Scott Dufrane

Work History

DotDashMeredith

06.2022 - 09.2024

Led entire sales team and Business Development efforts in the Western Region
Division includes SaaS Solutions (DSP,) Media Campaigns, and DaaS Solutions for both Self and Managed Services
Achieved on target revenue of 10 million dollars per annum
Team achieved 101% of annual revenue goal YoY (2022)
Reporting using Salesforce CRM on annual and quarterly forecast to clients
Managed P&L for sales team budget and entertainment
Responsible for working with Product Team, Marketing Team, Legal Team, Operations Team, Engineering Team, and Sales Team to create profitable products and more efficient processes
Clients include: OMD, Havas, Sunkist, Disney, and Microsoft

Cineverse Entertainment (Formerly Cinedigm)

01.2020 - 06.2022

Oversee 12M dollar SaaS Annual Quota and team of (2) Sales Managers, (10) Account Executives, and (5) BDRs
Team achieved 103% of annual revenue goal YoY (2020-2021)
Built out and hired account team to include (5) top sellers, (2) sales managers, and (2) BDRs
Reporting using Salesforce CRM on annual and quarterly forecast to clients
Responsible for using Tableau on client data analysis to conduct monthly reporting and business QBRs
Responsible for working with Product Team, Marketing Team, Legal Team, Operations Team, Engineering Team, and Sales Team to create profitable products and more efficient processes
As individual contributor I negotiated multi-million dollar deals with streaming distribution platforms such as: Hulu, Netflix, Samsung TV, Sling TV, Pluto TV, and Tubi
Responsible for bringing on advertising demand partners that included: GumGum, Unruly, The Trade Desk, Triplelift, SpotX, and Stack Adapt
Responsible for building out programmatic demand partners in oRTB, PMP Deals, and Direct Deals
Responsible for responding to RFPs and RFIs as well as building out media plans for prospective clients both agency and direct brand which included: Starcom, TBWA Chiat, OMD, Mountain Dew, State Farm, and Microsoft
Helped build out and develop sales processes with account management, accounting, legal, and product
Grew book by 113% YoY by using upsell and incremental media products
Brought in (6) new advertising partners in 2020 which accounts for more than 2M in total spend

Basis Technologies (formerly Centro Inc.)

01.2018 - 10.2019

Oversee 10.5M dollar annual quota that includes both agency and client direct accounts in self-service DSP SaaS model as well managed services for digital channels that include; search, social, and programmatic media
Team Leader for a pod of (5) media account executives and BDRs responsible for generating and closing high level of prospects in sales pipeline
Grown book of business 113% in 2018 and 123% in 2019 by optimizing client accounts and building strong relationships and providing weekly and quarterly reporting analysis
Brought on (4) new accounts in 2019 through prospecting and relationship building that resulted in over $3.5M in ARR yearly sales revenue
Responsible for on-boarding and optimizing programmatic campaigns in Centro’s Basis DSP and Workflow Automation Platform as well as growing spend in platform
Manage clients in entertainment, retail, and CPG that include: Disney, NBCUniversal, Hulu, Activision-Blizzard, Vans, Microsoft, and Best Buy
Responsible for overall pipeline and prospecting strategy for digital channels that include social, search, OTT, CTV, and programmatic media and monitoring success in Centro’s various media platform tools
Worked with internal teams that include; legal, ad operations, sales, and sales engineering to complete contracts, fix technical platform issues, and on board new clients

Entravision

08.2016 - 01.2017

Achieved 118% revenue goal for fiscal year 2016 by selling into new accounts through prospecting and pipeline building
Worked in division that included media sales, SaaS Platform, DaaS Sales, and O&O media solutions
Managed accounts in verticals that included: Entertainment, CPG, Automotive, and Retail
Responsible for optimizing, managing, and growing relationships with key agency and brands clients that included; OMD, Mediavest, Starcom, Initiative, Honda, and McDonalds
Traveled to client meetings to conduct quarterly business reviews which resulted in significant client QoQ growth
Worked with account team to build client strategies and on boarding with several internal divisions that included: Operations, Business Development, Legal, and IT
Performed analysis on internal dashboard to monitor and enhance performance of client that resulted in 25% YoY increase in renewals

Experian

06.2014 - 08.2016

Team of (5) Account Executives and BDRs achieved 124% of revenue quota with key accounts for IR Top 50 Retailers that included: Microsoft, Best Buy, Lenovo, and Lowes
Brought in new SaaS partnerships for entertainment clients including: Time Warner, Disney, and Fox that resulted in platform solution sales of 1.5M ARR
Helped develop new 1st Party Data and Programmatic Advertising Program for Display agency business that included: OMD, Starcom, WPP plc, IPG, and Google’s Channel Intelligence
Traveled nationally to meet and conduct client meetings and business reviews
Managed relationships with DSP and publishers to establish relationships that lead to increase in revenue for key accounts
Worked internally with business development team to grow publisher revenue with key accounts
Worked with IT team to manage data feeds and integrate new partners
Responsible for negotiating contracts, RFPs, and agreements with Fortune 500 companies
Managed client performance reporting with Salesforce, The Trade Desk DSP and DFP

WPP plc

05.2009 - 04.2014

Team leader that focused on managing key accounts for marketing programs that included: programmatic data activation platforms (SaaS) and trade desk services for national digital media accounts
Managed team of 15 regional account leaders
Achieved 117% of team revenue goal for fiscal year 2013
Managed client P&L and budget to optimize campaign within targeted CPA, CPM, and CPC parameters
Managed private marketplace publisher deals that enabled our retail activation team to increase revenue shares
Worked to establish new clientele and increased market share exposure through programmatic buying and DSP relationships
Oversaw digital strategy and P&L for campaigns ranging from 200K upwards of 1M
Designed and developed RFP’s for programmatic campaigns