Looma Background

Looma exists to bring transparency, humanity, and responsibility to advertising and commerce. We do so by connecting shoppers to the people and stories behind their favorite brands, and informing their purchasing decisions.

Our first product, Loop™, is a network of in-store screens that play short videos focused on storytelling and education. The content for this network is powered by our second product, Relay™, a marketplace of filmmakers who specialize in point-of-decision video in food & bev.

Position Summary
This role is dedicated to scaling the adult beverage portion of our business from 4 regional retailers (Harris Teeter, H-E-B, Lowes Foods, and Schnucks) to a nationwide network. We've proven product-market fit with our current cohort of retailers and the 100+ suppliers we work with, and we now need a GM/SVP to scale the network, building a set of programs that lead the industry in both execution excellence and brand marketing efficiency. This role will initially lead a team of 5, including two sales directors and two account managers, and will be focused on (a) executing the pilots and rollouts already in our pipeline in 2022 and then (b) landing pilots & rollouts with new retailers in 2023.

This role is our most senior sales position, overseeing both retail sales & brand sales. The role is dedicated to growing revenue through two dimensions: (1) scaling our adult beverage programs, where we have strong product-market fit; and (2) expanding Loop™ to the rest of the grocery store, where we have early traction but are still building out the product & model. As indicated below, this is a very customer-facing role focused on landing new retail partners and building our relationships with key brands. Over time this role will likely shift to more sales ops, playbook development, team management, etc. — but at our current stage, we need someone who can sell. This role will report to our CEO for the foreseeable future.

The responsibilities for this role can be split into three primary categories:

• Direct Sales & Key Account Management: 50%
• Sales Ops / Building the Machine: 30%
• Team Development & Management: 20%

Direct Sales & Key Account Management (50%)

• Land pilots (both adult bev & center store) with new retail partners
• Manage relationships with retail partners through the pilot, pilot conversion, and rollout process (after which the relationship will be transitioned to our Partnerships team)
• Manage relationships with our top ~10 brand partners (existing relationships for adult bev, new ones for center store)

Sales Ops / Building the Machine (30%)

• Build & manage the playbooks for both retail sales & brand sales
• Build & oversee the brand sales dashboard
• Help design & scale a world-class account management function for the brand sales team, ensuring a delightful, go-tell-other-retailers-how-great-Looma-is worthy experience for our brand partners
• As mentioned above, this portion of the role will grow as we scale direct sales is the key focus out of the gate, but that will change over time

Team Development & Management (20%)

• Build & own the hiring plan for three teams: Retail Sales, Brand Sales, & Brand Account Management
• Represent the sales team in leadership meetings, at conferences, etc.

Critical Attributes & Qualifications

• Mission-Aligned: excited to connect shoppers to the people behind their products, and appreciative of good film/stories
• Warmth / Magnetism / Charm: quick to love people, able to win over nearly anyone, and will represent the Looma brand well in serving as its face to many retail partners and nearly all brand partners
• Hustle / Tenacity / Grit: excited by the entrepreneurial nature of this role, understands it will involve some serious tenacity to develop national scale, and eager to solve really difficult problems along the way
• Proven Salesmanship: indisputable track record of excellent salesmanship
• Analytical / Financially Savvy: understands retail and brand partners' economic drivers, adept at building program KPIs and holding our team accountable to them, and eager to build retail and brand reports
• Process-Driven: extremely disciplined and organized; able to build systems that scale 10x+
• Sales experience is required; experience in grocery / CPG is strongly preferred; startup experience is strongly preferred; experience in media & advertising is a bonus

Structure & Compensation
Looma will provide a competitive compensation package consisting of base salary and stock options. All Looma compensation packages include cash/equity flexibility (i.e. you can opt for more equity and less cash or vice-versa).

Benefits

• Employee coverage for health, dental, and vision (gold plan)
• Unlimited PTO (3-week minimum)
• 12-week primary caregiver leave
• Flexible office setting (office, flex, or WFH, with associated stipends)
• $100/month craftsmanship stipend

Looma's Hiring Philosophy
We believe culture is one of the strongest predictors of success for a startup. Strong contributors to Looma's culture will aspire to and exhibit the following characteristics:

• Humility
• Integrity
• Wisdom
• Emotional Intelligence
• Grit
• Joyfulness
• Fun

Diversity & Nondiscrimination
Looma believes diversity is a fundamental good, and we are committed to promoting diversity both in our workplace and through the stories we tell. We do not discriminate on the basis of race, color, religion, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status, class or caste status, or any other protected class. Our global nondiscrimination policy covers these protected classes in every market in which we do business.

Keywords
Adult Beverage, CPG, Retail, Sales, Business Development, Program Design, Program Management, Account Management, Craft Beer, Wine, Startup, Venture Capital, Retail Tech, Adtech, Retail Media, Consumer Goods