B2B Sales Director - Reputation Intelligence

Job Description:

About the Opportunity 

Help communications and corporate affairs leaders understand emerging reputation risks—and build the customer base for a new Dow Jones intelligence platform.

Dow Jones Reputation Radar combines Storyful’s social and narrative intelligence with Factiva’s licensed news content. It helps organizations understand which narratives are gaining traction, who is influencing them and where reputational pressure may build next, so leaders can make better-informed decisions.

As we prepare for general availability, we are seeking an experienced enterprise seller to generate new business and help establish a focused, repeatable sales approach. You will combine the opportunity to build an emerging business with the credibility, customer relationships and market reach of Dow Jones.

About the Role

Working in our Midtown Manhattan office 3 days a week, you'll be a senior, quota-carrying sales person with direct responsibility for creating pipeline, developing opportunities and winning enterprise customers.

Your initial focus will be communications and corporate affairs teams in financial services, with the potential to expand into other priority sectors as we establish successful use cases.

You will own opportunities from prospecting and discovery through demonstration, negotiation and close. Success requires understanding how customers make decisions, identifying a meaningful business need and building a compelling case for investment—including where Reputation Radar complements an existing set of tools.

You will work with Dow Jones account teams and colleagues across Product, Marketing and Intelligence. Your customer conversations will also help refine our targeting, messaging, sales materials and product priorities.

This role suits someone who enjoys personally winning business and using what they learn to improve how a new product is brought to market.

You Will

• Create and convert new-business pipeline. Personally prospect into priority accounts, develop qualified opportunities and deliver against an agreed revenue target.
• Build focused account plans. Select and prioritize accounts using customer needs, business triggers, revenue potential and likelihood to convert. Establish clear actions and next steps.
• Lead consultative discovery. Understand how customers identify reputation risks, brief leadership and make decisions, and where their current approach falls short.
• Build a credible value case. Connect Reputation Radar’s capabilities to the customer’s priorities and demonstrate why the investment matters.
• Navigate enterprise buying groups. Build relationships with senior Communications, Corporate Affairs and related stakeholders, while engaging users, budget holders, Procurement and other decision makers.
• Own the full sales cycle. Coordinate demonstrations and specialist input, develop proposals, negotiate commercial terms and progress opportunities through contracting and close.
• Work with the wider Dow Jones sales organization. Partner with account teams to identify relevant opportunities within existing customer relationships and help them recognize where Reputation Radar can add value.
• Turn Marketing activity into commercial action. Collaborate on targeted campaigns, events and content, and take ownership of account follow-up and conversion.
• Bring customer insight back into the business. Share patterns in buyer needs, objections, competitive alternatives and purchasing decisions to strengthen positioning, sales enablement and product development.
• Maintain commercial discipline. Keep accurate Salesforce records, qualify opportunities consistently and provide reliable forecasts.
• Represent Dow Jones and Storyful in customer meetings, industry events and executive discussions.

You Have

• 12+ years of professional sales experience
• A proven track record of meeting or exceeding enterprise B2B sales targets, including personally creating and closing new business
• Experience selling information services, data, intelligence, strategic advisory or enterprise SaaS solutions
• Experience engaging senior Communications, Corporate Affairs, Marketing, Public Affairs, Risk or executive stakeholders, or a clear ability to translate relevant adjacent experience to these buyers
• The ability to sell through discovery, business value and customer outcomes, supported by clear examples of navigating complex buying decisions
• A structured approach to account selection, prospecting, qualification and pipeline development
• Strong listening, presentation and communication skills, with the ability to build credibility and adapt your approach to different stakeholders
• Experience collaborating with account managers, marketing teams and product or subject-matter specialists while retaining ownership of sales progress
• The judgment and initiative to operate effectively as a product and its commercial approach evolve
• Willingness to work in our Midtown Manhattan office at least 3 days a week

Particularly Useful

• Knowledge of the communications, reputation, public affairs, media intelligence or risk intelligence ecosystem
• Success introducing a new product, entering a new market or building demand where a buying category is still developing
• Experience selling to financial services organizations
• Existing relationships with senior communications and corporate affairs leaders
• Experience working across multinational enterprise accounts

About Storyful

Storyful is a social and narrative intelligence company within Dow Jones. Combining proprietary technology with expert analysis and verification, Storyful helps organizations understand how information and narratives spread, influence stakeholders and shape reputation.

Dow Jones Reputation Radar brings together Storyful and Factiva capabilities to support communications and corporate affairs leaders with timely, decision-ready reputation intelligence.

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Our Benefits

• Comprehensive Healthcare Plans
• Paid Time Off
• Retirement Plans
• Comprehensive Medical, Dental and Vision Insurance Plans
• Education Benefits
• Paid Maternity and Paternity Leave
• Family Care Benefits
• Commuter Transit Program
• Subscription Discounts
• Employee Referral Program

Learn more about all our US benefits.

Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status or any other protected characteristic under applicable law. EEO/Disabled/Vets

Reasonable Accommodation

We are committed to providing reasonable accommodation for qualified individuals with disabilities in our job application and/or interview process. If you need assistance or accommodation in completing your application or participating in an interview due to a disability, email us at [email protected]. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.

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Business Area:

Dow Jones - Risk

Job Category:

Data Analytics/Warehousing & Business Intelligence

Union Status:

Non-Union roleBase Pay Range: $180k - $200k + Sales Incentive Plan

We’re committed to offering competitive and flexible compensation to attract top talent. This pay range reflects our good faith estimate for the role and may vary based on a candidate’s experience, skills, location, and other relevant factors.

For bonus-eligible roles, targets are determined based on multiple considerations, including market benchmarks and individual contributions.

For benefits-eligible roles, we offer a comprehensive and competitive benefits package covering health, retirement, wellbeing, and more, along with optional benefits to meet the diverse needs of our employees.