Rockbot

• Own end-to-end billing, invoicing, collections, and payment reconciliation across all customer segments and revenue streams. • Manage billing operations for SaaS subscriptions, usage-based services, enterprise contracts, hardware, professional services, and advertising products. • Establish scalable billing policies, controls, workflows, and documentation. • Drive collections performance, cash flow optimization, and DSO improvement. • Partner with Accounting on month-end close, reconciliations, revenue reporting, and audit support. • Manage Avalara sales tax compliance and exemption processing. • Own billing support operations, identify recurring issues, and drive long-term process improvements. • Partner closely with Sales, RevOps, Finance, GTM Systems, and Engineering to refine billing processes as upstream systems mature. • Define billing triggers, operational handoffs, and data requirements that support accurate invoicing and reporting. • Identify and resolve data quality issues that create downstream billing and collections challenges. • Improve workflows supporting complex customer structures, including enterprise, government, education, multi-location, and franchise-style accounts. • Continuously evaluate opportunities to improve automation, scalability, and operational efficiency. • Configure and maintain billing workflows, invoice templates, payment terms, revenue schedules, saved searches, dashboards, and automation within NetSuite. • Design solutions for complex billing scenarios, including SaaS subscriptions, consumption and usage-based billing, hardware, professional services, enterprise PO-based contracts, multi-element arrangements, prepaid, ratable, and event-based revenue models. • Define system requirements, document solutions, and partner with technical teams on implementation. • Support integrations between Salesforce, Mulesoft, and NetSuite to ensure accurate and scalable billing operations. • Own billing and revenue reporting, including ARR, MRR, deferred revenue, collections performance, and operational KPIs. • Manage license and royalty reporting requirements for content providers and strategic partners. • Build dashboards and reporting that provide visibility into billing accuracy, collections performance, DSO, and operational health. • Deliver actionable insights that improve decision-making and support company growth.

Role Description As an Inside Sales Representative on our Advertising team, you’ll help grow one of the most compelling place-based media networks in the country: real environments, real audiences, and high-dwell consumer moments. You’ll work directly with SMB, regional, mid-market, and select national advertisers owning relationships from outbound prospecting through close, renewal, and account growth. This is a true full-cycle sales role with a strong outbound focus. You’ll build pipeline, develop media recommendations, close business, manage renewals, and grow long-term advertiser relationships. Success in this role requires: - Strong prospecting discipline - Comfort operating autonomously - Curiosity about the evolving digital out-of-home (DOOH), retail media, and advertising landscape What You’ll Do - Build and Manage Outbound Pipeline - Prospect and develop new advertising opportunities across SMB, regional, and mid-market accounts, with exposure to select national advertisers and agencies - Generate pipeline through outbound outreach, relationship-building, networking, referrals, and market research - Develop fluency in Rockbot’s place-based media inventory across audio, TV, and digital signage offerings - Identify advertisers with strong contextual, audience, or event-based alignment opportunities across Rockbot venues and audiences - Own the Full Sales Cycle - Qualify opportunities, pitch solutions, develop media recommendations and proposals, negotiate terms, and close business - Manage advertiser and agency relationships from first conversation through renewal and account expansion - Educate advertisers and agencies on the value of reaching consumers in high-dwell, real-world environments - Partner cross-functionally with Ad Operations and Account Management to support campaign execution and advertiser success - Drive Revenue Growth - Meet or exceed monthly and quarterly revenue goals through disciplined pipeline management and consistent outbound activity - Balance hunting new business with managing renewals, repeat business, and account growth opportunities - Learn how different advertiser verticals, media objectives, and campaign strategies impact sales performance - Use campaign performance insights and client feedback to identify optimization and upsell opportunities - Operate with Strong Sales Discipline - Maintain accurate opportunity tracking, forecasting, and pipeline hygiene in Salesforce and HubSpot - Prioritize high-potential opportunities using data, market insights, and advertiser demand signals - Contribute market feedback, competitive insights, and advertiser trends during team planning discussions - Operate effectively in a lean, evolving environment where sales reps maintain significant ownership over the customer experience Qualifications - A college degree (BA, BS, or equivalent) is required - 1–4 years of experience in advertising, media, media sales, media planning, media buying, account management, client services, agency services, or consultative sales - Prior experience within advertising agencies, media agencies, publishers, digital media companies, broadcast media, retail media networks, digital out-of-home media or ad tech strongly preferred - Experience prospecting and generating pipeline in a high-volume outbound environment, or a demonstrated desire to transition from a client-facing advertising or media role into a sales-focused career path - Strong communication and relationship-building skills with the ability to adapt messaging across advertisers, agencies, and business stakeholders - Genuine interest in advertising, media, consumer behavior, audience targeting, campaign strategy, digital out-of-home, retail media, or omnichannel marketing - Ability to discuss campaign objectives, audience alignment, media recommendations, and business outcomes with prospective advertisers - An interest in owning a full-cycle sales process with meaningful autonomy and accountability - Familiarity with CRM and sales engagement tools (Salesforce and HubSpot preferred) - Ability to thrive in a fast-moving, evolving environment with lean support structures - Located in or willing to work West Coast hours (Pacific or Mountain time) Requirements - A college degree (BA, BS, or equivalent) is required - 1–4 years of experience in advertising, media, media sales, media planning, media buying, account management, client services, agency services, or consultative sales - Prior experience within advertising agencies, media agencies, publishers, digital media companies, broadcast media, retail media networks, digital out-of-home media or ad tech strongly preferred - Experience prospecting and generating pipeline in a high-volume outbound environment, or a demonstrated desire to transition from a client-facing advertising or media role into a sales-focused career path - Strong communication and relationship-building skills with the ability to adapt messaging across advertisers, agencies, and business stakeholders - Genuine interest in advertising, media, consumer behavior, audience targeting, campaign strategy, digital out-of-home, retail media, or omnichannel marketing - Ability to discuss campaign objectives, audience alignment, media recommendations, and business outcomes with prospective advertisers - An interest in owning a full-cycle sales process with meaningful autonomy and accountability - Familiarity with CRM and sales engagement tools (Salesforce and HubSpot preferred) - Ability to thrive in a fast-moving, evolving environment with lean support structures - Located in or willing to work West Coast hours (Pacific or Mountain time) Benefits - A front-row seat in two rapidly growing advertising categories: DOOH and retail media - Backed by Google and Universal Music Group; trusted by brands across fitness, restaurants, retail, hospitality, and entertainment - A media platform that delivers measurable real-world audience engagement - A high-ownership environment where strong performers can directly influence revenue growth - Competitive compensation with uncapped commission, equity, benefits, and meaningful career growth opportunities

• Set—and defend—an uncompromising standard of excellence and innovation for our brand • Shape the future of the Rockbot brand and set the creative standard across the business • Bring ideas to life and elevate key deliverables through hands-on creative execution • Inspire, develop, and raise the bar for creative talent through mentorship • Conceive and deliver memorable, high-impact brand moments • Build scalable processes that enable exceptional work at speed • Direct and manage creative partners to ensure excellence and consistency

• Own the Technical Sales Narrative • Partner with Account Executives to qualify, scope, solution, and close mid-market and enterprise opportunities, serving as the technical lead throughout the sales cycle • Translate technical complexity into clear business value, helping prospects understand how Rockbot fits into their operational and infrastructure environments • Drive Technical Discovery and Solutioning • Lead technical discovery conversations to understand customer infrastructure, AV environments, networking requirements, deployment considerations, and third-party integrations • Design solution configurations that fit the customer’s operational reality (venue type, hardware footprint, content workflows, analytics needs) • Identify, scope, and document integrations across POS, CMS, loyalty, AV, networking, and customer technology ecosystems • Explain deployment considerations, hardware requirements, and system interoperability to both technical and executive stakeholders • Support the Deal Process • Own the technical sections of RFP responses, security questionnaires, and SOW inputs • Build and maintain a library of demo environments, technical one-pagers, and integration guides • Conduct proof-of-concept deployments and trials where needed • Work closely with Customer Success and Product to ensure deals are scoped correctly and set up for successful onboarding • Be the Internal Expert • Support the sales process as the subject matter expert in both the Rockbot software platform and the integration into the customer environment. • Act as the technical authority throughout the sales process, advising both customers and internal teams on platform capabilities, integrations, and deployment strategy • Stay current on Rockbot’s product roadmap and represent the voice of prospects internally • Surface recurring technical objections and blockers to Product and Engineering • Contribute to enablement materials so AEs can handle first-level technical questions independently • What Success Looks Like • First 90 Days: Ramp & Build Credibility • Complete Rockbot certification across Music, TV, Signage, and Advertising • Independently deliver at least three (3) technical demos • Build or improve demo environments and technical content libraries (RFPs, security responses, integration guides) • Establish strong partnerships with AEs • Become a trusted first-line technical resource during the sales process • First 120 Days: Own Technical Execution • Independently lead technical discovery, demos, and solution design for active opportunities • Own technical portions of RFPs, security reviews, and SOW inputs • Deliver ten (10) total demos tailored to customer environments and stakeholder needs • Support pilots, proof-of-concepts, and integration scoping where needed • Contribute enablement tools and technical guidance that improve AE self-sufficiency • First 180 Days — Drive Scale & Revenue Impact • Operate as a technical partner on complex and enterprise deals • Influence improved win rates, deal velocity, and implementation readiness through accurate scoping and solution design • Maintain scalable demo, RFP, and technical documentation systems • Manage and when appropriate, surface recurring objections, integration gaps, and market feedback to Product and Engineering • Act as a strategic cross-functional resource supporting Sales, Customer Success, and Product teams

• Own escalated Tier 2 technical cases across networking, firewall configuration, hardware troubleshooting, player setup, connectivity failures, and platform-level issues • Diagnose root cause through systematic troubleshooting and isolation techniques in complex customer environments • Escalate issues to Product and Engineering with clear reproduction steps, technical context, impact assessment, and supporting data • Identify recurring hardware or platform failure patterns and proactively surface trends and recommendations • Maintain clear, proactive communication with customers and internal stakeholders on status, timelines, and resolution paths • Meet SLA commitments for escalated tickets while proactively identifying and escalating risks • Participate in on-call rotation and provide occasional after-hours or weekend coverage for enterprise escalations • Serve as a technical resource for enterprise and high-touch accounts with complex or customized environments • Support pilot and trial customers through technical validation, troubleshooting, and implementation guidance • Partner on the rollout, optimization, and administration of Zendesk AI Co-Pilot and related support tooling • Improve workflows related to intelligent triage, agent assist, automation, self-service, and support data hygiene • Build and maintain internal troubleshooting guides, escalation procedures, and operational playbooks • Author and improve Help Center content focused on high-volume technical issues • Analyze escalation trends, technical themes, and failure patterns to identify product and operational improvement opportunities.

• Lead and evolve Rockbot’s growth marketing function with a focus on qualified pipeline, customer acquisition, and measurable business impact. • Build scalable growth systems that drive pipeline, acquisition, and marketing contribution to revenue • Establish repeatable operating and measurement practices that support long-term growth • Balance near-term demand generation with durable growth investments • Own digital lead generation across paid search, paid social, display, retargeting, and emerging acquisition channels • Drive qualified pipeline and customer acquisition through scalable, measurable demand generation programs • Optimize performance across Google, Bing, LinkedIn, Reddit, and evolving AI-powered discovery channels • Continuously evaluate channel performance and allocate spend based on measurable return • Design differentiated growth motions aligned to customer segments and buying behavior. • Build distinct growth strategies for SMB, enterprise, and strategic account motions • Support both high-velocity conversion and longer, multi-touch sales cycles • Partner with Sales on account-based engagement and pipeline acceleration. • Help modernize how marketing work gets done. • Evaluate and implement AI-powered growth marketing tools • Build AI-enabled workflows that improve speed, efficiency, and campaign performance • Experiment with orchestration layers, automation, and emerging AI workflows • Establish repeatable operating practices that make adoption practical and measurable. • Ensure tooling and data support smarter decision-making and scalable execution • Identify opportunities to improve efficiency and effectiveness across the stack. • Build programs that improve progression, conversion, and engagement • Support future referral, advocacy, and expansion opportunities • Strengthen marketing’s contribution beyond acquisition alone. • Build testing and optimization practices that accelerate learning and improve outcomes • Adjust channel strategy and investment based on performance and market signals • Use experimentation and funnel insight to guide decision-making. • Own external partner strategy and execution across agencies, vendors, and emerging technology or service providers, ensuring accountability, performance, and measurable business impact. • Partner cross-functionally to improve digital conversion performance. • Support CRO, testing, and website performance initiatives. • Improve user journeys and conversion paths. • Increase testing velocity and digital effectiveness.

• Own yield strategy and fill analysis across Rockbot's advertising inventory, balancing campaigns, CPM performance, and partner goals. • Monitor impression delivery, pacing, and budget utilization across programmatic and direct campaigns. • Identify key areas for supply optimization, delivering vertical, regional, and seasonal insights to the programmatic and direct sales teams. • Forecast new revenue opportunities through supply data analysis, focusing on venue and vertical growth and expansion. • Develop and maintain dashboards and reporting systems that surface revenue trends, anomalies, and growth opportunities — leveraging AI-assisted tools to accelerate insight generation and anomaly detection. • Leverage LLMs and generative AI to streamline operational workflows, synthesize performance data, and surface actionable recommendations faster. • Apply AI-driven approaches to pricing optimization and yield modeling, helping Rockbot stay ahead of demand patterns and market shifts. • Partner with Product and Engineering to evaluate ad serving logic, targeting performance, and delivery efficiency. • Audit and refine transparency and compliance files (ads.txt, sellers.json, s-chain) to ensure monetization integrity. • Support pricing strategy, packaging, and forecasting for new advertising products and launches. • Identify operational bottlenecks and implement process improvements — including AI-enabled automation — that drive scalable yield performance. • Collaborate across commercial and technical teams to ensure advertising execution aligns with broader business goals.

• Prospect and develop new advertising opportunities across SMB, regional, and mid-market accounts, with exposure to select national advertisers and agencies • Generate pipeline through outbound outreach, relationship-building, networking, referrals, and market research • Develop fluency in Rockbot’s place-based media inventory across audio, TV, and digital signage offerings • Identify advertisers with strong contextual or event-based alignment opportunities across Rockbot venues and audiences • Qualify opportunities, pitch solutions, develop media plans, negotiate terms, and close business • Manage advertiser relationships from first conversation through renewal and account expansion • Educate advertisers and agencies on the value of reaching consumers in high-dwell, real-world environments • Partner cross-functionally with Ad Operations and Account Management to support campaign execution and advertiser success • Meet or exceed monthly and quarterly revenue goals through disciplined pipeline management and consistent outbound activity • Balance hunting new business with managing renewals, repeat business, and account growth opportunities • Learn how different advertiser verticals, deal structures, and campaign objectives impact sales strategy and execution • Use campaign performance insights and client feedback to identify optimization and upsell opportunities • Maintain accurate opportunity tracking, forecasting, and pipeline hygiene in Salesforce and HubSpot • Prioritize high-potential opportunities using data, market insights, and advertiser demand signals • Contribute market feedback, competitive insights, and advertiser trends during team planning discussions • Operate effectively in a lean, evolving environment where sales reps maintain significant ownership over the customer experience

• Own and optimize revenue operations across the full customer lifecycle, from lead generation and sales through onboarding, customer success, and renewals, aligning systems, data, and workflows for scalability and efficiency. • Lead delivery of data for revenue forecasting, reporting, and performance analytics, delivering clear visibility into pipeline health, bookings, expansion, and retention while equipping leadership with actionable insights for decision-making. • Design and scale cross-functional operational infrastructure across Sales, Marketing, Customer Operations, Customer Success, Support, and Order Management, ensuring seamless processes, system integrations, and data flow across teams. • Serve as a shared services partner to all commercial and customer-facing teams driving operational excellence across deal desk, quote-to-cash, and customer lifecycle processes, identifying automation opportunities and leveraging data and AI-driven insights to improve deal velocity, expansion opportunities, operational efficiency, and overall commercial performance. • Evaluate, implement, and manage AI-powered revenue tools across the GTM and customer stack, including conversational intelligence (e.g., Gong), AI forecasting (e.g., Clari, SFDC Advanced Forecasting), prospecting/enrichment automation (e.g., UserGems, ZoomInfo) to improve deal execution and customer health visibility. • Build AI-driven workflow automations that reduce manual overhead and improve operational discipline across commercial and customer teams (e.g., lead routing, pipeline hygiene, renewal risk signals, escalation triggers, and forecast rollups). • Own GTM and customer data intelligence, integrating intent data, enrichment, product usage signals, and AI-scored insights to prioritize pipeline, expansion, and retention opportunities. • Leverage AI copilots and agents to enhance analysis, surfacing patterns in pipeline performance, churn risk, and expansion signals that inform strategic decision-making. • Drive AI adoption across Sales, Customer Success, Order Management, and Support, developing playbooks, enablement, and operating frameworks to embed AI in workflows.

• Define and execute a comprehensive QA vision that encompasses hardware reliability, embedded systems, and cloud applications • Transition legacy manual processes into a robust, scalable automation framework • Direct the integration of automated hardware and software tests into CI/CD pipelines • Establish KPIs across bug leakage, MTBF (Mean Time Between Failures), and test coverage