Jessica Fulena
Southport
Summary
Experienced media and advertising sales leader with an +18 year consistent track record of exceeding revenue targets and driving growth for top companies like Google, Paramount (formerly Viacom), and Disney. Proven ability to develop, communicate and execute successful strategies, build strong client relationships, and lead high-performing teams. Excels in finding new revenue opportunities and creative problem solving to achieve success.
Overview
18
18
years of professional experience
Work History
Head of Industry, Media & Entertainment
Google
11.2022 - Current
- Spearheaded a diverse business portfolio of $350M in revenue driven by Real Money Gambling, Major Sports Leagues, and high-growth mid-tier streaming services, driving consistent double digit YoY revenue growth in a dynamic market.
- Developed and executed strategic account plans to expand SOW and deepen product and measurement adoption, specifically with AI
- Responsible for forecasting revenue growth, removing barriers, identifying untapped areas of opportunity and leveraging current strong performance.
- Cultivate and manage strong relationships with C-level stakeholders at key accounts, ensuring high levels of client satisfaction and securing long-term partnerships.
- Lead, mentor, and coach a high-performing team of 8 sales and account management professionals, ranging from Senior Account Executives to entry-level Account Managers. Fostered a culture of collaboration, accountability, and consistent achievement of sales targets.
- Effectively collaborated with internal senior stakeholders across measurement, policy, marketing, and product to align on strategic priorities, drive revenue growth, and achieve key business objectives.
YouTube CTV Senior Specialist
Google
02.2021 - 11.2022
- Spearheaded the development and execution of the company's first-ever YouTube CTV sector strategy, resulting in over 150% YoY revenue growth.
- Developed and delivered "best-in-class" CTV sales pitches, adopted as the standard across Large Consumer Sales, leading to an +18% in CTV being a part of all buys
- Served as the "CTV expert" for client meetings with top brands like Apple, Paramount, and Unilever, driving adoption and investment in YouTube CTV.
- Created and delivered a comprehensive "CTV Compete!" training series to equip sales teams with competitive knowledge and objection handling techniques.
- Provided expert insights and feedback to product management and measurement teams, influencing product development and testing frameworks.
- Authored a company-wide "This Week in CTV" newsletter, keeping internal sellers and stakeholders informed about industry trends and best practices.
Senior Account Executive, Food and Beverage
Google
03.2018 - 02.2021
- Diageo Revenue Growth: +500% in video and +36% YoY across portfolio
- Created an MMM video efficiency playbook to achieve a 30% increase in ROI across the Diageo portfolio. The playbook increased their video investment by +84% YoY and +73% YoY
- Built a Safety and Suitability Onesheet that outlines how to test and safely reactivate on auction and DV360 media. The onesheet is being scaled globally as a testing/reactivation structure for the portfolio of brands
- Built and executed Diageo’s first US JBP and upfront deal in 2019
- Keurig Dr Pepper Revenue Growth: +46% YoY across portfolio
- Developing a first-ever JBP with KDP
- Spearheaded the ELT KDP Exec Summit for 40+ C-level executives including the CEO, CMO, President, and CFO
- Built out eComm Keurig brewer strategy to maintain a 6:1 ROI. Expanding into adoption automation and competitive conquesting strategy
Senior Account Executive (Contractor)
Google
07.2017 - 03.2018
- Negotiated and closed the first joint Viacom & Paramount DVIP driving 31% YoY growth
- Quickly ramped on the Viacom business, driving meaningful revenue impact in Q3 and Q4 including:
- Q3 Revenue +29% YoY
- $Q4 Revenue +72% YoY Growth
Senior Account Executive
Paramount (formerly Viacom)
01.2012 - 07.2017
- Transformed historically challenged block of digital agencies into the most profitable digital list at Viacom, growing a list from $0 in revenue to over $10M a year and ending 2017 at 156% to goal
- Partnered on ‘best in class’ digital and convergent marketing and video partnerships. Sold and executed custom programs built around branded entertainment, social conversation and content, and distribution of media across multiple social and video platforms.
- Immersed in multiple platforms including YouTube, Snapchat, Twitter, Hulu, Facebook, Instagram, Tumblr, and Vine as part of unique marketing programs built to leverage the power of content within multiple platforms to create seamless marketing and media experiences for Viacom clients
Senior Digital Sales Associate
Disney
10.2010 - 01.2012
- Aided in bringing in and managing Q2 revenue, bringing the Kids Team 164% to goal
- Worked with highest billing digital accounts including Microsoft, P&G, Kraft, Milk, MGA, Subway and Dannon; Brought in new accounts including American Legacy, Glaceau, JetBlue and Schwin
Account Executive
BlogHer
03.2010 - 10.2010
Senior Sales Planner
Glam Media
05.2009 - 03.2010
Sales Coordinator
Paramount (formerly MTV Networks)
05.2007 - 05.2009
Education
Bachelor of Arts - Communications
Marymount Manhattan College
New York City05-2003
Skills
- Client Relationship Management: Skilled in building and maintaining strong relationships with key clients, including Fortune 500 companies
- Presentation & Communication: Excellent presentation and communication skills, with experience delivering compelling presentations to diverse audiences
- Strategic Vision & Execution: Proven ability to develop and implement strategic plans that align with business goals and drive transformative growth
- Media Expertise: Deep understanding of the Media landscape, including market trends, competitive offerings, and advertising solutions
- Team Leadership & Development: Adept at building, motivating, and leading high-performing teams to achieve ambitious goals
- Operational Management: Expertise in managing budgets, forecasting revenue, and driving profitability within a high-growth environment
- Cross-Functional Collaboration: Skilled in fostering collaboration and alignment across diverse teams, including sales, marketing, product, and technology
Timeline
Head of Industry, Media & Entertainment
Google
11.2022 - Current
YouTube CTV Senior Specialist
Google
02.2021 - 11.2022
Senior Account Executive, Food and Beverage
Google
03.2018 - 02.2021
Senior Account Executive (Contractor)
Google
07.2017 - 03.2018
Senior Account Executive
Paramount (formerly Viacom)
01.2012 - 07.2017
Senior Digital Sales Associate
Disney
10.2010 - 01.2012
Account Executive
BlogHer
03.2010 - 10.2010
Senior Sales Planner
Glam Media
05.2009 - 03.2010
Sales Coordinator
Paramount (formerly MTV Networks)
05.2007 - 05.2009
Bachelor of Arts - Communications
Marymount Manhattan College
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