Tunnl

• Design, build, and deploy machine learning solutions for audience targeting, lookalike generation, and individual propensity scoring. • Own the complete ML lifecycle - from exploratory analysis and experimentation all the way through production deployment and operational monitoring. • Develop and ship production ML systems spanning self-supervised representation learning, vector similarity search, and supervised classifiers. • Leverage distributed computing (Spark/Databricks) and cloud data platforms (AWS, Snowflake) to build and run production ML pipelines at scale. • Ensure model quality through rigorous evaluation practices: from embedding validation and retrieval quality to supervised model calibration and production monitoring. • Engineer features at scale from demographic, behavioral, and identity data — including handling missing values, encoding strategies, and pipeline-level data quality validation. • Contribute ML logic directly into shared production services, working alongside data engineering, software engineering, and product teams.

• Lead day-to-day management of high-value client accounts across advocacy, corporate, or agency sectors • Partner with AEs to drive renewals, upsells, and long-term account expansion • Translate client business goals into scoped research and audience strategies • Present insights and recommendations to senior stakeholders • Scope and manage projects across research, reporting, and audience activation • Ensure timely delivery of client outputs and escalate blockers when needed • Provide feedback and coaching to team members on storytelling, timelines, and client-facing materials • Maintain quality control across decks, insights, and deliverables • Act as a strategic liaison between Account Management, Strategic Research, Product, and Engineering • Coordinate intake and scoping processes with internal stakeholders • Help shape client segmentation, tiering, and service model strategy • Support development of SOPs, planning frameworks, and reporting templates • Manage and coach Account Managers and Research Analysts assigned to your accounts • Provide regular feedback and growth paths aligned with Tunnl’s talent ladder • Guide junior team members through client conversations, insight framing, and audience usage strategy • Contribute to team rituals and peer support culture

• Cultivate and maintain strong relationships with clients, industry partners, and key stakeholders to identify new business opportunities • Build and manage trust and value-led relationships with existing and prospective clients to maximize solutions and satisfaction • Maintain clear understanding of Tunnl’s primary clients’ industry trends, economic sectors, and market dynamics • Collaborate with internal teams including engineering, product, and account management to ensure seamless implementation of the product for clients • Develop strategies and plans for developing and deepening client accounts • Provide regular reports and updates to the VP of Business Development on business development activities, progress, and results • Represent the organization at industry events, conferences, and networking opportunities to promote brand awareness and generate leads

• Design, build, and deploy machine learning solutions for audience targeting, lookalike generation, and individual propensity scoring • Own the complete ML lifecycle - from exploratory analysis and experimentation all the way through production deployment and operational monitoring • Develop and ship production ML systems spanning self-supervised representation learning, vector similarity search, and supervised classifiers • Leverage distributed computing (Spark/Databricks) and cloud data platforms (AWS, Snowflake) to build and run production ML pipelines at scale • Ensure model quality through rigorous evaluation practices: from embedding validation and retrieval quality to supervised model calibration and production monitoring • Engineer features at scale from demographic, behavioral, and identity data — including handling missing values, encoding strategies, and pipeline-level data quality validation • Contribute ML logic directly into shared production services, working alongside data engineering, software engineering, and product teams

Role Description The Senior Director, Business Development will be instrumental in driving Tunnl’s growth within the brand market. As a fast-growing tech company at the forefront of audience intelligence innovation, Tunnl is seeking a motivated and disciplined sales professional who thrives on building relationships, driving subscription sales, and contributing to the expansion of a promising company. The ideal candidate will excel at proactive prospecting, enjoy the challenge and excitement of sales, and bring a self-starting, goal-oriented attitude to the team. The Senior Director, Business Development will report to the Vice President of Business Development. This is a remote role with a preference for the candidate to be based in eastern or central time, but not required. Responsibilities - Cultivate and maintain strong relationships with clients, industry partners, and key stakeholders to identify new business opportunities - Build and manage trust and value-led relationships with existing and prospective clients to maximize solutions and satisfaction - Maintain clear understanding of Tunnl’s primary clients’ industry trends, economic sectors, and market dynamics - Collaborate with internal teams including engineering, product, and account management to ensure seamless implementation of the product for clients - Develop strategies and plans for developing and deepening client accounts - Provide regular reports and updates to the VP of Business Development on business development activities, progress, and results - Represent the organization at industry events, conferences, and networking opportunities to promote brand awareness and generate leads Qualifications - 5+ years of successful experience in direct selling within the brand market, with a background in data and/or market research sales - Experience managing the sales process from lead generation to closure - Able to thrive in a fast-paced, ever-changing environment - Bring a strong drive to meet and exceed sales targets - Demonstrated ability to set and achieve measurable outcomes - Have a proactive approach to identifying and pursuing new business opportunities - Skilled in building and cultivating relationships - Passionate about being a key contributor in business growth and committed to helping businesses thrive - Proficient in the Microsoft suite of products including Microsoft PowerPoint, Word, and Excel - Previous experience in tech-based SaaS product sales is highly preferred - Experience working with HubSpot is a plus - Knowledge and experience with digital, addressable, and linear television paid media are preferred Benefits - Join a team driven by curiosity, teamwork, integrity, and a shared passion for solving big challenges. - A friendly, welcoming, and supportive culture with regular social and team events. - Comprehensive benefits with excellent medical, vision, and dental coverage. - Health Savings Account (HSA) and Flexible Spending Account (FSA) options. - Employer-paid life insurance & short-term & long-term disability, with other voluntary additional coverage available (accident, critical illness, hospital indemnity). - Flexible hybrid work policy. - Flexible unlimited paid vacation plus 80 hours of paid sick leave. - 10 paid company holidays per year plus the week between Christmas and New Year’s off. - 401(k) plan with 100% match up to 3%, plus 50% match up to 5% (subject to IRS limits). - Cell phone reimbursement stipend. - Monthly parking or commuter stipend for VA-based employees.

• Identify, negotiate and close new activation partners who can help drive usage of Tunnl’s audience and measurement products • Grow revenue with existing partners through optimized integration strategies and relationship management • Accelerate product and platform capabilities with emerging and established data sources • Collaborate with internal Product, Engineering, and Finance teams to structure and operationalize partnerships • Support sales and account teams with new solutions through partnerships • Conduct industry and competitive research to stay ahead of trends, emerging technologies, and partner innovation • Oversee partnership deliverables, including reporting, training, and operational roadmaps • Lead commercial negotiations, including revenue share structures, data licensing terms, API and platform integration agreements, and billing and usage models • Partner with Legal to finalize contracts that balance scalability, compliance, and profitability • Structure incentives to align long-term partner success with platform growth • Collaborate with Sales and Client Experience teams to position partners effectively in market • Partner with Marketing to develop enablement materials, training sessions, and pitch narratives • Support joint marketing initiatives and co-selling strategies • Track and optimize partner revenue contribution • Work closely with Product and Engineering to scope integrations and prioritize roadmap items • Ensure timely and automated audience distribution to partner platforms • Continually optimize taxonomy structure based on market feedback and partner usage