Principal, Enterprise Growth

This role requires proven enterprise credibility, strong commercial discipline, and the ability to create opportunity through influence, access, and persistence.

To succeed, you will bring:

• A strong track record within a media agency, media AOR, integrated marketing agency, creative agency, marketing services business, consultancy, or adjacent professional services environment.
• Direct experience originating and closing enterprise-scale engagements, ideally in the $5M to $15M range.
• Experience selling media, integrated marketing, digital transformation, data, technology, creative, or related services to large and complex organisations.
• Clear evidence that you have carried your own quota, owned your own pipeline, and built new business yourself rather than relying heavily on inherited opportunities or inbound RFPs.
• A strong understanding of how media agencies, creative agencies, in-house teams, marketing operations functions, and procurement teams work, including stakeholder dynamics, budget ownership, internal politics, and transformation priorities.
• Experience with agency reviews, media AOR appointments, retained and project-based scopes, account transitions, pitch processes, and senior stakeholder decision-making.
• A genuine hunter mentality with a multi-channel approach to new business development, including thoughtful outbound, relationship-led networking, referrals, industry influence, and differentiated market access strategies.
• An established network of senior industry relationships that you can activate over time, including CMOs, senior marketing leaders, procurement stakeholders, transformation leaders, consultants, and agency decision-makers.
• Meaningful exposure to the new business consultancy and pitch consultant ecosystem, or the credibility to build those relationships quickly.
• Strong CRM discipline, including comfort managing pipeline stages, forecast accuracy, qualification rigor, sales hygiene, close plans, and next steps end to end.
• Commercial sophistication in navigating procurement processes, shaping RFP strategy rather than responding reactively, and structuring agreements that balance financial discipline with long-term partnership value.
• Confidence discussing the commercial implications of AI-driven marketing evolution, including automation, personalisation at scale, creative intelligence, media effectiveness, and the integration of brand and performance.
• Experience helping clients navigate structural change, whether through operating model redesign, technology implementation, agency transformation, or broader marketing capability transformation.
• The ability to translate complex capabilities into a clear, differentiated, and commercially compelling client proposition.
• A high level of personal credibility, curiosity, preparation, listening skill, resilience, and sound judgement in senior client conversations.

This is a role for a senior operator who has repeatedly created, shaped, and closed large, complex enterprise deals and understands what it takes to create and convert opportunity at scale.

In the first 12 months, success in this role will be defined by tangible enterprise momentum and revenue impact.

• A qualified enterprise pipeline that materially exceeds annual net new revenue targets, with clear visibility across stage progression and forecast accuracy
• $5M to $10M+ in net new revenue secured or in late-stage negotiation, with disciplined margin protection and commercially sound deal structures
• Consistent inclusion in high-value enterprise pitch engagements, including consultant-led reviews and direct C-suite introductions
• Demonstrable improvement in deal velocity and conversion quality, with a focus on fewer, higher-value opportunities rather than volume activity
• Established executive-level relationships within priority enterprise accounts that position Incubeta as a credible long-term growth partner
• A repeatable enterprise pursuit model in place, including qualification criteria, commercial frameworks, and structured negotiation approach

As a general policy, Incubeta does not offer employment visa sponsorships upon hire or in the future.