion, and the quality of the commercial opportunities secured.

Most new hires fall within the salary range and have the opportunity to earn more over time based on individual and company performance. However, the initial salary offer is based on several factors such as the individual's location, relevant knowledge, skills and experience for the position.

All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

As a general policy, Incubeta does not offer employment visa sponsorships upon hire or in the future.