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.

• 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

• 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

• 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, Rev Ops, and Finance to ensure accuracy, efficiency, and margin discipline

• 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

• 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

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.

• 12–15+ years of commercial leadership experience, with significant time in:
  • Inside sales
  • Small and mid-sized business ad sales
  • SaaS, AdTech, Mar Tech, 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

• 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:…