Senior Director, GO Sales

What You'll Do:

Criteo is launching Criteo Go, a self-serve, full-funnel display and performance platform designed to help small and mid-sized businesses accelerate growth through easy-to-activate, outcome-driven advertising.

We are seeking a Senior Director to build and scale Criteo’s inside sales organization, responsible for driving adoption, revenue growth, and long-term value for small to mid-sized advertisers.

This leader will act as business owner, org architect, and growth operator - responsible for hiring and developing a high-performing team, implementing the operating infrastructure, and driving predictable, profitable growth across acquisition, onboarding, expansion, and retention.

Key Responsibilities

1. Build & Scale the Go Sales Organization

• Design and launch an inside sale and account management team, including roles across:
  • New logo acquisition
  • Activation & onboarding
  • Growth & retention
• Hire, develop, and inspire sellers with a strong performance culture and career pathing
• Define clear roles, capacity plans, and incentive structures aligned to Go’s self-serve motion

2. Own Go Commercial Growth

• Own revenue performance for the Go sales-assisted segment, including:
  • New customer acquisition
  • Activation rate
  • Spend expansion
  • Retention and churn reduction
• Establish a repeatable, scalable sales motion that complements the self-serve product experience
• Partner with Marketing on demand generation, lead qualification, and funnel optimization

3. Implement Operating Infrastructure & Rhythm

• Build the operating backbone required to scale:
  • Sales process and playbooks
  • CRM and tooling requirements
  • Forecasting, pipeline management, and KPI dashboards
• Establish a strong operating cadence (weekly, monthly, quarterly) with clear accountability and visibility
• Partner with Sales Ops, RevOps, and Finance to ensure accuracy, efficiency, and margin discipline

4. Partner Deeply with Product & Marketing Teams

• Act as the voice of the Go customer to Product, influencing roadmap priorities for usability, automation, and performance
• Partner with Marketing to deliver a seamless end-to-end Go experience
• Drive feedback loops that improve activation speed, product adoption, and lifetime value

5. Drive Long-Term, Sustainable Growth

• Balance growth and efficiency, ensuring Go scales profitably
• Identify opportunities to:
  • Reduce cost-to-serve through automation
  • Increase self-sufficiency without sacrificing outcomes
  • Expand wallet share via full-funnel adoption
• Build a growth engine that can scale globally over time

What Success Looks Like

In the first six months, success is defined by building the Go sales foundation while delivering early, measurable revenue impact. The Senior Director will:

• Build and launch the Go inside sales organization, including org design, hiring, onboarding, and clear performance expectations
• Stand up the core operating infrastructure required to scale, including sales motions, CRM, pipeline management, forecasting, dashboards, and operating cadence
• Drive early revenue by acquiring and activating initial customers, delivering consistent month-over-month growth from a small base
• Establish strong cross-functional alignment with Product, Marketing, and Finance

By the end of six months, leadership should have confidence that Criteo Go is generating revenue today and has a repeatable sales model ready to scale.

Who You Are:

Qualifications & Experience

• 12–15+ years of commercial leadership experience, with significant time in:
  • Inside sales
  • Small and mid-sized business ad sales
  • SaaS, AdTech, MarTech, or self-serve platforms
• Proven experience building teams from the ground up (not just inheriting scale)
• Strong understanding of marketing-led growth + sales-assisted motions
• Demonstrated ability to partner cross-functionally with Product, Marketing, Ops, and Finance
• Data-driven operator with strong business judgment and execution discipline
• Inspirational people leader with a track record of developing future leaders

Leadership Characteristics

• Builder mentality: thrives in ambiguity and enjoys creating structure
• Customer-obsessed: deeply empathetic to customer needs and constraints
• Owner mindset: treats the business as their own P&L
• Execution-focused: translates strategy into action quickly
• Collaborative: wins through influence, not hierarchy

Why This Role Matters

This role sits at the center of Criteo’s next growth chapter, unlocking scale through self-serve while maintaining the performance standards that define the company.

The Senior Director, Go Sales will play a critical role in shaping how thousands of small to mid-sized businesses grow with Criteo and how Criteo grows for the next decade.

We acknowledge that many candidates may not meet every single role requirement listed above. If your experience looks a little different from our requirements but you believe that you can still bring value to the role, we’d love to see your application!​

Who We Are:

Criteo is a leader in commerce media, helping brands, agencies, and publishers create meaningful consumer connections through AI-powered advertising solutions. We’re shaping a more open and sustainable digital future for advertising.

At Criteo, our culture is as unique as it is diverse. From our offices across the globe or from the comfort of home, our 3,600 Criteos collaborate together to build an open, impactful, and forward-thinking environment.

We foster a workplace where everyone is valued, and employment decisions are based solely on skills, qualifications, and business needs—never on non-job-related factors or legally protected characteristics.

What We Offer:

🏢 Ways of working – Our hybrid model blends home with in-office experiences, making space for both.
📈 Grow with us – Learning, mentorship & career development programs.
💪 Your wellbeing matters – Health benefits, wellness perks & mental health support.
🤝 A team that cares – Diverse, inclusive, and globally connected.
💸 Fair pay & perks – Attractive salary, with performance-based rewards and family-friendly policies, plus the potential for equity depending on role and level.

Additional benefits may vary depending on the country where you work and the nature of your employment with Criteo.

For employees based in the US, certain roles at Criteo are eligible for additional rewards, including quarterly or annual bonus and restricted stock units. US-based employees receive access to healthcare, dental, and vision insurance, a 401(k) plan with company match, short-term and long-term disability coverage, life insurance, family forming and wellness benefits, Flexible Work financial support, learning opportunities, and a robust annual leave plan including volunteer time off and summer vacation days.

The US base salary pay range for this position per year is:

$208,000 - $270,000